Director of Demand Generation

Quavo Fraud & Disputes

About The Position

Quavo is seeking a senior demand generation leader to build upon the marketing team's existing foundation and implement a more structured, account-focused approach to pipeline generation. The ideal candidate will prioritize qualified conversations over mere engagement metrics and focus on identifying and engaging key individuals within target accounts who are most likely to book meetings. This role involves designing programs that provide sales with the necessary context and reasons to engage, and a strong emphasis on measuring the impact of investments. Collaboration with Sales, Customer Experience, and Revenue Operations is crucial, with success measured by pipeline outcomes rather than campaign activity. The role requires a blend of strategic thinking to design the demand engine, operational rigor to analyze data, and hands-on capability to optimize conversion rates.

Requirements

8-10+ years in B2B demand generation, growth marketing, revenue marketing, integrated campaigns, or ABM, with a proven record of owning programs tied to pipeline outcomes.
Demonstrated success in generating qualified pipeline within long-cycle enterprise or mid-market B2B environments, ideally with a $100K+ Annual Contract Value (ACV) and multi-stakeholder buying committees.
Strong Account-Based Marketing (ABM) experience, including named- or tiered-account programs that engage multiple members of a buying group.
Experience integrating events, executive programs, partner engagements, and webinars into account-based demand programs, including audience planning, sales alignment, follow-up design, and opportunity progression.
Hands-on experience with integrated campaigns, lifecycle marketing, paid and digital channels, marketing automation, CRM reporting, and sales activation.
Proven ability to partner effectively with Sales and Revenue Operations to align target accounts, improve follow-up quality, and connect marketing activities to pipeline outcomes.
Strong analytical and operational judgment, with the capacity to inspect funnel performance, diagnose conversion issues, and provide clear recommendations.
Excellent executive communication skills, including the ability to articulate demand performance in terms of business impact.
Ability to travel up to 20% as needed to support business demand and coverage requirements.

Nice To Haves

Experience in B2B fintech, financial services SaaS, payments, fraud, risk, compliance, or another regulated enterprise technology category.
Experience marketing to banks, credit unions, fintechs, processors, or sponsor banks.
Working knowledge of Clay, Salesforce CRM, Salesforce Marketing Cloud / Pardot, intent data, ABM platforms (e.g., 6sense or Demandbase), or similar signal-based Go-To-Market (GTM) platforms.
Practical experience using AI to enhance account research, personalization, content workflows, campaign development, and reporting.
Experience building or scaling a demand generation function within a lean, high-growth, PE-backed, or founder-led B2B SaaS company.

Responsibilities

Translate Quavo's Ideal Customer Profile (ICP), account tiers, buyer personas, and revenue goals into a focused demand strategy across financial institutions (banks, credit unions, fintechs, processors, and sponsor banks).
Partner with Product Marketing to maintain an up-to-date understanding of Quavo's target buyers, including their priorities, buying processes, key stakeholders, and the conditions that create urgency for fraud and disputes solutions.
Define priority account segments, buying group members, pain points, and campaign themes for each quarter, adapting the focus as market conditions and sales priorities evolve.
Build account-based programs that leverage account fit, intent data, enrichment, regulatory triggers, leadership changes, hiring patterns, and sales input to prioritize the most relevant accounts and individuals.
Develop campaigns for priority accounts that integrate digital channels, sales outreach, executive programs, and events into a coordinated effort, each with a defined audience, buyer problem, message, and measurement plan.
Own the integrated campaign calendar across digital, email, paid media, webinars, lifecycle nurturing, partner programs, and sales-activated plays, ensuring clear ownership, follow-up processes, and performance visibility for all active programs.
Design and execute high-touch programs such as executive dinners, roundtables, conference engagements, customer-led sessions, partner events, and other account-based experiences.
Build the field operating model, encompassing audience strategy, invitation approach, sales coordination, experience design, post-event follow-up, and account intelligence capture.
Ensure field programs are integrated into broader account journeys, with clear connections to priority accounts, buying group engagement, active opportunities, and next-step actions.
Improve conversion rates from engaged accounts to qualified sales conversations by enhancing offers, scoring, follow-up processes, proof points, ROI content, and competitive context.
Define the demand measurement framework and maintain a regular cadence with Sales and Revenue Operations to review pipeline contribution, campaign performance, and account progression.
Utilize performance data, AI, and automation to identify conversion gaps, test improvements, and optimize programs across the entire funnel.