Director of Demand Generation

FurtherAI•San Francisco, CA

2d•Onsite

About The Position

FurtherAI is seeking a Director of Demand Generation to help build our enterprise pipeline function from the ground up. This is a high-ownership, high-visibility role at a pivotal moment in the company's growth. You will architect and execute the demand strategy, build the team and systems, and work hand-in-hand with Sales and Revenue Operations to ensure that every qualified opportunity we generate has a clear path to revenue. This role is for someone who thinks in pipeline, not impressions—who measures success by SAOs and revenue influenced, not just leads delivered. You'll be the connective tissue between marketing investment and sales outcomes, and you'll operate with the urgency of a startup and the rigor of an enterprise marketing leader.

Requirements

7–10+ years of experience in demand generation, revenue marketing, or pipeline-focused growth marketing in B2B SaaS or AI technology.
You've directly owned a pipeline or revenue target—not just a lead volume goal—and have the metrics to prove what you built.
You have genuine enterprise motion experience: large deal sizes, long sales cycles, multi-stakeholder buying groups.
You're fluent in the modern demand stack: Salesforce, Marketo or HubSpot, 6sense or Demandbase, attribution platforms, and intent data.
You've built or meaningfully scaled a demand program at a startup or high-growth company—you know what it's like to do a lot with limited resources.
You operate as a true Sales partner, not a lead supplier. You've navigated disagreements about quality, built shared SLAs, and earned Sales' trust over time.
You lead with data, but you're not paralyzed without it. You can make good bets on limited information and iterate fast.
You're a strong communicator who can represent marketing's contribution clearly to executives, a sales floor, and your own team.

Nice To Haves

Experience selling into insurance or other regulated industries
Background in insurtech or fintech
Familiarity with founder-led sales environments (YC, a16z, or similar)

Responsibilities

Own the Enterprise Pipeline Number: Design and execute FurtherAI's enterprise demand generation strategy with full accountability for pipeline volume, quality, and velocity.
Build and maintain pipeline coverage targets in partnership with Sales leadership, targeting a 3–4x coverage ratio against quota.
Report pipeline metrics weekly to senior leadership; run monthly pipeline reviews with Sales.
Build and Optimize the Full Funnel: Own the marketing-to-sales funnel end-to-end: MQL definition, lead scoring, routing logic, qualification criteria, and handoff SLAs.
Diagnose and fix conversion leakage at every stage—from first touch to Sales-Accepted Opportunity.
Partner with Revenue Operations to implement attribution modeling that Sales and Finance trust.
Identify, Launch, and Scale Demand Channels: Evaluate and invest across paid search, paid social, content syndication, ABM, field events, partner co-marketing, and SDR-assisted outbound.
Run structured channel experiments, measure pipeline contribution, and reallocate budget toward highest-performing programs.
Build and scale ABM programs targeting priority enterprise accounts across IT leaders, Heads of AI, and executive economic buyers.
Build the Team and Operating Model: Hire, develop, and lead a focused demand generation team; define roles, performance expectations, and growth paths.
Establish the campaign planning cadence, creative briefing process, and performance review rhythm.
Manage agency and vendor relationships to extend team capacity without bloating headcount.
Partner Across Marketing, Sales, and Product: Collaborate with Product Marketing to ensure campaign messaging reflects differentiated positioning and speaks to the AI buyer journey.
Work with the Events and Content teams to extract maximum pipeline value from every marketing investment.
Represent the demand function in Sales QBRs, board prep, and cross-functional planning sessions.