Head of Demand Generation – ABM

Role Overview

• Lead the company's demand generation strategy, spanning top-of-funnel programs, mid-funnel nurtures, and pipeline acceleration initiatives across target accounts and segments.
• Develop and own integrated campaign strategy across paid media, email, digital, content syndication, executive engagement, field marketing, and partner channels.
• Build and refine lead lifecycle programs to maximize conversion and pipeline contribution across scoring, routing, nurture sequences, and follow-up workflows.
• Partner with Sales & Strategy on account prioritization, inbound qualification, and outreach strategies to ensure marketing and sales motions are tightly aligned.
• Own the strategy and investment decisions for Simbe's digital marketing programs across paid search, SEO, and AEO, directing an external digital agency to execute against defined goals and performance targets.
• Lead the company's account-based marketing strategy across target enterprise accounts and strategic customers.
• Develop frameworks for account segmentation, tiering, and prioritization to ensure resources and investments are focused on the highest-impact growth opportunities.
• Balance high-touch, personalized programs for top-tier accounts with scalable programmatic approaches across the broader account portfolio.
• Drive account-based programs across both new business and existing customer motions, with a strong emphasis on client expansion and long-term account growth.
• Develop integrated lifecycle programs that support account progression and client engagement across every stage of the customer journey.
• Direct Simbe's Marketing & Sales Operations agency to manage MAP administration, lead lifecycle and scoring, data segmentation, UTM governance, attribution modeling, and SFDC mapping—ensuring campaign performance is measurable, lead flow is reliable, and reporting is accurate.
• Establish clear performance metrics and reporting frameworks tied to pipeline influence, account engagement, customer expansion, and revenue outcomes.
• Implement a continuous test-and-learn approach across messaging, channels, and tactics to optimize performance and maximize ROI.
• Partner with Commercial Operations to improve targeting, attribution, and account engagement visibility over time.
• Leverage AI, automation, intent data, and emerging technologies to improve personalization, identify buying signals, accelerate campaign execution, and scale account engagement programs more effectively.

Requirements

• 7–15 years of experience in demand generation, account-based marketing, enterprise GTM, or B2B marketing leadership roles
• Proven success building and scaling demand generation and/or ABM programs that drive measurable pipeline growth, customer expansion, and revenue impact
• Strong experience partnering with enterprise Sales and Client Success leaders on strategic account planning and pipeline strategy
• Deep understanding of land-and-expand go-to-market motions and complex enterprise buying cycles
• Experience developing and managing integrated, multi-channel marketing programs across paid, owned, digital, executive, and field engagement channels
• Familiarity with marketing operations fundamentals: MAP management, lead scoring and routing, attribution modeling, UTMs, and SFDC integration
• Demonstrated ability to prioritize across a large account portfolio and develop tiered engagement models that balance personalization with scalability
• Strong commercial acumen and ability to align marketing investments to business outcomes
• Demonstrated success leveraging AI, automation, intent data, and modern GTM technologies to improve targeting, engagement, and operational efficiency
• Experience managing external agencies, consultants, and strategic marketing partners
• Strong analytical mindset with experience using performance insights to optimize strategy and inform executive decision-making
• Familiarity with platforms such as 6sense, HubSpot, Salesforce, Apollo, and other ABM and marketing technologies
• Excellent communication, executive presence, and cross-functional leadership skills
• Deep knowledge of selling to executive retail buyers preferred
• Knowledge of AI, automation, and robotics industries strongly preferred
• Knowledge of the retail technology ecosystem and purchase dynamics strongly preferred

Tech Stack

• Apollo
• SFDC