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Salary: USD 180,000 - 220,000 / annual
airSlate is a global SaaS company providing no-code workflow automation, electronic signature, and document management solutions. The company serves over hundreds of millions of users and more than one million customers worldwide across products including SignNow, pdfFiller, DocHub, altaFlow, Instapage, and US Legal Forms.
You will be airSlate's first B2B Demand Generation Leader, building the function from the ground up. This is a greenfield mandate with an established commercial foundation: you'll inherit existing sales motions, established brands, and a self-service customer base of millions. Your role is to accelerate what's already working rather than prove a concept.
Key responsibilities:
- Build and lead airSlate's B2B demand-generation function and team across the portfolio, initially prioritizing SignNow and AltaFlow
- Design and execute integrated ABM, lead-generation and nurture programs for SMB, mid-market and selected enterprise buyers
- Jointly set MQL, sourced-pipeline and funnel-conversion targets with Sales, RevOps and each business unit; own delivery against them
- Define and continually improve target-account selection, qualification, lead scoring, routing, handoff and follow-up SLAs with Sales and RevOps
- Partner with GTM Leaders, Product Marketing Managers and Campaign Strategy to translate ICP, positioning and business priorities into campaigns and sales-ready assets
- Instrument attribution and report conversion from demand source through sales-accepted opportunity; optimize by campaign, source, segment and product
- Assess current people, processes and technology; redeploy and hire talent as appropriate, and build repeatable operating cadences with Marketing Ops, Data and the CIO
The company operates across more than 20 countries with main hubs in the United States, Poland, Ukraine and Philippines. They offer flexible working with options to work from offices or remotely, with U.S. location preferred or Western Europe with meaningful U.S. customer exposure and Eastern Time overlap. Regular travel is expected.
Requirements:
- 8–12+ years in B2B demand generation, including direct experience building and scaling a function from an early stage; B2B SaaS experience required
- Demonstrated record of producing measurable sourced pipeline for sales-assisted SMB/mid-market and/or enterprise motions through ABM, lead generation and nurture
- Proven ability to operate as a peer to Sales and RevOps and to define, defend and improve MQL criteria, scoring, routing, handoffs, SLAs and pipeline commitments
- Hands-on builder and people leader who can personally design and run programs before the team is fully staffed, then recruit, coach and scale the organization
- Strong command of modern MarTech/RevOps systems, attribution and funnel analytics; able to partner on stack and data architecture without depending entirely on others
- Comfortable in a multi-product, multi-BU environment with differing GTM motions; PLG-to-sales-assisted or enterprise experience strongly preferred
- Strong customer and market orientation, executive communication and fluent English
- Bachelor's degree or equivalent relevant professional experience
- Document/workflow software experience is a plus
