Head of Demand Generation

Own the pipeline generation plan across targets, source mix, budget, quarterly plays, and operating cadence. Define the Lead to SQL model, including lead capture, routing, follow-up, nurture, recycle, and conversion expectations. Translate ICP, account signals, category trends, partner opportunities, and sales feedback into campaigns and target-account plays. Partner with Growth, Finance, Sales, RevOps, Partnerships, and Product Marketing on pipeline coverage, weighted rollover, conversion assumptions, CAC/payback, and net-new pipeline gaps. Scale field and channel as a core pipeline engine with repeatable event formats, regional plans, account targeting, rep/partner workflows, follow-up SLAs, and event-to-meeting reporting. Build digital/content, inbound, nurture, and paid motions that amplify field/channel before, during, and after programs. Turn tech alliances, channel partners, co-marketing, and co-sell motions into qualified pipeline with the internal Partnerships team. Build ABM and whale-hunting plays for named accounts, including competitive replacement, category education, executive outreach, and sales follow-up. Own outbound strategy: where we focus, what we test, how we message, and how outbound connects to the broader demand engine. Partner with RevOps, Finance, Sales, SDR, and Partnerships to understand where the funnel is working and where it is breaking. Track source performance, spend efficiency, conversion rates, follow-up quality, sales acceptance, stage progression, partner contribution, sourced/influenced pipeline, ROI, and pipeline coverage. Run a weekly operating loop that tells the team what to scale, what to stop, what to fix, and what to test next.