Job description
Director of Demand Generation
The Director of Demand Generation will lead OneRail’s pipeline growth strategy, owning demand creation and conversion across the entire buyer journey. This role is responsible for building a scalable, revenue-aligned demand engine that connects awareness, acquisition, engagement, and pipeline impact.
This leader will take a performance-driven approach, combining creativity with rigorous measurement, and will work closely with Sales, Product Marketing, Revenue Operations, and Finance to ensure marketing investment translates into predictable, high-quality revenue outcomes.
Key Responsibilities
Demand Strategy & Pipeline Ownership
Own pipeline contribution targets across marketing-qualified leads, sales-qualified leads, opportunities, and revenue.
Design and execute integrated demand strategies that align acquisition, nurturing, and conversion across the full funnel.
Collaborate with Sales and Revenue Operations to improve funnel velocity, conversion rates, and forecasting accuracy.
Organic Growth & SEO
Define and lead OneRail’s organic growth strategy, spanning technical SEO, content performance, and authority development.
Ensure organic initiatives are tightly aligned to ICPs, buyer intent, and revenue-driving use cases.
Continuously evaluate performance to ensure organic growth delivers qualified pipeline—not just traffic volume.
Paid Acquisition & Performance Marketing
Lead paid demand programs across search, paid social, ABM, and emerging channels.
Manage budgets with a strong focus on efficiency, CAC optimization, and pipeline ROI.
Continuously test, learn, and reallocate spend based on channel performance and revenue impact.
Website & Conversion Optimization
Own OneRail’s website as a core demand channel focused on conversion and pipeline creation.
Lead ongoing experimentation to improve engagement, conversion paths, and CTA performance.
Optimize the journey from visitor to lead to sales-qualified opportunity.
Analytics, Attribution & Operational Excellence
Partner with Revenue Operations to own demand measurement, attribution models, and performance reporting.
Monitor and optimize key demand metrics, including:
- Cost per Lead
- Cost per Sales-Qualified Lead
- Cost per Opportunity
- Marketing-sourced and influenced pipeline ROI
Ensure demand programs scale efficiently and support long-term, sustainable growth.
Team Leadership & Cross-Functional Collaboration
Build and develop a high-performing demand generation team with clear ownership and accountability.
Establish goals, operating rhythms, and performance benchmarks across all demand channels.
Serve as a key partner to:
- Product Marketing on ICP alignment, positioning, and messaging
- Sales on pipeline quality, feedback loops, and conversion optimization
- Finance on budget planning, forecasting, and ROI management
Qualifications:
- 8-12+ years of progressive B2B demand generation experience, ideally within SaaS, logistics, or complex GTM environments.
Demonstrated success owning full-funnel demand and pipeline outcomes, not just lead volume.
Hands-on experience across:
- SEO and organic growth
- Paid acquisition and performance marketing
- Website optimization and CRO
- Funnel analytics and attribution
- Strong analytical orientation with comfort operating against revenue, efficiency, and growth targets.
Proven experience leading teams and influencing cross-functional stakeholders.
Preferred Qualifications:
- Experience in both enterprise SaaS and logistics/transportation tech markets (cross-industry hybrid background).
- Direct oversight of Demand Generation or Growth Marketing in addition to MarCom and Product Marketing.
- Experience owning or heavily influencing brand repositioning, category creation, or major market expansion initiatives.
Compensation
This role falls under Comp Band 8, with an annual base compensation expected to be between $136,000 and $166,000, depending on experience, qualifications, and geographic location.
Work Location
This position is based out of OneRail’s headquarters in Orlando, FL (ZIP 32819). While on-site presence may be required up to 3 times per month, remote candidates will be considered, with preference given to those located in the Central Florida area.
About OneRail
OneRail is a leading omnichannel fulfillment solution pairing best-in-class software with logistics as a service to provide dependability and speed to help businesses meet their delivery promise. With a real-time connected network of 12 million drivers, OneRail matches the right vehicle for the right delivery so brands lower expenses and increase capacity to rapidly scale their businesses. This people-plus-platform approach features a 24⁄7 USA-based exceptions team who maintain a 98% on-time delivery rate. By optimizing fulfillment processes, reducing costs and improving order accuracy with store-shelf-to-doorstep visibility, OneRail is committed to empowering clients and improving the customer experience.
OneRail was named to the Deloitte Technology Fast 500™ two years in a row, was ranked 19th in the 2025 FreightTech 25, named for the fifth year in a row to the FreightTech 100, was honored as one of Inc. magazine’s Best Workplaces 2023, was listed on Forbes’ lists of America’s Best Startup Employers for the last three years, was named to the Inc. 5000 two years in a row and was selected as the Last Mile Company of the Year for the 2024 SupplyTech Breakthrough Awards. To learn more about OneRail, visit OneRail.com.
