Head of Demand Generation

Every one of them eventually faces the same problem: their Oracle data is locked inside a system they cannot easily query, while their business runs on Power BI or Tableau or a modern data warehouse. BI Connector is the bridge.\nToday, we serve customers across North America, the Middle East, and Europe. We are profitable.

We have built a strong product. We are now building the team to scale from our current ARR to our $1B ARR North Star.\n\nThe Mission of This Role\nIn 12 months, this role will have built a predictable, measurable, and scalable demand generation engine that produces qualified pipeline for our sales team every week, from both inbound and outbound channels, at a cost per opportunity that scales with the business.\nYou will not inherit a polished function. You will inherit a small, capable team that needs leadership, a strong product that needs sharper positioning, and an inbound funnel that produces leads but lacks discipline at conversion.

Your job is to bring the discipline and the system.\n\nWhat Success Looks Like (12-Month Outcomes)\nPipeline volume: Qualified inbound pipeline (SQLs) increased 3x from current baseline, with documented funnel metrics at every stage.\nConversion discipline: Contact-to-SQL conversion rate and demo-to-PoV conversion rate measured weekly and improved by at least 50% from current baseline.\nCost efficiency: Cost per qualified opportunity tracked and trending down quarter over quarter.\nContent engine: A predictable content publishing cadence (blog, case studies, comparison content, video) producing measurable organic search and direct demo requests.\nTeam capability: Content Marketing Specialist and SEO/GEO Marketing Specialist operating at a higher level under your coaching, with clear OKRs and weekly accountability.\nSales enablement: Outbound sequences, ICP documentation, and account intelligence delivered to our full-cycle sales lead, who is responsible for outbound execution.\n\nWhat You Will Own\nThe inbound engine (60% of your time)\nOwn the funnel from first website visit through SQL handoff. Define every stage. Measure every conversion rate.

Find and fix every leak.\nLead our content strategy. Content Marketing Specialist writes. You direct: what to write, for whom, with what call to action, measured by what outcome.\nLead our SEO and GEO strategy.

SEO/GEO Marketing Specialist executes. You direct: which keywords matter, which clusters to build, which AI-search surfaces to optimize for.\nOwn website conversion. Test landing pages.

Optimize the trial signup flow. Build the comparison pages that the buyer needs to make a decision.\nOwn marketing operations. Set up HubSpot for accurate funnel tracking.

Build dashboards that show pipeline health at a glance.\n\nThe outbound support layer (30% of your time)\nBuild and maintain the ICP framework. Of the 15,000 Oracle Fusion accounts globally, which 1,500 are highest-fit right now, and why?\nBuild account intelligence packages for our outbound sales lead. Trigger events, organizational mapping, persona priorities.\nBuild the outbound sequences (email, LinkedIn, multi-touch cadence) for our two primary personas: IT buyer and Finance buyer.\nRun signal-based prospecting.

Identify Oracle Fusion implementation signals, BI tool migration signals, and other buying triggers, and convert them into prospecting lists.\n\nThe player-coach work (10% of your time)\nPersonally write the messaging frameworks, positioning documents, and category narratives that everyone else uses.\nPersonally run campaigns when you need to set the standard for the team.\nPersonally interview customers to extract the language buyers actually use, so our marketing reflects reality, not assumption.\n\nWho You Are\nExperience that matters\n8 to 12 years in B2B SaaS marketing, with at least 3 years in a demand generation leadership role at a company that scaled from $5M to $25M+ ARR.\nYou have built an inbound engine from a small team and a modest budget, not just inherited one at scale.\nYou have managed content and SEO functions directly, and you can teach them, not just coordinate them.\nYou have set up and operated HubSpot (or comparable) as a funnel tracking system, not just a contact database.\nYou have worked with full-cycle sales reps to build outbound motions, including ICP definition, sequence design, and enablement.\n\nMindset that matters more\nYou are an operator first, a strategist second. You write the brief, you review the work, you ship the campaign.\nYou are comfortable with bootstrapped constraints. You do not need a $2M budget to make pipeline happen.

You make it happen with what you have.\nYou believe demand generation is fundamentally about understanding the buyer better than the buyer understands themselves. You spend time with customers, not just dashboards.\nYou hold your team to a high bar with warmth. You coach, you do not just delegate.\nYou are honest about what is and is not working.

You bring problems to leadership early, with proposed solutions.\n\nYou Are Not Right for This If...\nYou have only worked at well-funded Series B+ companies with mature marketing operations and large teams. You will be frustrated by our pace, our budget, and our scale.\nYou define your work primarily through strategy decks and frameworks rather than execution and outcomes.\nYou expect to be hands-off and lead through delegation alone. This role requires hands-on contribution for at least the first 12 months.\nYou need a large team to feel successful.

This role starts with 2 reports and may stay that way for the first year.\nYou believe demand generation is primarily a paid ads function. We may use paid channels eventually, but our motion is content-led, search-led, and account-based.\nYou are not comfortable with a US-focused buyer base. Our primary market is North America.

You must be willing to operate in late-evening IST hours when needed to overlap with the US team.\n\nWho You Will Work With\nCEO and Founder - Bay Area-based. You will work with him daily for the first 90 days, then transition to a weekly cadence as you establish the function. He leads strategic deals and will be your closest partner on ICP and messaging.\nContent Marketing Specialist: India-based.

Strong writer, executes well against direction. Your job is to direct, develop, and accelerate her output.\nSEO/GEO Marketing Specialist: India-based. Solid technical SEO foundation.

Your job is to set the strategic direction and measure outcomes.\nFull-cycle Sales Rep: Los Angeles-based. Your peer. You build the pipeline that feeds his outbound and inbound work.

You do not manage him.\nPre-Sales and Solutions Lead: India-based. Owns PoV delivery. Your peer for technical content and customer interviews.\n\nHow We Hire\nWe hire deliberately.

Our interview process is designed to be a mutual evaluation, not a one-sided exam.\nRound 1 (30 min): Initial conversation with the CEO. Mutual fit, motivation, broad experience.\nRound 2 (60 min): Deep dive on your demand gen experience. Specific examples of funnels you have built, problems you have solved, teams you have managed.\nRound 3 (Take-home, 4-6 hours): A demand gen plan exercise.

We give you a real scenario from our business. You return a written plan. We discuss it together.\nRound 4 (60 min): Conversation with three peers (Sales, Pre-sales/Solutions, Engineering) and directs.

Cross-functional fit.\nRound 5 (45 min): Final conversation with the CEO. References discussed. Offer terms reviewed.\n\nCompensation Philosophy\nWe are bootstrapped.

We pay competitively at the senior leader level for India-based B2B SaaS marketing roles, but we do not match the inflated comp of late-stage venture-backed companies. We offer an attractive base salary, a performance-linked variable component tied to qualified pipeline outcomes, and phantom equity that vests on ARR milestones.\n\nIf you join us and we hit our growth plan, the phantom equity will be a significant component of your total compensation. If we do not hit our growth plan, the cash component still rewards you fairly for the work.

We are aligned on outcomes.\n\nHow to Apply\nEmail to with the subject line \"Head of Demand Gen Application - [Your Name]\" and include:\nYour resume or just a LinkedIn link, if that's faster.\nA short note, 400 words or fewer, about one demand gen problem you actually solved . We don't want a polished case study. Tell us what you were looking at, how you thought through it, what you tried, and where it landed.

If something didn't work along the way, that's often the more interesting story - share it. We read for how you reason , not the size of the number at the end.\nThree references we can speak with after the take-home round.\nWe respond to every qualified applicant within 7 business days.