About the role

Shipium is looking for a Director, Demand Generation to own our end-to-end demand engine - the full funnel, every acquisition channel, the demand gen budget, and our overarching pipeline target. This is a highly cross-functional role requiring tight, continuous partnership with Sales Leadership, the SDR organization, Product Marketing, and Customer Success to align go-to-market execution with aggressive revenue goals. You'll balance scalable, always-on account-based motions with continuous experimentation, ensuring every dollar spent is backed by defensible attribution and strict cost-per-outcome efficiency.

What you'll do

Strategy & Pipeline Ownership

• Own the demand engine: define and execute the annual and quarterly Demand Generation strategy aligned to revenue targets, Ideal Customer Profiles, and GTM priorities, translating revenue targets into channel forecasts and budget allocations.
• Carry the pipeline number: own quarterly and annual sales-qualified pipeline targets, staying accountable for marketing-sourced and marketing-influenced pipeline, efficiency, and ROI.
• Partner with Sales: work hand-in-hand with Sales Leadership on pipeline planning, account coverage, forecast accuracy, and gap-to-quota, and drive outbound pipeline quality with the SDR team using intent signals and qualification intelligence.
• Build the outbound engine: co-develop scoring logic, sequence strategies, and the feedback loop between outbound activity and pipeline outcomes alongside the VP, RevOps.
• Campaign & Channel Execution
• Run always-on programs: design and optimize multi-channel campaigns that connect brand awareness to pipeline across digital, lifecycle, events, and sales-led programs, including pod-based execution, competitive displacement waves, and Account-Based Marketing with quarterly reselection co-owned with Sales.
• Own paid media: oversee campaigns across LinkedIn, Google, retargeting networks, podcasts, and emerging channels, managing audience segmentation and creative discipline to maximize ROI.
• Launch new products: build the demand engine for new product introductions across the Shipium suite, and lead the partner marketing rhythm with top systems integrators including Manhattan, Bricz, Pivotree, and Open Sky Group.
• Drive events and content: strategize and execute regional and executive event programs - including NRF, LogiMed, LogiPharma, Manifest, and proprietary Shipium-hosted activations - and scale webinar and organic content programs across Search, Answer, and Generative engines.
• Experiment relentlessly: run A/B tests, funnel diagnostics, channel pilots, and message/offer tests with explicit kill criteria to validate new demand channels.

Marketing Operations & Attribution

• Own Marketing Ops: lead the marketing operations function in close partnership with RevOps, owning Pardot end-to-end (workflows, scoring, forms, nurtures) and ensuring clean integration across Salesforce, ZoomInfo, Gong, and BI tools.
• Enforce funnel integrity: manage qualification standards, inbound routing logic, and funnel stage integrity, holding tight response SLAs across lead tiers and enforcing UTM taxonomy and campaign brief standards before launch.
• Defend the attribution model: own end-to-end attribution (first-touch, last-touch, and W-shaped models) to keep channel contribution defensible, and manage the marketing budget against strict cost-per-outcome targets across the funnel.
• Report on performance: build dashboards, author a weekly Demand Gen digest for Sales Leadership, and deliver board-ready readouts each quarter.
• Cross-Functional Partnership & Mentorship
• Grow expansion revenue: partner with Customer Success on cross-sell initiatives, advocacy networks, and reference programs, and manage the Customer Advisory Board.
• Scale with AI: proactively apply AI-enabled workflows to scale campaign execution, personalization, and content operations.

Qualifications

• Bachelor's degree and/or a minimum of 7+ years of B2B demand generation experience, or an equivalent combination of education and experience.
• A track record of success in high-growth B2B SaaS environments.
• Experience managing an end-to-end demand engine across channels, budget, and pipeline targets.
• A strong history of working hand-in-hand with Sales Leadership and SDR managers to build tight lead-routing SLAs, outbound sequences, and account-based plays.
• Power-user fluency in marketing automation and CRM ecosystems (Pardot and Salesforce) and familiarity with data orchestration tools like ZoomInfo, Gong, and BI platforms.
• Expert-level understanding of multi-touch attribution modeling and strong financial acumen managing budgets against unit economic targets.

At Shipium, Employees enjoy full medical, dental & vision coverage (with 65% coverage for dependents), optional life insurance and long-term disability coverage, a 401(k) retirement plan, fully remote work-from-home options in 28* states, 8 paid weeks of parental leave, paid holidays annually, self-managed vacation time, sick & safety leave, and volunteer time off.

*Although based out of Seattle, WA, Shipium is 100% remote in the following states: Arizona, California, Colorado, Connecticut, District of Columbia, Florida, Georgia, Idaho, Illinois, Indiana, Maryland, Massachusetts, Michigan, Montana, Missouri, Nevada, New Hampshire, New Jersey, New York, North Carolina, Ohio, Oregon, South Carolina, Tennessee, Texas, Vermont, Virgina, Washington & Wisconsin.

The pay range for this role is:

220,000 - 230,000 USD per year (Remote (United States))