United States onlyHighlight is looking for a Director of Demand Generation to own top-of-funnel pipeline generation across inbound, outbound, paid, organic, events, and AI-enabled prospecting while directly overseeing the BDR function. Working closely with the CRO and Product Marketing, this role will architect a demand engine that blends human prospecting, AI-enabled workflows, intent data, and signal-based targeting to drive measurable pipeline growth. Success at Highlight and in this role requires a builder mindset, strong full-funnel ownership, and the ability to combine strategy and hands-on execution to create scalable pipeline generation systems. If you want to build a modern, AI-forward revenue engine — not maintain legacy marketing motions — this is your seat.
Your Impact
- Own net-new pipeline generation across inbound, outbound, paid, organic, and event-driven channels, with accountability for pipeline quality and conversion.
- Build a predictable, repeatable pipeline engine focused on Tier 1 ICP accounts and high-value enterprise opportunities.
- Develop signal-based targeting strategies leveraging intent data, hiring signals, funding activity, and other buying triggers.
- Track and optimize full-funnel performance from early pipeline stages through Closed Won, ensuring demand efforts drive real revenue outcomes.
- Hire, coach, and manage the BDR team responsible for outbound pipeline creation and daily prospecting execution.
- Design structured outbound cadences and prospecting systems that combine disciplined BDR activity with AI-assisted research and personalization.
- Architect and implement AI-enabled workflows for prospect research, messaging generation, targeting, and campaign execution.
- Partner closely with Product Marketing and Sales leadership to align messaging, campaigns, and pipeline strategy with enterprise opportunities.
- Establish strong operational rigor through HubSpot reporting, attribution modeling, and regular pipeline inspection with revenue leadership.
- Continuously iterate on demand generation strategies, channels, and messaging to improve conversion rates, pipeline velocity, and overall revenue impact.
About You
- 7–10+ years of experience in B2B SaaS demand generation or growth marketing roles.
- Experience directly managing BDR/SDR teams and owning outbound pipeline performance.
- Proven track record of building pipeline generation engines in high-growth companies, ideally in the $5M–$50M ARR stage.
- Deep understanding of how inbound, outbound, events, and product marketing initiatives work together to generate pipeline.
- Comfortable operating in high-accountability environments where pipeline performance is highly visible.
- Experience collaborating closely with sales leadership and executive stakeholders.
- Builder mindset with the ability to design systems, processes, and playbooks from the ground up.
- Highly analytical and data-driven, with strong command of funnel metrics and pipeline performance.
- Comfortable balancing strategic thinking with hands-on execution.
Ideal Candidate
- Uses AI tools and automation regularly to improve prospecting, research, and messaging workflows.
- Has built or scaled modern outbound and demand generation programs in a startup or high-growth environment.
- Experienced in implementing signal-based targeting, intent-driven outreach, and data enrichment workflows.
- Comfortable experimenting with new tools, workflows, and AI-driven prospecting approaches.
- Thrives in fast-moving environments where ownership, autonomy, and accountability are high.
- Has experience selling into enterprise B2B buyers, ideally in SaaS, data, insights, or research technology.
- Brings a strong partnership mindset and works effectively across Sales, Marketing, Product Marketing, and Revenue Operations.
Benefits
- Health insurance (medical, dental, vision) with 100% of employee premiums covered
- Unlimited PTO
- Flexible, remote WFH culture
- Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)
- Based on previous experience and skillset, the base salary for this position is $128,000 - $160,000
