Head of Demand Generation (Director/Senior Director)

About ClickHouse

We are the company behind the popular open-source, high performance columnar OLAP database management system for real-time analytics. ClickHouse works 100-1000x faster than traditional approaches. By offering a true column-based DBMS, it allows for systems to generate reports from petabytes of raw data with sub-second latencies. With an amazing community already adopting our open-source technology, we are now embracing our journey in delivering Cloud first solutions to delight our customers. 

With top adopters such as Lyft, Cisco, and eBay - not only do our products work at lightning speed, so do we. 

We are an open and collaborative company. Our colleagues are curious, engaged and excited about what they do. If you want to work in an environment where you can learn, grow, be an agent of change and have your voice heard - then please read on!

NOTE: We're hiring remotely for this role in the United States. Your exact location does not matter because there is not a physical office.  You must be open to travel in this role.

We are looking for a results-driven Head of Demand Generation to lead strategic initiatives that drive awareness, engagement, and revenue growth for a market-leading open source analytical database with a fast-growing cloud database offering. We have a strong open source following, a mature PLG motion in our cloud offering, and a growing enterprise sales motion for our largest customers. You will be accountable for aligning marketing efforts with key business objectives, be responsible for demand generation KPIs at the board level, and lead a team that develops and executes multi-channel demand generation programs in close collaboration with sales, product marketing, and product teams.

What you will do:

• Develop demand generation strategy aimed to capture interest from qualified prospects for a market-leading open source analytical database with a fast-growing cloud service 
• Develop, track, and drive accountability to metrics that align with the company’s pipeline and revenue goals 
• Develop a deep understanding of the customer journey and ensure marketing touchpoints align with each stage of the buyer’s decision-making process
• Implement lead scoring models and optimize lead qualification in collaboration with sales
• Manage and mentor a team of demand generation specialists, ensuring professional development and growth within the team

Team Responsibilities:

• Lead execution of key programs such as major and regional events, paid and organic search and social media campaigns, partner marketing initiatives, and more 
• Work with product marketing on prioritizing and executing integrated campaigns across the company focused on use cases and competitive migrations 
• Use data and analytics to track performance, optimize campaigns, and implement marketing attribution models
• Develop pipeline acceleration programs and nurture campaigns to move prospects through the sales funnel
• Drive account-based marketing (ABM) strategies, including automation and tooling, in partnership with sales and regional marketing teams
• Own and expand customer advocacy and referral programs to increase customer-led growth
• Lead efforts to test new channels, content formats, or techniques for scaling demand generation, fostering a culture of innovation and experimentation
• Oversee the implementation and use of marketing automation tools, CRM systems, and other relevant technology to scale demand generation efforts

What you bring to the role:

• Proven experience leading demand generation teams at startups and scale-ups for B2B technology companies, ideally in the infrastructure space
• Understanding of open source commercialization models and ways to discover and capture demand from this audience and nurture interest in commercial offerings
• Understanding of product-led growth (PLG) based adoption motion for developer-oriented infrastructure SaaS offerings, and ways to measure impact of demand gen initiatives on accelerating the PLG flywheel
• Experience collaborating with an enterprise sales team, ultimately responsible for capturing revenue, based on both month-to-month PLG customers and committed spend contracts
• Strong background in events, paid search, integrated campaigns, ABM, marketing automation, lead management tools, and data-driven optimization
• Proven ability to adapt and scale demand generation strategies across multiple regions, with an understanding of global market dynamics and localization strategies
• Experience establishing m