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Salary: USD 200,000 - 245,000 / 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; 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; owning performance across key metrics (MQCs/MQLs, SAOs, conversion rates, pipeline contribution, velocity, CAC, CPL, channel efficiency); managing and optimizing multi-million-dollar budgets based on incremental pipeline impact and ROI; partnering with Sales and RevOps on lead scoring, qualification, routing, and SLAs; coordinating with Product Marketing on campaigns and messaging across product lines; building a testing and experimentation culture; leading and developing a high-performing demand generation team; and evaluating the demand generation martech stack.
Success 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 and regions, 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 (CPL, CAC, conversion rates, pipeline coverage, velocity, incremental return). Demonstrated experience building or implementing AI-enabled or agentic workflows in marketing or demand generation. Hands-on experience with marketing automation platforms (Marketo, HubSpot, Pardot) and CRM platforms (Salesforce). Experience with intent and account intelligence platforms (6sense, Demandbase) and conversational marketing platforms (Qualified, 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: Experience in scaled, sales-led enterprise SaaS companies with multi-product portfolios; experience 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, GEO, and how buyer discovery is changing; experience with ITSM, customer support, CRM, or adjacent enterprise software categories.
