Location: Remote (US) | Full-Time
Faros is the system for running engineering with AI. We give engineering leaders visibility into how work operates across code, people, and systems, and control over how that work progresses through enforceable workflows and policy. This enables organizations to deploy AI at scale and improve engineering throughput with stronger cost efficiency.
We're looking for a Director of Demand Generation to own the marketing pipeline number and lead our account-based go-to-market strategy. This is a hands-on, player-coach role. You won't just set the strategy for how we break into target accounts; you'll be in the details building the plays, working with sales pods to prioritize accounts, coordinating personalized outreach, and running the pipeline meetings that keep everyone accountable.
You own the pipeline across all channels, with a primary focus on outbound given our top-down sales motion. That means you're deeply connected to the SDR and sales teams, driving alignment on target accounts, ensuring outreach is personalized and relevant, and constantly debugging where deals stall or where coverage gaps exist. You're equal parts strategist and project manager: the person who figures out how to crack open an account and then orchestrates the team to make it happen.
You'll partner closely with product marketing for messaging and positioning, field marketing for events and executive experiences, and marketing ops for data, reporting, and tooling. You're the connective tissue between these functions and the revenue team, and you hold the accountability for turning that coordination into the pipeline.
Own the marketing pipeline number across all channels, with a primary focus on outbound given our top-down sales motion
Own quarterly demand gen planning and forecasting: set pipeline targets, build coverage models, and align resources to hit the number each quarter
Build and run the ABM strategy end to end: target account selection, tiering, personalized engagement plans, and multi-channel orchestration
Work hands-on with sales pods and SDRs to develop account-level strategies, align on prioritization, and drive personalized outreach that breaks into target accounts
Coordinate cross-functionally with product marketing, field marketing, and marketing ops to ensure messaging, events, data, and tooling all ladder up to ABM account plans
Run weekly pipeline meetings: report on health, diagnose bottlenecks, identify coverage gaps, and drive corrective action
Continuously test and optimize outreach channels, messaging, and engagement tactics based on performance data
Manage and direct external agencies and contractors as needed to extend demand gen capacity, ensuring work is on-brief, on-time, and aligned with account strategy
Build and grow the demand generation function as needs evolve
Ownership over process. You own the pipeline number, full stop. You don't wait for someone else to fix a gap; you diagnose it and drive the solution.
Intensity over comfort. You bring relentless focus to hitting the number. Pipeline meetings aren't status updates; they're working sessions where problems get solved.
Craftsmanship over throughput. You'd rather send 50 highly personalized outreach sequences to the right accounts than 500 generic emails to the wrong ones.
Transformational over predictable. You're always looking for the next play, the better signal, the creative angle that opens a door that cold outreach alone can't.
Living by our values over avoiding conflict. You push back when the target account list drifts, when outreach quality slips, or when pipeline numbers need honest conversation.
8+ years of experience in demand generation or growth marketing in B2B SaaS, with 3+ years in leadership roles
Deep experience building and running ABM programs, including account selection, tiered engagement strategies, and multi-channel orchestration
Hands-on experience with modern AI-powered prospecting and intent tools (Clay, AI enrichment platforms, signal-based targeting) to drive personalized, data-driven outbound
Proven track record of owning and hitting outbound pipeline targets
Hands-on experience working directly with SDR and sales teams on account planning, outreach strategy, and pipeline management
Strong analytical skills with experience building pipeline reporting, funnel analysis, and conversion dashboards
Experience running pipeline reviews and using data to diagnose bottlenecks and drive corrective action
Demonstrated ability to work cross-functionally with product marketing, field marketing, and marketing operations
Comfort operating as a player-coach: setting strategy and getting into the details of execution
Experience managing external agencies or contractors to deliver demand gen programs
Experience selling to engineering leaders (VPs of Engineering, CTOs, Directors of Platform/DevEx) or in the developer tools/infrastructure space
Familiarity with modern AI-driven ABM and intent platforms for signal-based account targeting and prioritization
Experience with outbound tooling and sequencing platforms (Outreach, Salesloft, Apollo, or similar)
Background in a high-growth startup where you built the demand gen function from early stage
Experience with product-led and sales-led hybrid GTM motions
Comfort with AI tools for personalization, research, and campaign optimization
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