Director, Demand Generation
- Icertis
- 8 - 13 years
- Pune
- 5 hours ago
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Job Description
Strategic Leadership
- Develop and own the customer expansion demand generation strategy aligned to company growth objectives and revenue targets.
- Partner with Sales Development, Customer Experience, and Account Management to drive deep alignment and execute account-specific growth plays.
- Lead, mentor, and develop a high-performing team; foster a culture of accountability, innovation, and operational excellence.
- Drive cross-functional collaboration to ensure seamless execution of expansion programs and alignment on KPIs.
Integrated Campaign & ABM Development
- Architect and oversee multi-channel 1-to-1 and 1-to-few ABM campaigns to priority accounts and key customer segments. Support execution of campaigns as needed and utilize AI tools for personalization.
- Design content strategies tailored to key personas (Legal, Procurement, IT, Risk, Finance).
- Develop activation plans to buying committees utilizing a multi-channel approach, personalized outreach, executive engagement, and peer-to-peer programs.
- Leverage customer health data, intent signals, and predictive analytics to identify expansion opportunities, accelerate progression, and improve conversion velocity.
Sales & Sales Development Enablement
- Collaborate with Sales and Partners on joint account planning, workshops, and innovation sessions.
- Develop sales enablement assets and messaging frameworks for expansion motions, utilizing AI tools.
- Lead regular cross-functional syncs to review target accounts, new signals, and campaign results, optimizing campaigns accordingly.
- Work with the analytics team to develop and maintain shared dashboards for tracking program impact and pipeline contribution.
Performance, Analytics & Optimization
- Own measurement and reporting against expansion program KPIs including overall impact on opportunity creation, expansion pipeline, conversion rates, revenue and ROI.
- Drive a culture of experimentation and continuous improvement to optimize performance of the expansion program.
- Manage the overall expansion program budget, ensuring efficient investment across campaigns and tactics.
Strategic Leadership
- Develop and own the customer expansion demand generation strategy aligned to company growth objectives and revenue targets.
- Partner with Sales Development, Customer Experience, and Account Management to drive deep alignment and execute account-specific growth plays.
- Lead, mentor, and develop a high-performing team; foster a culture of accountability, innovation, and operational excellence.
- Drive cross-functional collaboration to ensure seamless execution of expansion programs and alignment on KPIs.
Integrated Campaign & ABM Development
- Architect and oversee multi-channel 1-to-1 and 1-to-few ABM campaigns to priority accounts and key customer segments. Support execution of campaigns as needed and utilize AI tools for personalization.
- Design content strategies tailored to key personas (Legal, Procurement, IT, Risk, Finance).
- Develop activation plans to buying committees utilizing a multi-channel approach, personalized outreach, executive engagement, and peer-to-peer programs.
- Leverage customer health data, intent signals, and predictive analytics to identify expansion opportunities, accelerate progression, and improve conversion velocity.
Sales & Sales Development Enablement
- Collaborate with Sales and Partners on joint account planning, workshops, and innovation sessions.
- Develop sales enablement assets and messaging frameworks for expansion motions, utilizing AI tools.
- Lead regular cross-functional syncs to review target accounts, new signals, and campaign results, optimizing campaigns accordingly.
- Work with the analytics team to develop and maintain shared dashboards for tracking program impact and pipeline contribution.
Performance, Analytics & Optimization
- Own measurement and reporting against expansion program KPIs including overall impact on opportunity creation, expansion pipeline, conversion rates, revenue and ROI.
- Drive a culture of experimentation and continuous improvement to optimize performance of the expansion program.
- Manage the overall expansion program budget, ensuring efficient investment across campaigns and tactics.
- Bachelor s degree in Marketing, Business, or related field; MBA preferred.
- 8+ years of B2B marketing experience, including 3+ years leading demand generation or ABM functions focused on customer expansion in enterprise SaaS.
- Experience in Customer Marketing is preferable, including advocacy, reference programs, and customer storytelling.
- Proven track record driving pipeline and revenue growth within complex, multi-stakeholder accounts.
- Advanced proficiency with ABM and intent platforms (e.g., 6sense, Demandbase) for strategy, segmentation, and orchestration.
- Experience with gifting/direct mail platforms (Sendoso, Postal) for personalized engagement and pipeline acceleration.
- Proficiency with Salesforce and analytics/BI tools (dashboards, cohort analysis, attribution).
- Strong analytical mindset; fluency in campaign measurement, funnel diagnostics, and performance optimization.
- Demonstrated ability to lead and develop teams and capability for hands-on execution.
- Exceptional collaboration, communication, and project management skills; thrives in a fast-paced, dynamic environment.
- Bachelor s degree in Marketing, Business, or related field; MBA preferred.
- 8+ years of B2B marketing experience, including 3+ years leading demand generation or ABM functions focused on customer expansion in enterprise SaaS.
- Experience in Customer Marketing is preferable, including advocacy, reference programs, and customer storytelling.
- Proven track record driving pipeline and revenue growth within complex, multi-stakeholder accounts.
- Advanced proficiency with ABM and intent platforms (e.g., 6sense, Demandbase) for strategy, segmentation, and orchestration.
- Experience with gifting/direct mail platforms (Sendoso, Postal) for personalized engagement and pipeline acceleration.
- Proficiency with Salesforce and analytics/BI tools (dashboards, cohort analysis, attribution).
- Strong analytical mindset; fluency in campaign measurement, funnel diagnostics, and performance optimization.
- Demonstrated ability to lead and develop teams and capability for hands-on execution.
- Exceptional collaboration, communication, and project management skills; thrives in a fast-paced, dynamic environment.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Strategic & Top ManagementRole Category: Top ManagementRole: CTOEmployement Type: Full timeContact Details:
Company: IcertisLocation(s): Pune+ View Contact
Keyskills: Procurement Automation Operational excellence Sales development Contract management Analytical Account management Analytics Salesforce Account planning
Fraud Alert to job seekers!
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Icertis
This is a manufacturing, Trading and Retail Sales Company.\r\nProducts: Door, Chokhat, Plywood, Board etc.
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