Job description
Head of Demand Generation
About Tray.ai
Tray.ai is the creator of Merlin Agent Builder — the fastest way to build and deploy high-value AI agents without constraints. Built on our composable AI integration platform, it combines connectivity, data integration, governance, and scalability so enterprises can run AI agents across their entire stack.
We’re solving one of the biggest challenges in AI: how to move beyond isolated AI features to orchestrated AI that works everywhere it’s needed. Our customers use the Tray platform to integrate and automate their most critical processes, deploy production-ready agents in weeks instead of months, and keep governance and security under control at scale.
At Tray.ai, you’ll work on technology that’s defining how enterprises adopt AI. We’re a team that values curiosity, clear thinking, and getting things done. Here, you will collaborate with smart, driven people to tackle complex problems, and see the real-world impact of your work.
Your Mission
As Head of Demand Generation, you’ll lead our transformation from activity-based marketing to an integrated, experiment-driven engine that creates measurable business outcomes. This role combines strategic vision with hands-on execution – you’ll build the frameworks, processes, and campaigns that connect Tray’s story to our ideal customer profile and convert engagement into customers realizing maximum value.
You’ll work closely with sales leadership, marketing operations, product marketing, and our partner ecosystem to design scalable programs that generate high-quality pipeline, accelerate deal velocity, and enhance the entire buyer experience. This is an opportunity to shape demand generation at a company redefining enterprise AI adoption.
What You Will Do
- Lead an experimentation culture — Build a structured framework with clear hypotheses, testing cadences, and success criteria. Design and execute A/B and multivariate tests across tactics, persona-relevant messaging, offer sequencing, and lead scoring to identify and scale winning plays.
- Design unified demand plans — Spearhead the creation of integrated multi-touch campaign development with sales, product marketing, digital marketing, and partners. Map buyer journeys and ensure quality of persona-based messaging and landing pages that convert.
- Develop ABM and intent-based programs — Pilot and iterate account-based marketing plays leveraging intent data, market signals and account engagement to create personalized experiences for target accounts and engaged prospects.
- Optimize lead scoring and sales alignment — Implement behavioral lead scoring, engagement tracking, and leading-indicator metrics that predict pipeline health. Establish SLAs for lead follow-up and create rapid feedback loops with SDRs and AEs to continuously iterate on messaging and nurturing.
- Package sales-ready campaigns — Build talk tracks and touch sequences for the entire buying committee. Scope content requirements for each persona and buyer role, creating enablement kits that allow sales to act immediately on marketing signals.
- Drive data-driven insights — Partner with marketing operations and sales operations to automate dashboards and attribution reporting, categorize marketing-sourced meetings by quality, and develop repeatable performance reports that go beyond MQL counts.
- Expand and reimagine channels — Test and scale new approaches including roadshow-format workshops, closed-lost and win-back campaigns, case studies, competitive takeout programs, and other innovative plays that punch through the noise in our market.
- Lead and develop talent — Directly manage and mentor demand generation team members while influencing across cross-functional stakeholders. Provide clear goals, coaching, and feedback to elevate performance, modeling collaborative leadership that aligns all teams behind integrated campaigns.
About You
- 10+ years in B2B SaaS demand generation, growth marketing, or campaign marketing with proven success creating pipeline in complex enterprise markets
- Track record of building and executing structured experimentation programs and convert insights into repeatable motions
- Experience developing ABM strategies from the ground up across multiple channels, with expertise in intent data and account engagement orchestration
- Deep understanding of lead scoring methodologies, nurture design, and funnel stage content strategies
- Strong analytical mindset with ability to derive actionable insights from complex marketing data and attribution models
- Hands-on expertise with HubSpot, Salesforce, Outreach and modern ABM/intent platforms’
- Intense curiosity about AI and its applications in modern demand generation and experience experimenting with AI tools and approaches to improve outcomes, actively looking for ways to apply AI in building, testing, and scaling campaigns
- Exceptional collaboration skills with proven ability to align sales, marketing, and cross-functional teams around shared objectives
- Results-driven approach with bias for action and comfort operating in fast-paced, evolving environments
- Experience leading and developing marketing teams in high-growth SaaS companies
Location
Although Tray.ai is a fully remote organization, we are prioritizing applications of candidates based in the Bay Area.
Why Join Tray.ai?
Shape the Future of Enterprise AI — Help enterprises move beyond isolated AI features to orchestrated AI that transforms how work gets done across their entire technology stack.
Lead Innovation in Demand Generation — Build the demand generation engine that will power Tray’s next phase of growth, with the resources and autonomy to experiment and scale winning strategies.
Work with Cutting-Edge Technology — Engage with prospects and customers who are implementing the most advanced AI-powered integration, automation and AI agent solutions in the market.
Collaborate with Exceptional Talent — Join a team of curious, driven people who are defining how enterprises adopt AI, with opportunities to learn from industry pioneers in automation, integration and AI.
Make Measurable Impact — See the direct results of your work as customers deploy production-ready AI agents and transform their most critical business processes.
Your team will fully support you to do your best work
Our team is driven by performance, clear goals, and taking ownership of outcomes. We thrive in small, motivated teams that move fast and keep things simple — because speed is our greatest competitive advantage.
We believe in results over tenure, simplicity over complexity, and putting our customers at the heart of every decision. You’ll have the autonomy to own your domain while working to deliver meaningful outcomes that drive our mission forward. We love to achieve things that haven’t been done before, and we do it through clear communication, accountability, and relentless focus on what matters most.
We believe in diversity and equal opportunity
We believe that, in building diversity, we build strength. We encourage all to apply, and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status. We will make sure that people with disabilities are provided reasonable accommodation to participate in the job application or interview process.
Salary
If hired, the on target total compensation for this role is $190,000-$240,000 annually.
Our salary range is based on paying competitively for our size, industry, and location of the role, and are one part of many other compensation, benefit and reward opportunities we provide, including stock options.
Individual pay rate decisions are based on a number of factors including qualifications for the role, experience level, skill set, and balancing internal equity relative to peers at the company. The range above is a good faith estimate based on the expectations as laid out in the job description, however we are often open to a wide variety of profiles and recognize that the person we hire may be less or more experienced than this job description as posted. For this reason, the actual salary may vary from the estimate provided above.
Privacy Policy
To review Tray.ai’s Privacy Policy, please visit https://tray.io/privacy
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