Director of Demand Generation

Role Description

Quavo is adding a senior demand generation leader to build on what the marketing team has established and take a more structured, account-focused approach to pipeline generation. You know the goal is qualified conversations, not just engaged accounts or marketing qualified leads.

• Focus on identifying and engaging individuals within target accounts who are most likely to book a meeting.
• Build programs that give sales the context and reason to reach out.
• Understand the impact of investment.
• Work closely with Sales, Customer Experience, and Revenue Operations.
• Measure success by pipeline outcomes rather than campaign activity.
• Design the demand engine, inspect the data, and diagnose and fix conversion issues.

Responsibilities

• Demand Strategy:
  • Translate Quavo's ICP, account tiers, buyer personas, and revenue goals into a focused demand strategy across banks, credit unions, fintechs, processors, and sponsor banks.
  • Partner with Product Marketing to maintain a current view of Quavo's target buyers, including their priorities, buying process, key stakeholders, and conditions that create urgency for fraud and disputes solutions.
  • Define priority account segments, buying group members, pain points, and campaign themes for each quarter.
  • Adjust focus as market conditions and sales priorities shift.
• ABM Program Design and Execution:
  • Build account-based programs that prioritize the right accounts and individuals using various data points.
  • Develop campaigns for priority accounts that connect digital, sales outreach, executive programs, and events into a coordinated program.
  • Own the integrated campaign calendar across multiple channels, maintaining clear ownership and performance visibility.
• Executive Field Engagement:
  • Design and run high-touch programs such as executive dinners, roundtables, and customer-led sessions.
  • Build the field operating model, including audience strategy and sales coordination.
  • Ensure field programs are integrated into broader account journeys.
• Pipeline Conversion and Growth:
  • Improve conversion from engaged account to qualified sales conversation.
  • Define the demand measurement framework and run regular reviews with Sales and Revenue Operations.
  • Use performance data and automation to identify conversion gaps and optimize programs.

Qualifications

• 8-10+ years in B2B demand generation, growth marketing, revenue marketing, integrated campaigns, or ABM.
• Proven track record generating qualified pipeline in long-cycle enterprise or mid-market B2B environments.
• Strong ABM experience, including named- or tiered-account programs.
• Experience integrating events and webinars into account-based demand programs.
• Hands-on experience across integrated campaigns, lifecycle marketing, and marketing automation.
• Demonstrated success partnering with Sales and Revenue Operations.
• Strong analytical and operational judgment.
• Clear executive communication skills.
• Ability to travel up to 20% as needed.

Preferred Qualifications

• Experience in B2B fintech, financial services SaaS, payments, fraud, risk, compliance, or regulated enterprise technology.
• Experience marketing to banks, credit unions, fintechs, processors, or sponsor banks.
• Working knowledge of relevant CRM and marketing platforms.
• Practical experience using AI to improve various marketing processes.
• Experience building or scaling a demand generation function in a high-growth B2B SaaS company.