Director of Demand Generation

Who you are 

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. You focus on identifying and engaging the individuals within target accounts who are most likely to book a meeting, building programs that give sales the context and reason to reach out, and understanding the impact of investment. 

You work closely with Sales, Customer Experience, and Revenue Operations, and you measure yourself by pipeline outcomes rather than campaign activity. You are strategic enough to design the demand engine, operational enough to inspect the data, and hands-on enough to diagnose and fix what is not converting. 

About the role 

The Director of Demand Generation is responsible for reaching the financial institutions that stand to benefit most from Quavo's solutions, engaging the right people within those organizations, and building the pipeline that supports sustainable growth. 

This role designs and runs Quavo's demand programs across digital, lifecycle, account-based, and sales-activated channels. Success is grounded in account-level intelligence, buying group insight, and close partnership with Sales, Revenue Operations, Product Marketing, and Corporate Marketing. 

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 the conditions that create urgency for fraud and disputes solutions. 

• Define the priority account segments, buying group members, pain points, and campaign themes for each quarter, and adjust focus as market conditions and sales priorities shift. 

ABM Program Design and Execution 

• Build account-based programs that use account fit, intent, enrichment, regulatory triggers, leadership changes, hiring patterns, and sales input to prioritize the right accounts and individuals. 

• Develop campaigns for priority accounts that connect digital, sales outreach, executive programs, and events into a coordinated program, each with a defined audience, buyer problem, message, and measurement plan. 

• Own the integrated campaign calendar across digital, email, paid, webinars, lifecycle nurture, partner programs, and sales-activated plays, maintaining clear ownership, follow-up motions, and performance visibility across all active programs. 

Executive Field Engagement 

• Design and run high-touch programs such as executive dinners, roundtables, conference moments, customer-led sessions, partner events, and other account-based experiences.  

• Build the field operating model, including audience strategy, invitation approach, sales coordination, experience design, post-event follow-up, and account intelligence capture.  

• Ensure field programs are integrated into broader account journeys, with clear connections to priority accounts, buying group engagement, active opportunities, and next-step motions. 

Pipeline Conversion and Growth 

• Improve conversion from engaged account to qualified sales conversation by strengthening offers, scoring, follow-up, proof points, ROI content, and competitive context. 

• Define the demand measurement framework and run a regular cadence with Sales and Revenue Operations to review pipeline contribution, campaign performance, and account progression. 

• Use performance data, AI, and automation to identify conversion gaps, test improvements, and optimize programs across the full funnel. 

Required Qualifications 

• 8-10+ years in B2B demand generation, growth marketing, revenue marketing, integrated campaigns, or ABM, with experience owning programs tied to pipeline outcomes. 

• Proven track record generating qualified pipeline in long-cycle enterprise or mid-market B2B environments, ideally with $100K+ ACV and multi-stakeholder buying committees. 

• Strong ABM experience, including named- or tiered-account programs that engage multiple members of a buying group. 

• Experience integrating events, executive programs, partner moments, and webinars into account-based demand programs, including audience planning, sales alignment, follow-up design, and opportunity progression. 

• Hands-on experience across integrated campaigns, lifecycle marketing, paid and digital channels, marketing automation, CRM reporting, and sales activation. 

• Demonstrated success partnering with Sales and Revenue Operations to align target accounts, improve follow-up quality, and connect marketing activity to pipeline outcomes. 

• Strong analytical and operational judgment, with the ability to inspect funnel performance, diagnose conversion problems, and make clear recommendations. 

• Clear executive communication skills, including the ability to translate demand performance into business impact. 
• Ability to travel up to 20% as needed to support business demand and coverage requirements.

Preferred Qualifications 

• Experience in B2B fintech, financial services SaaS, payments, fraud, risk, compliance, or another regulated enterprise technology category. 

• Experience marketing to banks, credit unions, fintechs, processors, or sponsor banks. 

• Working knowledge of Clay, Salesforce CRM, Salesforce Marketing Cloud / Pardot, intent data, ABM platforms (e.g. 6sense or Demandbase), or similar signal-based GTM platforms. 

• Practical experience using AI to improve account research, personalization, content workflows, campaign development, and reporting. 

• Experience building or scaling a demand generation function in a lean, high-growth, PE-backed, or founder-led B2B SaaS company.