Director, Demand Generation

Integral Ad Science•New York, NY

2d•$119,000 - $204,000•Hybrid

About The Position

We're looking for a Director, Demand Generation to own the post-sale marketing motion for our enterprise customer base. This role sits at the intersection of customer marketing and account-based marketing — you'll run targeted, account-specific programs designed to drive expansion revenue, unlock new business units within existing customers, and deepen executive relationships across our largest accounts. You'll partner closely with Marketing and Sales leadership, and you'll be expected to think and operate like a revenue owner — not just a campaign manager.

Requirements

6+ years in B2B marketing, with at least 4 years in a customer marketing, account-based marketing, or expansion-focused role at an enterprise SaaS company
Demonstrated experience running ABM-style programs targeting existing customers — you understand how expansion selling differs from new logo acquisition and have built programs that reflect that
Comfort operating in complex, multi-stakeholder enterprise environments with long sales cycles and multiple buyer personas per account
Strong commercial instincts — you think in terms of pipeline, revenue influence, and NRR, not just campaign metrics
Experience partnering with Marketing, Sales and Operations teams as a co-owner of expansion revenue, not just a campaign supplier
Hands-on familiarity with ABM platforms (6sense, Demandbase, or similar), CRM (Salesforce), and MAP (Marketo, HubSpot, or similar)
Excellent written communication skills — you can write a compelling executive-level narrative and a sharp campaign brief
A bias toward measurement: you build programs with clear success criteria and you're comfortable pulling your own data

Nice To Haves

Experience in a company that sells to multiple business units within large enterprise accounts (e.g. adtech brand & agency relationships, financial services, or other verticals with complex internal buying structures)
Background in or exposure to product marketing — you can translate product capability into customer-specific business value

Responsibilities

Build and execute account-based expansion programs targeting new business units, geographies and personas, aligned to key product categories, supporting priority launches, GTM motions, and strategic narratives within existing enterprise accounts
Design multi-touch campaign sequences — including executive outreach, personalized content across digital channels and event-based touchpoints — tailored to specific accounts and buying committees
Partner with Business Operations and Sales to identify expansion-ready accounts and develop account plans that align marketing plays to commercial opportunities
Develop and maintain tiered account segmentation (e.g. 1:1, 1:few, 1:many) and calibrate program intensity to account potential and renewal risk
Leverage the customer reference and case study program to identify advocates and produce additional proof points that support both expansion and new logo sales cycles
Partner with the Events team on the event strategy (e.g., industry event sponsorship, customer advisory boards, executive roundtables, and VIP event experiences) to deepen relationships with buyers
Track and report on expansion pipeline influenced, NRR impact, and account engagement metrics; iterate programs based on performance data
Collaborate with Marketing Ops to build the measurement framework and tooling (6sense, Demandbase, Salesforce, or equivalent) that supports account-level attribution