Director - Demand Generation

Freshworks is looking for a senior demand generation leader to help build and modernize its scaled demand engine across its product portfolio. This role is for a hands-on operator and builder who will own the day-to-day demand generation engine across channels, work closely with Revenue Marketing leadership on strategy and prioritization, and help rethink how demand generation should operate in an AI-forward company. The company is not looking for someone to simply run the traditional demand gen playbook faster.

Responsibilities

Own and execute the scaled demand generation roadmap across the product portfolio, balancing pipeline goals, audience priorities, channel performance, and budget; Build and optimize always-on demand programs across SEM, SEO, AI search/GEO, content syndication, webinars, conversational marketing, lifecycle, nurture, and emerging channels; Build AI-native and agentic workflows into the demand engine, including audience identification, campaign orchestration, lead qualification, personalization, optimization, and reporting; Own performance across key demand generation metrics including MQCs/MQLs, SAOs, conversion rates, pipeline contribution, pipeline velocity, CAC, CPL, and channel efficiency; Manage and continuously optimize multi-million-dollar budgets across channels and campaigns based on incremental pipeline impact and ROI; Partner with Sales and RevOps on lead scoring, qualification, routing, SLAs, and handoff processes; Partner with Product Marketing to coordinate campaigns, messaging, and audience strategies across product lines; Build a rigorous testing and experimentation culture with clear hypotheses, measurement frameworks, and decisions on where to scale, optimize, or stop investment; Lead and develop a high-performing demand generation team; Evaluate and help evolve the demand generation martech stack, including marketing automation, intent data, conversational marketing, AI tools, and orchestration platforms

Requirements

10+ years of experience in B2B demand generation, growth marketing, or performance marketing, ideally in enterprise SaaS; Significant experience owning scaled demand generation programs and measurable pipeline targets; Experience managing multi-million-dollar marketing budgets and making channel allocation decisions based on performance and ROI; Strong understanding of demand generation economics, including CPL, CAC, conversion rates, pipeline coverage, velocity, and incremental return; Demonstrated experience building or implementing AI-enabled or agentic workflows within a marketing or demand generation environment; Hands-on experience with marketing automation platforms such as Marketo, HubSpot, or Pardot and CRM platforms such as Salesforce; Experience with intent and account intelligence platforms such as 6sense or Demandbase and conversational marketing platforms such as Qualified or Drift; Strong analytical skills and the ability to independently diagnose performance issues using data; Strong partnership skills across Sales, RevOps, Product Marketing, Analytics, and executive stakeholders; Experience leading and developing demand generation teams

Nice to have

Experience in a scaled, sales-led enterprise SaaS company with a multi-product portfolio; Experience operating in both enterprise and SMB/mid-market motions; Experience at an AI-native company or building AI-native marketing systems; A strong point of view on AI search, GEO, and how buyer discovery is changing; Experience with ITSM, customer support, CRM, or adjacent enterprise software categories

Benefits

Bonus/equity may be available