Job DescriptionKey Responsibilities
1. Demand Generation Strategy & Programs
- Own the global AI demand generation strategy and translate it into programmatic initiatives - campaigns, call-out sessions, and targeted outreach programs.
- Partner with Marketing to ensure always-on, targeted campaigns aligned to priority accounts and industries.
- Own execution, tracking, and reporting of demand generation activity across all channels.
2. Team Leadership & Field Enablement
- Lead, coach, and develop the demand generation and market development team, setting cadence, targets, and standards of excellence.
- Enable sellers with actionable messaging, collateral, and outreach strategies, and drive adoption among field teams who are not naturally inclined toward demand generation.
- Translate AI value propositions into simple, customer-relevant conversations, and support sellers in customer-facing scenarios where needed.
3. AI-First Market Development & Account-Based Outbound
- Direct a net-new account motion into energy, utilities, manufacturing, aerospace, field service, and asset-intensive industries - working named account lists, inbound leads, and intent-triggered targets.
- Champion account-based outbound: deep account research, multi-touch sequences, and creative plays (direct mail, personalized video) that cut through the noise and earn a reply.
- Operationalize intent data - when a target account is researching predictive maintenance, field service automation, or compliance AI, ensure the team follows up with custom, timely sequences built around that signal.
4. Messaging & Industry Context
- Ensure AI messaging is industry-led and problem-focused, not purely product-driven.
- Partner with Product Marketing to refine clear, compelling narratives for the field, and continuously adapt messaging based on market feedback.
- Drive market research - hot topics, timely trends, and compliance deadlines in the industries we serve - and feed it into messaging and campaigns.
5. Field Cadence & Operating Rhythm
- Establish and drive a structured global cadence for demand generation activity (call-out sessions, pipeline reviews, execution tracking).
- Influence field teams to consistently allocate time to pipeline creation based on coverage gaps.
- Ensure accountability without direct authority through strong stakeholder influence across regions and time zones.
6. Pipeline Management & Quality
- Monitor pipeline creation, quality, and progression across CQ+ cycles, and drive pipeline hygiene, visibility, and forecast integrity.
- Support opportunity progression through structured reviews and feedback, ensuring every handoff to AEs includes context marketing can reuse.
7. Data, Process, Tooling & Feedback Loops
- Build and refine demand generation processes from scratch where needed, using data and analytics to optimize pipeline creation and conversion.
- Leverage the AI-first stack (CRM, intent, analytics, and AI tools) to improve execution and reporting.
- Maintain a tight feedback loop between field, marketing, and product - identifying what works, iterating rapidly, and turning frontline intel into better campaigns.
How You'll Work
You'll lead inside an AI-first marketing operation that's being built from the ground up. That means:
- AI-powered research and personalization. Copilot and Claude help the team research accounts, draft personalized outreach, and build sequences faster than they could manually.
- Intent-driven prioritization. Outbound prioritizes accounts that are in-market, built around what they're actively searching for.
- Multi-channel plays. Email, LinkedIn, phone, video, and direct mail - with a bias toward experimentation over spray-and-pray.
- Tight feedback loops. Frontline intel on what's landing directly shapes targeting, messaging, and campaign strategy.
Ways of working: operates as a highly hands-on leader with strong cross-functional influence; works across global time zones; based in or near a major IFS office (London/Staines, Stockholm, Chicago, Paris) on a hybrid model (minimum 3 days in office); acts as the bridge between strategy and execution.
What We're Offering- Salary Range: $140,000 to $170,000 annually, plus bonus
- Flexible paid time off, including sick and holiday
- Medical, dental, & vision insurance
- 401K with Company contribution
- Flexible spending accounts
- Life insurance and disability benefits
- Tuition assistance
- Community involvement and volunteering events
QualificationsWhat We're Looking For
Experience & Skills
- Proven experience in B2B enterprise software demand generation, sales, or GTM roles - ideally in AI, data, cloud, or platform solutions.
- Track record of leading or building demand generation / BDR / market development teams and motions, not just reporting on pipeline.
- Strong understanding of enterprise sales processes and seller behavior.
- Experience building and executing programmatic, account-based demand generation initiatives.
- Strong data-driven mindset with the ability to build and optimize processes from scratch.
- Experience working in global, matrixed organizations.
Core Competencies
- Leadership that combines strategic direction with hands-on execution - willing to build, run, and iterate directly alongside the team.
- Highly resilient and self-motivated, able to operate in ambiguity and handle pushback.
- Strong influencer and communicator - able to drive behavior change across the field without direct authority.
- Ability to translate complex AI concepts into simple, compelling, industry-relevant narratives.
- Strong ownership mentality and bias for action, with high energy, drive, and ambition.
- Account-based mindset - values sharp, researched outreach over high-volume templates, while maintaining the discipline that consistency requires.
Preferred
- Experience in industries such as Manufacturing, Construction, Energy, Aerospace & Defense, or other asset-intensive sectors.
- Exposure to AI-led solutions and complex, multi-product sales environments.
- Curiosity about industrial markets - our buyers respect people who understand their world.
Additional InformationWe embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.
