Senior Director, Global Demand Generation

Role Overview

• Develop a comprehensive global demand generation strategy that drives awareness, consideration, and conversion across the buyer’s journey—from problem identification through purchase.
• Lead, coach, and develop a high-performing global demand generation team with a culture of accountability, experimentation, and operational excellence
• Align demand generation efforts with Sales priorities and revenue targets; ensure seamless and transparent collaboration with cross functional GTM teams.
• Run monthly GTM alignment sessions with Sales, Sales Development, Partner, RevOps, and Solution Advisory teams along with cross functional Marketing stakeholders.
• Architect and oversee multichannel integrated campaigns including content strategy, digital marketing, events, partner motions, and enablement plans.
• Drive early-stage category level campaigns that articulate buyer pain points, shape problem awareness, and introduce the Icertis CLM platform.
• Build and execute tiered ABM strategies (1:1, 1:Few, 1:Many) designed for Enterprise accounts in priority verticals. Utilize AI tools for personalization.
• Activate buying committees through coordinated tactics including account based advertising, gifting, dimensional mail, field events, and personalized outreach.
• Use intent signals, predictive modeling, and personalization to increase engagement and accelerate progression for high value accounts.
• Partner closely with SDR leadership to fuel high quality outbound prospecting motions across key segments and strategic industries.
• Create outbound playbooks and messaging frameworks that increase SDR productivity and account penetration.
• Collaborate on account prioritization, sequencing logic, and persona specific outreach strategies.
• Deliver scalable, customized assets for Sales (e.g., personalized landing pages, email templates, 1:1 ABM kits), utilizing available AI tools.
• Provide frameworks for integrating webinars, gifting, content hubs, and events into ABM and pipeline acceleration plays.
• Support late stage deal progression with targeted content, insights, and engagement strategies.
• Own measurement against KPIs including opportunity creation, pipeline contribution, conversion rates, velocity, and ROI.
• Build a data driven experimentation model to optimize campaign performance across channels and segments.
• Manage global budget allocations and ensure efficient investment across programs, partners, and tactics.

Requirements

• Bachelor’s degree in Marketing, Business, or related field; MBA preferred.
• 10+ years of B2B marketing experience, including 5+ years leading global demand generation functions.
• 5+ years of hands-on ABM leadership experience required; strong fluency in Enterprise buying committees and multistakeholder motions.
• Proven track record driving pipeline and revenue for Enterprise SaaS. Must be comfortable owning global pipeline and revenue targets.
• Expertise developing early stage campaigns that uncover pain points and build interest in solution categories.
• Advanced proficiency with ABM and intent platforms such as 6sense or Demandbase (strategy, segmentation, orchestration).
• Experience with gifting/direct mail platforms (Sendoso, Postal) for personalized engagement.
• Strong understanding of Sales Development operations, outbound strategies, and Sales enablement.
• Proficiency with Marketo, Salesforce, and analytics/BI tools.
• Strong analytical mindset with evidence of data driven decision making.
• Exceptional cross functional collaboration, communication, and leadership skills with experience aligning GTM teams.
• Ability to excel in a fast-moving global organization, balancing strategic vision with hands-on execution.