Demand Generation Strategy
- Develop and execute the overall demand generation strategy.
- Define annual, quarterly, and monthly pipeline generation targets.
- Build channel mix strategies across inbound, outbound, ABM, digital campaigns, and align them with offline demand generation, webinars, partner marketing, events, and content marketing (incl SEO).
- Align demand generation initiatives with business growth objectives.
Pipeline Ownership
- Own Marketing Qualified Leads (MQLs), Sales Qualified Leads (SQLs), digital pipeline creation, and digital marketing-sourced revenue metrics.
- Establish forecasting models and pipeline targets.
- Monitor funnel performance from lead acquisition through opportunity creation.
- Optimize conversion rates throughout the entire buyer journey.
Outbound & SDR Management
- Manage outbound demand generation programs.
- Oversee signal-based outbound initiatives.
- Manage outbound activities and performance metrics.
- Ensure alignment between outbound campaigns and sales priorities.
- Define lead qualification criteria and SDR handoff processes.
Inbound Marketing Management
- Oversee paid media, email marketing, and website conversion optimization.
- Ensure marketing programs generate measurable pipeline contribution.
- Drive continuous optimization of inbound acquisition channels.
Account-Based Marketing
- Define target account strategy.
- Coordinate marketing and sales activities for strategic accounts.
- Develop account engagement programs for enterprise prospects.
Marketing Operations & Technology
- Own the demand generation technology stack.
- Ensure data quality, CRM governance, and reporting accuracy.
- Drive automation and operational efficiency across all demand generation activities.
People Leadership
- Recruit, develop, and manage demand generation team members.
- Establish KPIs and performance management processes.
- Create a culture of experimentation, accountability, and continuous improvement.
Cross-Functional Collaboration
- Partner closely with Sales Leadership & SDR team.
- Collaborate with Subject Matter Experts.
- Align campaign priorities with strategic business initiatives.
- Ensure smooth lead handoff and pipeline progression.