Senior Director, Demand Generation

Reporting to the VP of Demand Generation, this leader will own the strategy, execution, and optimization of initiatives that fuel global pipeline and revenue growth focused on the Public Sector and the Icertis SAP Solution Extension (SOLEX). The ideal candidate takes a metrics-led approach to decision making, experimentation, and optimization, and is an expert in building full-funnel demand engines for Enterprise SaaS with the ability to align Marketing, Sales, and cross-functional teams around shared revenue goals. #LI-RS

Strategic Leadership

• Develop a comprehensive global demand generation strategy that drives awareness, consideration, and conversion across the buyer’s journey—from problem identification through purchase.

• Lead, coach, and develop a high performing global demand generation team with a culture of accountability, experimentation, and operational excellence.

• Align demand generation efforts with Sales priorities and revenue targets; ensure seamless and transparent collaboration with cross functional GTM teams.

• Run monthly GTM alignment sessions with Sales, Sales Development, Partner, Customer, and Solution Advisory teams along with cross functional Marketing stakeholders.

Integrated Campaign & ABM Development

• Architect and oversee multi‑channel integrated campaigns including content strategy, digital marketing, events, partner motions, and enablement plans.

• Drive early-stage category level campaigns that articulate buyer pain points, shape problem awareness, and introduce the Icertis CLM platform.

• Build and execute tiered ABM strategies (1:1, 1:Few, 1:Many) designed for Enterprise accounts in priority growth motions, including Public Sector and SAP Solution Extension opportunities. Utilize AI tools for personalization.

• Activate buying committees through coordinated tactics including account-based advertising, dimensional mail, field events, email, and personalized outreach.

• Use intent signals, predictive modeling, and personalization to increase engagement and accelerate progression for high value accounts.

Sales & Sales Development Enablement

• Partner closely with SDR leadership to fuel high-quality outbound prospecting motions across key segments and strategic industries.

• Create outbound playbooks and messaging frameworks for priority motions, including Public Sector and SAP SOLEX, that increase SDR productivity and account penetration.

• Collaborate on account prioritization, sequencing logic, and persona specific outreach strategies.

• Deliver scalable, customized assets for Sales (e.g., personalized landing pages, email templates, 1:1 ABM kits), utilizing available AI tools.

• Provide frameworks for integrating webinars, gifting, content hubs, and events into ABM and pipeline acceleration plays.

• Support late-stage deal progression with targeted content, insights, and engagement strategies.

Performance, Analytics & Optimization

• Own measurement against KPIs including opportunity creation, pipeline contribution, conversion rates, velocity, and ROI.

• Build a data driven experimentation model to optimize campaign performance across channels and segments.

• Manage global budget allocations and ensure efficient investment across programs, partners, and tactics.