Director- Demand Generation and ABM
Sales
Remote
Permanent / Full Time
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.
- 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.
- 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.
- 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, LinkedIn 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.
