Demand Generation Lead

The Role
We are hiring a senior operator to own marketing execution and the pipeline number.
Here is the honest setup. Our Head of GTM owns strategy: positioning, messaging, ICP, channel selection, and quarterly KPIs are defined and sharp. We have channel specialists in place for paid ads, SEO, web, and outbound. What we do not have is the person in between: someone with deep, hands-on expertise across these channels who takes a quarterly brief and turns it into a delivered pipeline.
We run two motions in parallel and you will drive execution across both: a sales-led enterprise motion (outbound, account-based campaigns, partner ecosystems, high-ACV deals) and a product-led self-serve motion (signups, activation, conversion to paid). The channels, funnels, and failure modes of these two motions are different, and you need to be fluent in both.
This is not a project management role. A project manager tracks whether things got done. You will know whether they worked, why they worked, and what to do when they do not. When a campaign underperforms, you will diagnose it yourself: is it the audience, the offer, the creative, the landing page, the sequencing? You will have a backup plan before anyone asks for one.

How This Works
You will receive, each quarter:
- The KPIs (e.g., weekly MQL targets, pipeline contribution, self-serve signups)
- The channels we are investing in and why
- The target accounts and personas
- The positioning, messaging, and core artifacts (benchmarks, case studies, 2-pagers, reports)

You own everything from there:
- Translating the brief into channel-level plans, budgets, and weekly execution
- Assigning work across the specialist team and holding the quality bar on everything that ships
- Deciding whether an asset, campaign, or sequence is actually good enough, and sending it back when it is not
- Instrumenting the funnel so you always know what is converting and what is leaking
- Diagnosing underperformance at the channel and campaign level, and rerouting budget and effort fast
- Reporting weekly against the number with your read on what is working, what is not, and what changes next
- Automating the repetitive layer of the machine (reporting, lead triage, routing) so the team's time goes to judgment, not busywork

What Success Looks Like
- You hit the MQL and pipeline targets you are given across both motions, or you can explain precisely why not and what you changed
- The specialist team ships noticeably better work within your first 30 days because you raised the bar and taught them why
- Leadership stops reviewing channel-level execution because your judgment is trusted
- When a channel stalls, the backup plan is already in motion before it becomes a fire

Who You Are
- 6+ years in B2B demand generation or growth marketing, with at least 2 years owning a pipeline or MQL number directly
- Expertise across both enterprise sales-led motions and product-led growth. You understand how an ABM campaign feeding a $24K+ ACV pipeline differs from a self-serve funnel optimized for signups and activation, and you have run at least one of these motions end to end. Hands-on experience running both is what we would love most
- Hands-on depth in at least three of: paid acquisition, SEO/content, outbound sequencing, landing page and conversion optimization, marketing analytics. You have personally run these, not just managed people who did
- You have led or directed junior specialists before and made them better
- Strong diagnostic instincts: given a funnel dashboard, you can find the leak in minutes and articulate three hypotheses for why it exists
- Experience marketing to technical enterprise buyers (QA leads, solutions architects, engineering leadership) is a strong plus
- Experience selling or marketing to developers is a bonus. Part of our audience lives in docs, GitHub, and technical communities, and marketing that works on them looks nothing like traditional B2B
- Familiarity with the AI agent ecosystem (Salesforce Agentforce, AWS Bedrock, or similar) is a plus, not a requirement. You will learn it fast here
- You are AI-fluent as a daily consumer. Tools like Claude and ChatGPT are already part of how you draft, research, analyze, and prepare, and you can tell strong output from plausible-sounding junk. We are an AI company and we work like one
- You believe in automation and have built it for yourself. You have automated parts of your own workflow before: reporting, lead triage, routing, alerting, or similar. If a task happens every week and a machine can do it, your instinct is to make the machine do it

Who You Are Not
- A pure strategist. Positioning, messaging, and quarterly channel strategy are owned by the Head of GTM. Your leverage is in execution quality, diagnosis, and delivery
- A pure project manager. Coordination without channel expertise is not enough for this role
- Someone who needs a large team and mature ops to perform. This is a startup: the tooling is scrappy and the pace is fast

Team and Reporting
You report to the Head of GTM and direct the day-to-day work of the specialist marketing team (paid ads and creative, SEO/web, outbound). You will work closely with sales on lead quality and handoff, and with founders on flagship initiatives like our annual industry benchmark report.