Head of Demand Generation

Reporting to the Chief Commercial Officer, the Head of Demand Generation will establish and lead Aduna’s Demand Generation function—a new team of around 15 across North America, Europe, and India—and shape the market-development agenda across communications service providers, partners, developers, and enterprise customers. Working in close partnership with Sales, which owns the commercial relationship and contracting for every account, the role owns four core areas—thought leadership, enablement, partner incentives, and lead management—to create the category, activate the ecosystem, align demand with supply realities, and support Aduna’s revenue ambitions.

The preferred location for this role is the United States. We will also consider exceptionally qualified candidates based in our current European and North American employee footprint which includes Canada, Poland, Croatia, Sweden, Spain and the UK.

• Build and lead the function across content and enablement, partner and tiering management, lead operations and consent, and developer advocacy.
• Align Sales, Marketing, Product, CSP stakeholders, and strategic partners around one ecosystem growth agenda
• Shape the market narrative through executive engagement, industry speaking, ecosystem research, customer stories, and vertical POVs
• Balance market demand with supply availability, using demand signals to inform Supply’s CSP prioritization and ecosystem expansion.
• Own the unit’s Market Development Fund (MDF) and Sales Performance Incentive Fund (SPIF) budgets and the criteria-based Lighthouse program—Aduna’s program for reference-grade partner projects—including its operating model and associated incentives.
• Deliver the hiring plan for the unit and build a distributed, multi-country team.
• Run the partner programs—content, incentives, tiering, and lead routing—that Sales relies on to convert, without owning the account relationship.
• Set the operating rhythm: weekly commercial interlock, monthly registered-deal and pipeline review, and quarterly Board reporting on partner activation and adoption
• Be accountable for the unit’s measures of success: partner-channel pipeline, lead conversion, cost per opportunity, and developer activation.

• Bachelor’s degree or equivalent combination of education and relevant experience.

• At least eight years of experience in demand generation, market development, ecosystem development, or channel leadership, ideally within API platforms, telecommunications, or B2B SaaS.
• Proven ecosystem leadership across CSPs, platform/API partners, developers, and enterprise buyers
• Demonstrated cross-functional influence across Sales, Marketing, Product, and senior external stakeholders
• Working knowledge of CSP supply models and how supply availability shapes demand activation
• Proven function-building experience across geographies, including partner-incentive (MDF/SPIF) and partner-tiering models.
• Experience leading and scaling a distributed team of ten or more, including hiring at pace.
• Sound judgment on incentive governance and compliance (anti-bribery, competition law, data protection and consent), working closely with Legal.
• Entrepreneurial builder who is comfortable creating a function from a blank page.   
• Strong analytical skills, with the ability to translate market, partner, and pipeline signals into decisions and action.
• Strong written and verbal communication skills in English, with the ability to influence executive and external audiences.
• Credible ecosystem leader who can engage effectively with the Chief Commercial Officer, Board, CSPs, and Lighthouse partners.
• Proven ability to shape markets, align stakeholders, and influence outcomes without relying on formal authority.
• Strategic and hands-on in equal measure  
• Collaborative and effective across distributed, multi-country teams.