Head of Demand Generation

About the Job Opportunity

The Senior Director, B2B Enterprise Demand Generation owns enterprise demand and pipeline outcomes across priority segments and solutions. This is a senior people leader role accountable for building a predictable, scalable demand engine that creates, accelerates, and proves pipeline impact across complex buying committees. You will run demand generation as an integrated system—partnering closely with Sales, RevOps, and Product Marketing to translate positioning into measurable revenue outcomes.

What You’ll Do

Enterprise Pipeline & Revenue Ownership

(Marketing – Demand Generation: Campaign Planning & Execution, Lead Management)

• Own enterprise demand goals and quarterly pipeline targets across segments and GTM motions

• Build segment demand plans with defined audiences, offers, conversion goals, and budgets

• Lead operating rhythms including pipeline reviews, performance readouts, and optimization decisions

• Partner with Sales and RevOps on forecasting, coverage models, and performance gaps

ABM & Buying Group Demand Execution

(Marketing – Demand Generation: Lead Generation, Lead Management)

• Lead ABM strategy across priority enterprise accounts including tiering, buying group mapping, and intent triggers

• Use 6sense or similar platforms to identify in-market accounts and orchestrate integrated digital and field plays

• Shift demand measurement from individual leads to account coverage and buying group engagement depth

• Drive meeting creation and opportunity acceleration through coordinated account engagement

Campaign Architecture & Channel Integration

(Marketing – Demand Generation: Campaign Planning & Execution)

• Define end-to-end campaign architecture across web, email, paid media, events, SDR workflows, and partners

• Ensure digital, field, and lifecycle programs operate as one integrated motion tied to account plans

• Establish and optimize conversion paths for priority offers across enterprise segments

• Improve conversion rates through testing, learning, and performance optimization

Marketing Operations, Stack & Measurement Leadership

(Marketing – Marketing Automation, Sales Revenue Operations: Performance Metrics & Reporting)

• Own performance and governance of marketing automation and CRM systems supporting enterprise demand

• Set standards for lifecycle stages, scoring, routing, taxonomy, consent, and database health

• Partner with Marketing Ops, RevOps, and IT on integrations, data flows, and system reliability

• Build attribution and reporting credibility across Sales and Finance with closed-loop measurement

People & Cross-Functional Leadership

(Marketing Leadership / General Management)

• Lead and develop teams across demand, field marketing, digital, and Marketing Operations

• Partner with Product Marketing to translate positioning into proof-led demand narratives

• Align with Sales leadership on account priorities, engagement models, and meeting goals

• Coordinate budget, resources, and channel investments to maximize pipeline yield and efficiency

What You’ll Bring

Your Background

• 8–10 years of B2B demand generation experience, including 5+ years leading enterprise teams

• Deep expertise in enterprise ABM strategy and execution (6sense or similar platforms)

• Strong command of modern marketing automation and CRM ecosystems (Marketo or HubSpot)

• Proven experience building attribution and closed-loop reporting tied to pipeline and revenue

• Track record of partnering with Sales and RevOps to improve pipeline quality and velocity

• Healthcare, healthcare IT, or regulated B2B experience preferred

Who We Want to Meet

• Act Like an Owner – Business Impact: You take full accountability for enterprise pipeline outcomes and ROI.

• Serve with Purpose – Customer Centric: You design demand motions around how complex buying groups actually buy.

• Adapt to Thrive – Managing Ambiguity: You lead confidently through shifting priorities and evolving GTM models.

• Collaborate to Win – Influence & Communication: You align Marketing, Sales, and RevOps around shared revenue goals.

• Challenge the Status Quo – Data-Informed Decision Making: You use evidence, experimentation, and insight to improve demand performance.