Director- Demand Generation and ABM - Kadapa - Intuitive

Description

About us: Intuitive is an innovation-led engineering company delivering business outcomes for 100's of Enterprises globally. With the reputation of being a Tiger Team & a Trusted Partner of enterprise technology leaders, we help solve the most complex Digital Transformation challenges across following Intuitive Superpowers:

Modernization & Migration

• Application & Database Modernization
• Platform Engineering (IaC/EaC, DevSecOps & SRE)
• Cloud Native Engineering, Migration to Cloud, VMware Exit
• FinOps

Data & AI/ML

• Data (Cloud Native / DataBricks / Snowflake)
• Machine Learning, AI/GenAI

Cybersecurity

• Infrastructure Security
• Application Security
• Data Security
• AI/Model Security

SDx & Digital Workspace (M365, G-suite)

• SDDC, SD-WAN, SDN, NetSec, Wireless/Mobility
• Email, Collaboration, Directory Services, Shared Files Services

Intuitive Services:

• Professional and Advisory Services
• Elastic Engineering Services
• Managed Services
• Talent Acquisition & Platform Resell Services

About the job:

Title: Director- Demand Generation and ABM

Start Date: Immediate

Position Type: Full-time Employment

Location:

Remote across India

Key Responsibilities

Account-Based Marketing (ABM) Leadership

• Design and execute 1:1, 1:few, and 1:many ABM campaigns for strategic enterprise accounts in collaboration with Sales, Solution Engineering, and Practice teams.
• Design and launch personalized campaigns across digital, email, direct mail, and field channels.
• Leverage firmographic, technographic, and intent data for targeting and messaging.
• Coordinate with content, creative, and solutions teams to develop persona- and industry-specific assets.
• Use ABM platforms (e.g., 6sense, Demandbase,) to orchestrate and optimize campaigns.
• Integrate ABM with events, webinars, and executive programs to deepen engagement.
• Track and report on ABM performance, pipeline influence, and ROI using tools like HubSpot.
• Drive account expansion and retention strategies in collaboration with Customer Success.
• Collaborate with Sales and Growth teams to select target accounts, build plans, and align on KPIs.
• Continuously test, analyze, and improve campaign effectiveness and account journeys.
• Enable the Sales and SDR teams with ABM toolkits, including account playbooks, messaging templates, and insights from tools like Apollo, 6sense, and SalesLoft.
• Manage account engagement scoring and pipeline attribution to demonstrate ABM effectiveness and continuously refine targeting strategies.

Strategic Demand Generation

• Design, implement, and measure full-funnel demand generation strategies that build awareness, generate qualified leads, and accelerate pipeline across priority verticals (e.g., Healthcare and life sciences, BFSI)
• Develop multi-channel integrated campaigns across paid media, SEM, content syndication, email, social, webinars, and virtual/in-person events to achieve quarterly pipeline and revenue goals.
• Collaborate with Sales, SDRs, and Partner Marketing to drive alignment on GTM goals, campaign messaging, ICP targeting, and funnel acceleration tactics.
• Continuously evaluate the performance and ROI of campaigns through A/B testing, attribution models, lead velocity, and other performance metrics to optimize programs in real time.
• Expand and nurture the marketing database to increase campaign reach, improve segmentation, and drive lead engagement across the buyer's journey.

Measurement, Analytics & Optimization

• Define and own KPIs for demand generation and ABM, including:
• MQLs and SQLs by channel and segment
• Marketing-sourced and influenced pipeline
• Account engagement metrics (reach, depth, influence)
• Lead-to-opportunity conversion rate
• Campaign-level ROI and CAC
• Partner with Revenue Operations to ensure accurate tracking, lead scoring, and attribution within HubSpot, and campaign analytics dashboards.
• Apply insights to scale high-performing programs and pivot away from underperforming tactics based on data-driven decisions.

Team Leadership & Cross-Functional Collaboration

• Establish operating rhythms with Sales, Practice leaders, Marketing and Partner Alliances to align GTM motions and pipeline goals.
• Partner with Content, Creative, and Brand teams to ensure all demand and ABM programs are on-brand and deliver compelling narratives that resonate with target personas.
• Evaluate, onboard, and manage agency and vendor partners to scale execution capacity across regions and verticals.

Qualifications:

• 12+ years of progressive B2B SaaS marketing experience, with a strong focus on demand generation, ABM, and revenue marketing.
• Proven success in building and scaling multi-channel demand generation and ABM programs that drive enterprise growth and measurable pipeline.
• Hands-on expertise with marketing and sales tech stacks, including HubSpot, Salesforce, 6sense, LinkedIn Ads, Google Ads, Drift/Chat, and MAP/CRM/ABM tools.
• Deep understanding of full-funnel marketing, campaign orchestration, lead lifecycle, and pipeline attribution.
• Strong leadership, strategic thinking, and project management skills with a collaborative, cross-functional mindset.
• Exceptional analytical, communication, and stakeholder alignment abilities.
• Bachelor's degree in Marketing, Business, or related field; MBA or equivalent advanced degree is strongly preferred.