We are seeking a strategic, data-driven, and results-oriented Director of Revenue Generation to build and lead integrated programs that drive pipeline and accelerate revenue across key customer segments. This role is responsible for developing and executing scalable strategies that convert education and awareness into action—from interest to qualified leads to sales opportunities.
You’ll partner closely with Commercial team and across Marketing and other internal stakeholders to create targeted campaigns, develop nurture tracks, and optimize performance across the buyer journey. The ideal candidate brings best practices from software B2B marketing—preferably in complex, technical, or industrial markets—and thrives in environments that blend strategic thinking with hands-on execution.
Role and Responsibilities:
Targeting & Segmentation: Partner with Commercial team to develop and maintain ICP & a prioritized Target Account List, aligning efforts around the highest impact opportunities.
Multi-channel revenue campaigns: Design and continuously refine multi-channel growth campaigns, incorporating earned, owned and paid channels. Drive ongoing testing, optimization, and measurable performance improvements. Build events (owned and third-party) as part of the pipeline engine, with pre-, during-, and post-engagement flows. Integrate new capabilities & product updates into demand gen strategy. Develop regional field marketing programs.
Account-based marketing: Lead the development and execution of a comprehensive ABM strategy, identifying, targeting, and engaging high-value segments with personalized, high-impact campaigns.
Sales toolkits: Create playbooks, nurture scripts, and collateral for sales & BDRs to maximize marketing campaigns.
Sales alignment: Collaborate closely with sales leaders and frontline teams to ensure timely lead follow-up, campaign feedback loops, and integration of insights into ongoing campaign development.
Pipeline forecasting: Collaborate with RevOps to forecast pipeline coverage and velocity by segment and produce mostly results reporting. Play active role in pipeline reviews.
Lead management: Own the lead lifecycle from initial engagement through sales qualification, including lead scoring, routing, and nurturing programs tailored to key personas and buying stages.
Data-driven optimization: Leverage tools to uncover insights, improve conversion rates, and maximize ROI.
Marketing technology and infrastructure: Define and evolve the marketing tech stack to support scalable growth. Ensure integration across platforms including AI, CRM, ABM tools, analytics, and attribution systems, enabling automation, personalization, and real-time performance visibility.
Growth engine leadership: Build a high-functioning demand generation engine by aligning marketing, sales, BDRs, and RevOps around shared goals. Streamline operational workflows to drive efficiency and consistency in campaign execution and follow-up.
Budget and resource management: Oversee the demand generation budget, ensuring smart allocation of resources to drive maximum impact and efficiency across programs and channels.
Team leadership: Recruit, mentor, and develop a high-performing team across demand generation, digital marketing, and campaign operations, fostering a culture of innovation, accountability, and continuous learning.
Skills and Experience:
BS/BA degree and 10+ years of experience in B2B demand generation, growth marketing, or revenue marketing role.