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Director- Demand Generation and ABM

Director- Demand Generation and ABM

Intuitive.CloudBengaluru, IN
19 days ago
Job description

About us :

Intuitive is an innovation-led engineering company delivering business outcomes for 100’s of Enterprises globally. With the reputation of being a Tiger Team & a Trusted Partner of enterprise technology leaders, we help solve the most complex Digital Transformation challenges across following Intuitive Superpowers :

Modernization & Migration

  • Application & Database Modernization
  • Platform Engineering (IaC / EaC, DevSecOps & SRE)
  • Cloud Native Engineering, Migration to Cloud, VMware Exit
  • FinOps

Data & AI / ML

  • Data (Cloud Native / DataBricks / Snowflake)
  • Machine Learning, AI / GenAI

    • Cybersecurity

  • Infrastructure Security
  • Application Security
  • Data Security
  • AI / Model Security

    • SDx & Digital Workspace (M365, G-suite)

  • SDDC, SD-WAN, SDN, NetSec, Wireless / Mobility
  • Email, Collaboration, Directory Services, Shared Files Services

    • Intuitive Services :

  • Professional and Advisory Services
  • Elastic Engineering Services
  • Managed Services
  • Talent Acquisition & Platform Resell Services

    • About the job :

    Title : Director- Demand Generation and ABM

    Start Date : Immediate

    Position Type : Full-time Employment

    Location : Remote across India

    Key Responsibilities

    Account-Based Marketing (ABM) Leadership

  • Design and execute 1 : 1, 1 : few, and 1 : many ABM campaigns for strategic enterprise accounts in collaboration with Sales, Solution Engineering, and Practice teams.
  • Design and launch personalized campaigns across digital, email, direct mail, and field channels.
  • Leverage firmographic, technographic, and intent data for targeting and messaging.
  • Coordinate with content, creative, and solutions teams to develop persona- and industry-specific assets.
  • Use ABM platforms (e.g., 6sense, Demandbase,) to orchestrate and optimize campaigns.
  • Integrate ABM with events, webinars, and executive programs to deepen engagement.
  • Track and report on ABM performance, pipeline influence, and ROI using tools like HubSpot.
  • Drive account expansion and retention strategies in collaboration with Customer Success.
  • Collaborate with Sales and Growth teams to select target accounts, build plans, and align on KPIs.
  • Continuously test, analyze, and improve campaign effectiveness and account journeys.
  • Enable the Sales and SDR teams with ABM toolkits, including account playbooks, messaging templates, and insights from tools like Apollo, 6sense, and SalesLoft.
  • Manage account engagement scoring and pipeline attribution to demonstrate ABM effectiveness and continuously refine targeting strategies.

    • Strategic Demand Generation

  • Design, implement, and measure full-funnel demand generation strategies that build awareness, generate qualified leads, and accelerate pipeline across priority verticals (e.g., Healthcare and life sciences, BFSI)
  • Develop multi-channel integrated campaigns across paid media, SEM, content syndication, email, social, webinars, and virtual / in-person events to achieve quarterly pipeline and revenue goals.
  • Collaborate with Sales, SDRs, and Partner Marketing to drive alignment on GTM goals, campaign messaging, ICP targeting, and funnel acceleration tactics.
  • Continuously evaluate the performance and ROI of campaigns through A / B testing, attribution models, lead velocity, and other performance metrics to optimize programs in real time.
  • Expand and nurture the marketing database to increase campaign reach, improve segmentation, and drive lead engagement across the buyer’s journey.

    • Measurement, Analytics & Optimization

  • Define and own KPIs for demand generation and ABM, including :
  • MQLs and SQLs by channel and segment
  • Marketing-sourced and influenced pipeline
  • Account engagement metrics (reach, depth, influence)
  • Lead-to-opportunity conversion rate
  • Campaign-level ROI and CAC
  • Partner with Revenue Operations to ensure accurate tracking, lead scoring, and attribution within HubSpot, and campaign analytics dashboards.
  • Apply insights to scale high-performing programs and pivot away from underperforming tactics based on data-driven decisions.

    • Team Leadership & Cross-Functional Collaboration

  • Establish operating rhythms with Sales, Practice leaders, Marketing and Partner Alliances to align GTM motions and pipeline goals.
  • Partner with Content, Creative, and Brand teams to ensure all demand and ABM programs are on-brand and deliver compelling narratives that resonate with target personas.
  • Evaluate, onboard, and manage agency and vendor partners to scale execution capacity across regions and verticals.

    • Qualifications :

  • 12+ years of progressive B2B SaaS marketing experience, with a strong focus on demand generation, ABM, and revenue marketing.
  • Proven success in building and scaling multi-channel demand generation and ABM programs that drive enterprise growth and measurable pipeline.
  • Hands-on expertise with marketing and sales tech stacks, including HubSpot, Salesforce, 6sense, Ads, Google Ads, Drift / Chat, and MAP / CRM / ABM tools.
  • Deep understanding of full-funnel marketing, campaign orchestration, lead lifecycle, and pipeline attribution.
  • Strong leadership, strategic thinking, and project management skills with a collaborative, cross-functional mindset.
  • Exceptional analytical, communication, and stakeholder alignment abilities.
  • Bachelor’s degree in Marketing, Business, or related field; MBA or equivalent advanced degree is strongly preferred.
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