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Head of Demand Generation
Liquid WebUnited States, United Statesfull_timeVerifiedPosted 6 Apr 2026
💰 $175,000/yr($150,000/yr – $175,000/yr)
About the role
Overview Reporting directly to the Director of Growth Marketing, the Head of Demand Generation is the pipeline engine of the Nexcess growth marketing team. While the Director sets the overarching GTM strategy and revenue targets, you own the full demand generation motion — the GTM playbooks, the account-based programs, the BDR targeting strategy, and the $1M+ marketing-generated pipeline number.You will lead a team of three — a Growth Media Strategist, an Events Manager, and a Growth Coordinator — and work in close partnership with Strategic Partnerships, Lifecycle, Content Experience, and Web Experience to ensure every channel and program is coordinated around a shared target account list, not operating as an isolated campaign. You are the person who translates the Director's strategy into executable plays, holds the BDR team to a shared definition of pipeline, and makes the kill-or-scale call on every program within a defined window.This is a leadership role for someone who has owned a pipeline number before, built GTM playbooks from scratch, and understands that demand generation in 2026 means building buyer confidence — not interrupting buyers with features.Compensation
The base salary for this position is between $150,000-$175,000This job is for you if:
The base salary for this position is between $150,000-$175,000This job is for you if:
- You think in accounts, not leads. A spike in MQLs doesn't excite you unless those MQLs are coming from the accounts you've decided to pursue. You've built named account lists before and you know the difference between inbound volume and qualified pipeline.
- You treat the BDR team as your primary customer. You don't hand sequences to Sales and hope for the best. You design the targeting logic, brief the messaging, monitor the performance, and iterate alongside the BDR team. Their win rate is your win rate.
- You've built a GTM playbook that people actually used. Not a slide deck. A living document with ICP segmentation, channel mix by deal type, messaging by persona, and Framemaking-style sales enablement assets that the BDR team pulled from because they worked.
- You make binary decisions fast. You give every program a defined runway and a clear success metric. When it's not working at the 6-week mark, you kill it without attachment to sunk cost. When it's working, you scale it without waiting for permission.
- You see the dark funnel and you're not afraid of it. You understand that most of your best accounts are researching Nexcess before they ever raise their hand. You know how to use 6sense, Bombora, and Pathfactory engagement data to find them, prioritize them, and escalate the right ones to the BDR team at exactly the right moment.
- You manage managers the way you'd want to be managed. You give your team clear ownership, genuine autonomy, and specific feedback. You don't micromanage execution — you set the strategy, align the resources, and hold the outcome.
Core Responsibilities
1. GTM Strategy & Playbook Development
- ICP Segmentation: Own the segment — defining target account clusters by ICP segment, firmographic profile, technographic signal, and buying stage — in close partnership with the Director, PMM, and Strategic Partnerships Manager
- GTM Playbook Architect
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