Job Description: Head of Demand Generation
We are seeking a visionary and strategic Head of Demand Generation to build and lead our predictable revenue engine. The ideal candidate is a seasoned leader who will own the entire top-of-funnel strategy for our Medium, Large, and Ultra-Large Enterprise segments.
This role involves leading our Sales Development Representative (SDR) and on ground Business Development (BD) teams, implementing scalable processes, and working cross-functionally to drive significant pipeline growth.
You will be a key leader in the organisation, reporting directly to both Business Unit Heads and playing a critical role in our market expansion.
About The Role
- Lead and Scale the Team: Build, mentor, and manage a high-performing team of SDRs and BDs, fostering a culture of success and accountability to crush pipeline targets.
- Own the Target Segment: Architect and execute a sophisticated, multi-channel demand generation strategy specifically designed to penetrate Medium, Large, and Ultra-Large Enterprise accounts.
- Build a Predictable Engine: Develop and optimize scalable processes and systems to ensure a consistent and predictable flow of high-quality leads for the sales team.
- Report to Leadership: Own all demand generation KPIs and analytics, delivering regular, data-driven insights and pipeline forecasts directly to both Business Unit Heads.
- Drive Strategic Collaboration: Work in close partnership with the Key Account Management (KAM) team to ensure a seamless lead-to-customer journey, identify cross-sell/upsell opportunities, and accelerate deal closure.
- Master the Funnel: Take full ownership of the marketing and sales funnel, from awareness and lead capture to qualification and handoff, ensuring alignment with business objectives.
- Leverage Data and AI: Champion the use of AI and data analytics across all GTM efforts to maximize ROI and campaign effectiveness
Requirements
- 5+ years in B2B demand generation, with a proven track record of success within an IT services, technical staffing, or consulting company.
- Demonstrable experience creating and executing GTM strategies that successfully target mid-market and large enterprise segments in India and USA.
- 3-5 years of direct management experience, with a history of hiring, training, and scaling high-performing SDR/BD teams.
- Deep expertise in building predictable pipeline engines and fluency in core demand generation metrics (MQL, SQL, Pipeline Velocity, Conversion Rates).
- Exceptional communication skills with experience reporting to and influencing senior leadership (Director-level and above).
- Strong familiarity with the pain points of our target personas, such as the VP of Data & Analytics and VP of Engineering, and the ability to translate complex concepts into compelling messaging.
- Hands-on experience with modern marketing and sales technology stacks (e.g., HubSpot, Salesforce, Outreach, Apollo, 6sense).
- Open to flexible work timings to align with target geographies
