[Hiring] Senior Director, Demand Generation @Drata

Role Description

We are seeking a Senior Director of Demand Generation to lead the strategy, execution, and performance of our demand engine. This role owns pipeline creation across digital, integrated campaigns and account-based programs and is responsible for building a high-performing demand generation system that supports global pipeline generation.

You will be a hands-on leader who actively builds, executes, and optimizes programs across the funnel while advancing how we leverage AI as an integrated system to improve targeting, engagement, and conversion.

What you'll do:

• End-to-end demand generation strategy across digital, integrated campaigns, and scalable multi-channel programs.
• Pipeline creation and acceleration aligned to revenue targets.
• Campaign planning and execution across personas, segments, and buying stages.
• Budget allocation, channel mix optimization, and performance management.
• Funnel performance improvements across volume, conversion rates, and pipeline velocity.
• Alignment with Sales, SDR, RevOps, and Partner teams to ensure pipeline quality and follow-up.
• Contribution to global pipegen efforts across regions, segments, and go-to-market priorities.

Core Responsibilities

• Build and execute AI systems for multi-channel demand programs that drive measurable pipeline and revenue.
• Own digital channel performance and campaign orchestration.
• Lead testing and optimization strategies across creative, targeting, landing pages, and conversion paths.
• Partner with content and product marketing to develop high-performing messaging and offers for integrated campaigns.
• Establish clear reporting on pipeline contribution, ROI, and channel performance.
• Manage and develop a high-performing demand generation team.

AI as a Demand Generation System

• Advance our use of AI as a connected system within demand generation, moving beyond individual use cases to more integrated, scalable workflows and agents.
• Build and optimize AI-driven processes across campaign execution, personalization, lead management, and sales handoff.
• Partner with RevOps and Marketing Ops to deepen AI integration into core GTM systems such as scoring, routing, enrichment, and forecasting.
• Identify opportunities to increase efficiency, testing velocity, and conversion through AI-enabled workflows.
• Ensure AI systems are measurable, repeatable, and tied to pipeline performance and business outcomes.
• Contribute hands-on to evolving how AI is applied across the demand generation function.

Qualifications

• 8–12+ years in B2B SaaS demand generation or growth marketing, with leadership experience.
• Proven success driving pipeline through digital, integrated, and multi-channel programs.
• Strong understanding of funnel dynamics, conversion optimization, and performance analytics.
• Experience managing budgets and optimizing for ROI across multiple programs.
• Deep experience partnering with Sales and RevOps in a pipeline-driven organization.

AI & Technical Experience

• Experience working with AI-driven marketing workflows, systems, or automations in a production environment.
• Ability to think in systems, including inputs, workflows, outputs, and feedback loops.
• Familiarity with CRM, marketing automation, and data systems such as Salesforce, HubSpot.
• Comfort evaluating and operationalizing new approaches that improve performance.

Leadership Profile

• Strategic and execution-oriented, with a strong operator mindset.
• Data-driven and focused on measurable business outcomes.
• Builder mentality with a focus on scalability and efficiency.
• Strong cross-functional collaborator and communicator.
• Comfortable operating in an environment that is continuously evolving and improving.

Benefits

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success.
• Health & Wellness: Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents.
• Financial Well-being: A comprehensive suite of financial benefits, including a 401(k) plan and company-paid life and disability insurance.
• Family Support: Paid Parental Leave policy after six months of employment and access to Kindbody fertility and family-building benefits.
• Growth & Development: Generous annual stipends for both professional and personal development.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to recharge.

Salary Range

This role will receive a competitive base salary, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for each US-based role is based on where the employee works and is aligned to one of 3 tiers based on the cost of labor for that geographic area.

• Tier 1: $236,000 - $291,500
• Tier 2: $212,300 - $262,300
• Tier 3: $188,800 - $233,200