Head Of Demand Generation

Head of Demand Generation (Senior Director+)

As Head of Demand Generation, you will develop and execute a compelling strategy to capitalize on the exciting merger of Catalyst and Totango, a combination that's disrupting customer success software by building a unified customer growth platform to help businesses protect and grow revenue.

You will lead the development, orchestration, and optimization of integrated campaigns to drive demand and revenue opportunities, and work with an exceptional internal team and outside agency partners to make an impact. You may have a proven playbook for new business acquisition and account-based programs, but you're driven by data and a passion for experimenting and finding creative ways to break through and drive results.

This is a highly cross-functional role requiring close partnership with the Sales, Revenue Operations, Customer Success, and Marketing teams. You are an excellent communicator who is comfortable and well-versed in presenting updates, data insights, and pipeline reports to both peers as well as the Executive team.

Reporting to the CMO, the ideal candidate will have a passion for digital and account-based marketing practices, and have experience planning and driving demand for sales teams. This role is both strategic and tactical, requiring an individual with the ability to strategize at a high level, partner closely with finance, and get into the day-to-day work to execute and influence a high-performing team.

In this role, you will:

• Develop plans and own orchestration for digital and lead gen tactics to reach our target audience of post-sale revenue leaders in Customer Success and Sales. This includes email, paid social, display, PPC, sponsorships, direct mail, webinar promotions, website conversion optimization, industry events, and more.
• Own the lead-to-revenue process and pipeline for marketing, serving as a key partner to our sales team. We're looking for leaders who are motivated by direct responsibility for pipeline and revenue targets.
• Design and execute digital campaigns that drive inbound pipeline creation across multiple products.
• Develop an Account-Based Marketing (ABM) strategy around key use-cases, regions, and segments.
• Oversee the management of our customer database and marketing automation platform (HubSpot), and develop the strategy to grow our audience list over time.
• In partnership with cross-functional teams, ensure that acquisition programs work in harmony with our expansion efforts, such as customer nurture/drip programs to help drive upsell and cross-sell, and increase sales efficiency.
• Work closely with Sales to define the processes that ensure all inbound leads receive a flawless experience anywhere in the world and are accurately routed, scored, and tracked. 
• Forecast, measure, analyze, and report on the impact of growth marketing initiatives on pipeline and revenue. Develop a cadence for communicating up and across to Sales and executive leadership. Ensure we have a clear line of sight into our entire funnel and how we're trending towards our goals at all times.
• Create a culture of experimentation and testing. Come with a POV on how to build successful tests and a growth playbook for that will become a core part of our scalable GTM engine.
• Build great partnerships with:
• Sales & Customer Success, driving alignment on overall pipeline goals, win-rate and retention objectives, and growth marketing plans.
• Revenue Operations, ensuring effective lead flow across Hubspot, Salesforce, and other lead management and automation systems.
• Marketing, defining go-to-market strategies and designing and executing integrated campaigns.

Minimum Qualifications:

Even if you don't check all the boxes in the job description, we encourage you to apply if you consider yourself a changemaker, thrive in fast-paced environments, and are energized by stepping up to take the lead in ambiguous scenarios. 

• 8+ years of experience in demand gen or performance marketing, preferably at an agency, consultancy, or high-growth SaaS technology company.
• Strong growth track record, with case studies of driving B2B programs with a focus on digital, ABM, and lead management.
• Prior experience building a sizable owned audience, and creating programs to drive new business pipeline and influence expansion within active customers.
• Strong analytical and quantitative skills - must have the ability to derive meaning from data and translate these into actionable plans.
• Excellent writing, communication, time management, and project management skills.
• Experience with Hubspot, Salesforce, and Google Analytics.
• Self-starter with the ability to build programs from scratch and who thrives when creating clarity and strategic direction for teams.

Salary information: The estimated base salary range for this position is $175,000 - $225,000 USD. Additionally, we offer a competitive equity package and comprehensive benefits. Actual compensation is based on factors such as the candidate's skills, qualifications, experience and location.  

We are an equal opportunity employer, meaning that we do not discriminate based upon race, religion, national origin, gender identity, age, sexual orientation, or any other protected class. We believe that diversity is more than just good intentions, and we are committed to creating an inclusive environment for all employees.