Head of Demand Generation

Celigo

1d•Remote

About The Position

Integration meets Innovation. At Celigo, we believe integration should empower — not exhaust — innovation. As a modern Integration and Automation Platform (iPaaS), we’re on a mission to simplify how companies integrate, automate, and optimize processes. Powered by game-changing technology like runtime AI and prebuilt, mission-critical integrations, Celigo is redefining how businesses connect their world. Celigo is seeking a proven, senior demand generation leader to own the full pipeline engine from always-on digital programs to brand and thought leadership amplification, digital events, and sales development. The right candidate brings a track record of building integrated, data-driven marketing motions in fast-growing B2B SaaS companies and can operate at both the strategic and executional levels. You will report to the VP of Revenue Marketing and serve as a key GTM partner to Sales, RevOps, and Marketing leadership. This role carries direct accountability for the marketing-sourced and marketing-influenced pipeline across new-logo and expansion efforts.

Requirements

Genuinely energized by not knowing. The demand generation playbook is being rewritten right now, and you treat that as the most interesting part of the job rather than the unstable part. You ask the questions others skip past, even when it slows a decision down.
Energized by finding new ways to apply AI to your own work and your team’s, with the judgment to tell a real efficiency gain from a good demo.
Comfortable shipping a thoughtful first version and improving it on real feedback. You do not let a perfect program block pipeline this quarter, and when a bet does not land you recover fast, without drama.
Connect program decisions to the revenue outcome, and think a step ahead about second-order effects: what a routing change does to SDR capacity, what a budget shift does to next quarter’s coverage.
Treat a pipeline gap as your problem to solve regardless of which team owns the step that broke. You find the faster path and take it.
Build all of the above into the team. You grow SDRs and marketers who take ownership, stay curious through change, and move without waiting for direction.
Credible and data-driven in front of Sales, RevOps, and Marketing leadership, and equally comfortable in the campaign details.
10+ years of B2B SaaS demand generation, growth marketing, or revenue marketing experience, with at least 4 years in a senior leadership role
Proven track record of building and scaling integrated demand programs that deliver measurable pipeline growth in mid-market and enterprise sales motions
Experience managing or closely partnering with SDR or BDR teams, with a working understanding of the inbound and outbound pipeline model
Background in content-led and thought leadership demand programs, not just paid media
Hands-on experience with HubSpot and Salesforce, including attribution, lead routing, and funnel reporting

Nice To Haves

AI SDR platform, if applicable

Responsibilities

Drive MQL-to-SQL conversion through full-funnel campaign architecture; from top-of-funnel awareness to qualified pipeline handoff
Partner with Marketing Ops and RevOps to ensure clean attribution, lead routing, and funnel reporting in HubSpot and Salesforce
Manage paid media budgets with a rigorous test-and-optimize cadence; own program ROI and CAC reporting
Develop programs in partnership with ABX Campaign Architecture to drive account engagement and pipeline acceleration for target ICP accounts
Lead content distribution strategy across owned, earned, and paid channels ensuring thought leadership assets (research reports, Gartner MQ, analyst content) are activated across every demand motion
Collaborate with Product Marketing and Content teams to develop demand-generating content: webinars, whitepapers, case studies, solution briefs, and digital content sequences
Drive awareness and new logo pipeline through brand amplification programs, including employee advocacy, partner co-marketing, and executive visibility
Leverage editorial and content calendars to maintain consistent, campaign-integrated messaging across all channels
Own the webinar program end-to-end: strategy, topic selection, promotion, speaker coordination, production, and post-event lead nurture
Expand digital event programming including virtual summits, customer spotlights, and co-hosted partner webinars
Explore and pilot emerging digital human / AI avatar capabilities to scale thought leadership content delivery and engagement
Manage and develop the SDR team (and AI SDR platform, if applicable), setting quota frameworks, outreach sequencing strategy, and performance accountability
Implement and iterate on AI SDR tools (e.g., Unify, 11x, Clay) to expand outbound reach with high-quality, personalized messaging at scale
Build a tight inbound-to-SDR handoff process, ensuring SLA adherence and lead quality feedback loops with Marketing
Define territory and account coverage strategy in coordination with Sales leadership and RevOps
Maintain SDR dashboards and weekly reporting on meetings booked, pipeline contribution, and SDR-sourced revenue