Job Description
Highlight 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
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
