Head of Demand Generation

CloudOne Digital

11d•$150,000 - $175,000

About The Position

Reporting directly to the Director of Growth Marketing, the Head of Demand Generation is the pipeline engine of the Nexcess growth marketing team. While the Director sets the overarching GTM strategy and revenue targets, you own the full demand generation motion — the GTM playbooks, the account-based programs, the BDR targeting strategy, and the $1M+ marketing-generated pipeline number. You will lead a team of three — a Growth Media Strategist, an Events Manager, and a Growth Coordinator — and work in close partnership with Strategic Partnerships, Lifecycle, Content Experience, and Web Experience to ensure every channel and program is coordinated around a shared target account list, not operating as an isolated campaign. You are the person who translates the Director's strategy into executable plays, holds the BDR team to a shared definition of pipeline, and makes the kill-or-scale call on every program within a defined window. This is a leadership role for someone who has owned a pipeline number before, built GTM playbooks from scratch, and understands that demand generation in 2026 means building buyer confidence — not interrupting buyers with features. This job is for you if: You think in accounts, not leads. A spike in MQLs doesn't excite you unless those MQLs are coming from the accounts you've decided to pursue. You've built named account lists before and you know the difference between inbound volume and qualified pipeline. You treat the BDR team as your primary customer. You don't hand sequences to Sales and hope for the best. You design the targeting logic, brief the messaging, monitor the performance, and iterate alongside the BDR team. Their win rate is your win rate. You've built a GTM playbook that people actually used. Not a slide deck. A living document with ICP segmentation, channel mix by deal type, messaging by persona, and Framemaking-style sales enablement assets that the BDR team pulled from because they worked. You make binary decisions fast. You give every program a defined runway and a clear success metric. When it's not working at the 6-week mark, you kill it without attachment to sunk cost. When it's working, you scale it without waiting for permission. You see the dark funnel and you're not afraid of it. You understand that most of your best accounts are researching Nexcess before they ever raise their hand. You know how to use 6sense, Bombora, and Pathfactory engagement data to find them, prioritize them, and escalate the right ones to the BDR team at exactly the right moment. You manage managers the way you'd want to be managed. You give your team clear ownership, genuine autonomy, and specific feedback. You don't micromanage execution — you set the strategy, align the resources, and hold the outcome. Why join our mission: Own the Number: The marketing-generated pipeline target at Nexcess is not a soft goal with a hundred caveats. It is the primary measure of this team's contribution to the business. You will own it, report it, and build the programs that deliver it. If you've been in roles where marketing's accountability to revenue was ambiguous, this is the antidote. Build the Playbook from Scratch: Nexcess is building its demand generation motion from the ground up. There is no legacy playbook to inherit, no entrenched process to work around. You will define how we go to market by ICP segment, how we orchestrate ABX plays, how we qualify accounts, and how we hand them to Sales. That playbook will be yours. Direct Line to the Buying Committee: Nexcess sells to complex buying committees — IT Directors, CTOs, CFOs, and agency operators who make high-stakes infrastructure decisions. The demand generation motion you build will be architected around how these buyers actually buy — through dark funnel research, peer validation, and trusted content — not around form fills and lead scoring models built for a different era.

Requirements

Demand Generation Leadership: You have owned a marketing-generated pipeline target — not a lead volume goal — and hit it by building programs, not by running campaigns
Account-Based Marketing: You have built named account lists, designed multi-channel ABM programs, and measured success at the account level rather than the lead level
GTM Strategy: You have written GTM playbooks that execution teams actually used — with ICP segmentation, channel logic, messaging frameworks, and sales enablement assets built in
Sales Enablement Ownership: You have designed the BDR targeting strategy and sequence logic, not just handed off a list and hoped for the best
Intent Data Proficiency: Proven experience using 6sense, Bombora, or equivalent intent platforms to prioritize accounts, design escalation triggers, and measure the dark funnel lift of marketing programs
Pipeline Accountability: Has been held to a marketing-generated pipeline number before — understands the difference between pipeline sourced, pipeline influenced, and pipeline at risk, and can defend each figure to a CFO
Systems Thinking: Can design the logic of a GTM play — the if/then trigger architecture, the signal threshold, the escalation path, the attribution model — without needing a technical team to translate it
People Leadership: Has managed a team of 2–4 ICs in a marketing function, with direct accountability for their output quality and professional development