Position Title: Demand Generation & ABM Director
Location: Chennai - Onsite/Hybrid
Shift Timing: 3.00AM to 12.00PM PST (US Pacific Time)
Engagement Type: Full Time
About the role:
dotSolved is seeking a senior, hands-on Demand Generation & ABM leader to own and execute our end-to-end demand engine across expansion (existing accounts) and new logo acquisition. Accountable for delivering $30M in annual marketing influenced pipeline aligned to the company's revenue targets, this role will be responsible for designing, running, and optimizing scalable demand programs using Salesforce Marketing Cloud (SFMC) and account-based marketing principles.
This is not a tools-only role. The successful candidate will partner closely with Sales, Marketing, and Practice leaders to translate growth priorities into disciplined, measurable demand programs.
Key Responsibilities:
- Own demand generation strategy and execution for both existing account expansion and net-new pipeline.
- Design and operate account-based marketing (ABM) programs aligned to top target accounts and buying groups.
- Lead Salesforce Marketing Cloud administration and execution, including journeys, segmentation, email, and automation.
- Partner with Sales and Account leadership to align MQL, BANT, and conversion definitions and handoffs.
- Plan and execute multi-touch campaigns across email, paid channels, webinars, and account-based motions.
- Translate product, AI, and practice narratives into effective demand programs in collaboration with Product Marketing.
- Define, track, and optimize demand KPIs including MQL volume, MQLBANT conversion, and pipeline influence.
- Work with SEO, content, and creative resources to ensure campaigns are supported by strong messaging and assets.
- Ensure campaign data quality, list hygiene, and reporting accuracy within Salesforce.
- Continuously test, learn, and improve demand programs based on performance data.
- Manage demand budget with ROI accountability and cost-per-BANT efficiency targets.
- Report pipeline coverage ratios, conversion metrics, and marketing ROI directly to executive leadership using existing CRM dashboards.
Required Skills & Experience
- 812+ years of experience in B2B demand generation with demonstrated ownership of multi-million-dollar pipeline targets.
- Hands-on experience with Salesforce Marketing Cloud (Journeys, Email Studio, data extensions, automation).
- Proven experience designing and running account-based marketing (ABM) programs.
- Strong understanding of B2B funnel metrics: MQL, BANT, pipeline, and conversions.
- Experience partnering closely with Sales teams and operating in a CRM-driven environment.
- Ability to independently plan and execute multiple campaigns while maintaining execution discipline.
- Strong analytical skills with the ability to interpret campaign data and drive optimization.
- Excellent written and spoken English communication skills.
- Experience presenting pipeline performance and demand ROI to executive leadership teams.
Nice to Have
- Experience working in B2B services, systems integrators, or enterprise technology companies.
- Familiarity with Salesforce CRM and marketing attribution concepts.
- Exposure to intent data tools (ZoomInfo, LinkedIn signals, G2, etc.).
- Experience supporting both expansion and new logo growth motions.
Education
- Bachelor's degree in Marketing, Business, or a related field. MBA preferred.
