Director of Pipeline Development

2 days ago

Vizag, Andhra Pradesh, India beBeeDemand Full time ₹ 2,00,00,000 - ₹ 2,50,00,000
Job Title: Director Demand Generation

About Us:

At our company, innovation is at the core of everything we do. Our team is dedicated to delivering business outcomes for hundreds of enterprises globally. With expertise in modernization, migration, data and AI/ML, cybersecurity, SDx & Digital Workspace, we drive change through technology.

  • Modernization & Migration: We specialize in application & database modernization, platform engineering (IaC/EaC, DevSecOps & SRE), cloud native engineering, migration to cloud, VMware exit, and FinOps.
  • Data & AI/ML: Our data solutions include cloud native / DataBricks / Snowflake, machine learning, and AI/GenAI.
  • Cybersecurity: We protect infrastructure, applications, and data with expertise in infrastructure security, application security, data security, and AI/model security.
  • SDx & Digital Workspace: Our services include SDDC, SD-WAN, SDN, NetSec, wireless/mobility, email, collaboration, directory services, and shared files services.
Key Responsibilities:

Strategic Demand Generation:

  • Design, implement, and measure full-funnel demand generation strategies to build awareness, generate qualified leads, and accelerate pipeline across priority verticals.
  • Develop multi-channel integrated campaigns across paid media, SEM, content syndication, email, social, webinars, and virtual/in-person events.
  • Collaborate with Sales, SDRs, and Partner Marketing to drive alignment on GTM goals, campaign messaging, ICP targeting, and funnel acceleration tactics.
  • Continuously evaluate the performance and ROI of campaigns through A/B testing, attribution models, lead velocity, and other performance metrics.

Account-Based Marketing (ABM) Leadership:

  • Design and execute 1:1, 1:few, and 1:many ABM campaigns for strategic enterprise accounts in collaboration with Sales, Solution Engineering, and Practice teams.
  • Design and launch personalized campaigns across digital, email, direct mail, and field channels.
  • Leverage firmographic, technographic, and intent data for targeting and messaging.
  • Use ABM platforms to orchestrate and optimize campaigns.
Measurement, Analytics & Optimization:

Define and own KPIs for demand generation and ABM, including MQLs and SQLs by channel and segment, marketing-sourced and influenced pipeline, account engagement metrics, lead-to-opportunity conversion rate, campaign-level ROI and CAC.

Apply insights to scale high-performing programs and pivot away from underperforming tactics based on data-driven decisions.

Partner with Revenue Operations to ensure accurate tracking, lead scoring, and attribution within HubSpot, and campaign analytics dashboards.

Qualifications:
  • 12+ years of progressive B2B SaaS marketing experience with a strong focus on demand generation, ABM, and revenue marketing.
  • Proven success in building and scaling multi-channel demand generation and ABM programs that drive enterprise growth and measurable pipeline.
  • Hands-on expertise with marketing and sales tech stacks, including HubSpot, Salesforce, 6sense, Ads, Google Ads, Drift/Chat, and MAP/CRM/ABM tools.
  • Deep understanding of full-funnel marketing, campaign orchestration, lead lifecycle, and pipeline attribution.
  • Strong leadership, strategic thinking, and project management skills with a collaborative, cross-functional mindset.
  • Exceptional analytical, communication, and stakeholder alignment abilities.
  • Bachelor's degree in Marketing, Business, or related field; MBA or equivalent advanced degree is strongly preferred.

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