Director of Demand Generation

Voice AI that resolves, not transfers.

• The numbers: 1 billion calls. 1 million developers. 10x enterprise ARR growth
• The customers: Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500
• The news: a $50M Series B led by Peak XV Partners, with Bessemer Venture Partners, Kleiner Perkins, M12 (Microsoft's Venture Fund), Y Combinator, and our earlier backers. Total raised: $72M

• Vapi is on a clear path to $100M ARR, with 90% of pipeline driven by inbound and a sales org scaling 3x. As we move aggressively upmarket into enterprise, we need a demand generation leader to audit and optimize our existing channels, build a repeatable pipeline machine, and accelerate outbound capacity. This is a high-impact, hands-on role at an inflection point.

• 30 Day :
  
  • Audit all existing demand gen channels, pipeline sources, conversion rates, and attribution gaps to establish a clear baseline
  • Get deeply familiar with our PLG motion, ICP, and MarTech stack, and identify where the biggest drop-offs occur
  • Meet with Sales, Product, and leadership to align on pipeline goals, key accounts, and the definition of a high-quality lead
  • Form an initial point of view on the 2-3 highest-leverage bets and present a prioritized demand gen roadmap
• 60 Day :
  
  • Launch optimized campaigns across paid, field, and ABM channels based on your audit findings
  • Implement lead scoring and data enrichment processes so SDRs are focused on the highest-quality leads
  • Stand up initial ABX plays targeting top enterprise accounts, including personalized ads and tailored content to support SDR outreach
  • Partner with Product to identify PQL triggers and begin mapping lifecycle marketing campaigns that move self-serve users down the funnel
• 90 Day :
  
  • Own the full-funnel pipeline strategy, with clear attribution and reporting in place across all channels
  • Have ABM and PQL programs running with measurable impact on pipeline contribution and mid-funnel conversion rates
  • Begin hiring for field marketing and ABM roles, with a clear team structure and hiring plan in place
  • Establish a regular pipeline review cadence with Sales leadership, with shared definitions, goals, and accountability

• Proven demand gen, growth, or performance marketing leader with a clear spike in ABM and paid
• Data-first: you default to attribution analysis, lead scoring models, and PQL frameworks, not intuition
• Hands-on builder who can operate as an IC today while hiring and developing a small team
• Experienced with PLG motions, self-serve funnels, and the conversion journey from product sign-up to enterprise contract
• Comfortable marketing to technical personas: developers, engineering leaders, and data-savvy buyers
• Based in (or willing to work from) San Francisco 3 days/week

• Build something worthy of love
  
  • Craft matters. We aim to build products and experiences customers genuinely love, not just tolerate.
• Commit and follow through
  
  • We finish what we start and build trust by being people others can count on.
• Why not today?
  
  • We value urgency and momentum. The fastest path to customer value usually wins.
• Seek raw input
  
  • We go directly to customers, data, and teammates instead of relying on summaries or assumptions.
• It's our problem
  
  • We operate as one team. We share credit, own mistakes together, and support each other when things get hard.
• Be direct and kind
  
  • We give feedback clearly, respectfully, and without delay.

• Generational impact : Build the human interface for every business
• Ownership culture : 70% of the company are previous founders
• Kind team : The founders, Jordan and Nikhil, are Canadians
• Tier-1 Investors : YC, KP seed, Bessemer Series A

• Real stake : We offer a competitive salary and excellent equity ownership
• Comprehensive health coverage : medical, dental, and vision plans
• Team love : We love hanging out, and we do quarterly off-sites
• Flexible time off : take what you need
• More : catered meals, transportation, gym, and a $10k annual L&D budget