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Salary: USD 225,000 - 280,000 / annual
Freshworks is seeking a Director of Demand Generation to build and modernize the company's scaled demand engine across its product portfolio. This is a hands-on leadership role for an 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 ideal candidate will question traditional demand gen playbooks, identify what is and isn't working, build better systems, and leverage AI and automation to fundamentally improve how demand is generated, qualified, nurtured, and converted. You will partner closely with Sales, RevOps, Product Marketing, Analytics, and regional marketing teams to create an integrated demand engine that drives measurable pipeline and revenue impact.
Key responsibilities include:
- Owning and executing the scaled demand generation roadmap across the product portfolio, balancing pipeline goals, audience priorities, channel performance, and budget
- Building and optimizing always-on demand programs across SEM, SEO, AI search/GEO, content syndication, webinars, conversational marketing, lifecycle, nurture, and emerging channels
- Building AI-native and agentic workflows into the demand engine, including audience identification, campaign orchestration, lead qualification, personalization, optimization, and reporting
- Owning performance across key demand generation metrics including MQCs/MQLs, SAOs, conversion rates, pipeline contribution, pipeline velocity, CAC, CPL, and channel efficiency
- Managing and continuously optimizing multi-million-dollar budgets across channels and campaigns based on incremental pipeline impact and ROI
- Partnering with Sales and RevOps on lead scoring, qualification, routing, SLAs, and handoff processes
- Partnering with Product Marketing to ensure campaigns, messaging, and audience strategies are coordinated across product lines
- Building a rigorous testing and experimentation culture with clear hypotheses, measurement frameworks, and scaling decisions
- Leading and developing a high-performing demand generation team while remaining close enough to diagnose problems and drive execution
- Evaluating and helping evolve the demand generation martech stack, including marketing automation, intent data, conversational marketing, AI tools, and orchestration platforms
Success in this role means building a demand engine that is predictable in generating qualified pipeline, efficient in budget deployment, stronger at converting demand into sales opportunities, integrated across products/regions/channels, increasingly automated and AI-native, and measured on business outcomes rather than activity volume.
QUALIFICATIONS:
- 10+ years of experience in B2B demand generation, growth marketing, or performance marketing, ideally in enterprise SaaS
- Significant experience owning scaled demand generation programs with 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 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
Preferred qualifications include experience in scaled, sales-led enterprise SaaS companies with multi-product portfolios; operating in both enterprise and SMB/mid-market motions; experience at AI-native companies or building AI-native marketing systems; strong perspective on AI search and GEO; and experience with ITSM, customer support, CRM, or adjacent enterprise software categories.
