NOTE:We're hiring remotely for this role in the United States. Your exact location does not matter because there is not a physical office. You must be open to travel in this role.
We are looking for a results-driven Head of Demand Generation to lead strategic initiatives that drive awareness, engagement, and revenue growth for a market-leading open source analytical database with a fast-growing cloud database offering. We have a strong open source following, a mature PLG motion in our cloud offering, and a growing enterprise sales motion for our largest customers. You will be accountable for aligning marketing efforts with key business objectives, be responsible for demand generation KPIs at the board level, and lead a team that develops and executes multi-channel demand generation programs in close collaboration with sales, product marketing, and product teams.
What you will do:
- Develop demand generation strategy aimed to capture interest from qualified prospects for a market-leading open source analytical database with a fast-growing cloud service
- Develop, track, and drive accountability to metrics that align with the company’s pipeline and revenue goals
- Develop a deep understanding of the customer journey and ensure marketing touchpoints align with each stage of the buyer’s decision-making process
- Implement lead scoring models and optimize lead qualification in collaboration with sales
- Manage and mentor a team of demand generation specialists, ensuring professional development and growth within the team
Team Responsibilities:
- Lead execution of key programs such as major and regional events, paid and organic search and social media campaigns, partner marketing initiatives, and more
- Work with product marketing on prioritizing and executing integrated campaigns across the company focused on use cases and competitive migrations
- Use data and analytics to track performance, optimize campaigns, and implement marketing attribution models
- Develop pipeline acceleration programs and nurture campaigns to move prospects through the sales funnel
- Drive account-based marketing (ABM) strategies, including automation and tooling, in partnership with sales and regional marketing teams
- Own and expand customer advocacy and referral programs to increase customer-led growth
- Lead efforts to test new channels, content formats, or techniques for scaling demand generation, fostering a culture of innovation and experimentation
- Oversee the implementation and use of marketing automation tools, CRM systems, and other relevant technology to scale demand generation efforts
What you bring to the role:
- Proven experience leading demand generation teams at startups and scale-ups for B2B technology companies, ideally in the infrastructure space
- Understanding of open source commercialization models and ways to discover and capture demand from this audience and nurture interest in commercial offerings
- Understanding of product-led growth (PLG) based adoption motion for developer-oriented infrastructure SaaS offerings, and ways to measure impact of demand gen initiatives on accelerating the PLG flywheel
- Experience collaborating with an enterprise sales team, ultimately responsible for capturing revenue, based on both month-to-month PLG customers and committed spend contracts
- Strong background in events, paid search, integrated campaigns, ABM, marketing automation, lead management tools, and data-driven optimization
- Proven ability to adapt and scale demand generation strategies across multiple regions, with an understanding of global market dynamics and localization strategies
- Experience establishing measurable KPIs, and creating a repeatable process for reporting on these KPIs at the board level
- Experienced in building and leading teams of regional and corporate marketers, fostering a culture of high-performance. accountability, and career growth
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