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Head of Demand Generation & Marketing Operations

External
cbinsights logoCbinsights · NY
$185K–$235K/yrFull-timeOn-site1mo ago30+ days old, may be filled
ForecastingHubSpotLeadershipLessMoveRouting
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About the role

Own pipeline generation. This role is responsible for building a system that consistently creates, captures, and converts high-intent pipeline from companies that fit our ideal customer profile. You will lead demand generation and marketing operations as one integrated engine, staying on the leading edge of AI and applying the latest advancements to improve targeting, execution, measurement, and team productivity. The Head of Demand Generation will report directly to our Chief Marketing Officer.

Responsibilities

  • Build a predictable pipeline engine. Design and run programs that drive qualified pipeline across enterprise accounts. Balance demand creation (educating the market) with demand capture (converting active buyers).
  • Deliver value in every interaction. Ensure prospects experience CB Insights inside real workflows early-through tailored outputs, working sessions, and hands-on experiences that accelerate conversion.
  • Own performance and accountability. Define targets across MQL → SQL → SQO → pipeline. Track conversion, velocity, and ROI. Continuously optimize toward higher win rates and deal size.
  • Run a high-performance channel mix. Scale what works across paid search, ABM, outbound support, events, and research-led programs. Cut what doesn't.
  • Lead marketing operations as a growth lever. Own systems, attribution, lead routing, scoring, and reporting. Ensure clean data, fast speed to lead, and clear visibility into pipeline.
  • Partner tightly with sales. Align with AEs and SDRs on ICP, targeting, and execution. Ensure seamless handoffs and shared accountability for pipeline and revenue.
  • Build and scale the team. Lead a team across demand gen and marketing ops. Set a high bar for execution, clarity, and results.
  • What success looks like
  • Consistent, high-quality pipeline that meets coverage targets
  • Higher conversion rates from SQL → SQO → Closed Won
  • Faster sales cycles driven by earlier value delivery
  • Clear, trusted reporting on what drives pipeline and revenue
  • Strong alignment between Marketing and Sales
  • Your background
  • 8 -12+ years in demand generation and/or marketing operations in B2B SaaS
  • Proven track record of building pipeline engines that scale
  • Deep experience with enterprise sales motions and ABM
  • Strong command of marketing ops and related systems: Salesforce, HubSpot, Clay, Zoominfo, Leandata, etc.
  • Data-driven operator - comfortable owning metrics, forecasting, and ROI
  • Experience using intent data, signals, and AI to improve targeting and conversion
  • Strong cross-functional leader who partners closely with Sales
  • #LI-Hybrid
  • Please note this is a US-based role.
  • In addition to base salary listed below, this role is also eligible for a bonus opportunity.

Benefits

$185,000 - $235,000 USDWhat we're all aboutCB Insights Leadership PrinciplesAt CB Insights, everyone is expected to be a leader. These leadership principles are like an operating system for our culture. Use the principles as a practical guide to making decisions.We are what we repeatedly do. By living the principles outlined below, we will build an outstanding company and do insanely great work.Solve customer problems. It's our highest calling. Designing a product? Start from the customer problem it solves. Updating our sales process? Flip it around, and simplify the customer buying process.Think BIG! Start small. Great changes start with a first step. Find it. Take it. Build a system around what works. This is the secret to bringing a vision to life.Go and see with your own eyes. Meet the customer, use the product, talk to the field. Great systems aren't built from afar.Priorities: Choose one. Leaders give the gift of clarity. They find the most important thing and do it. Max power. Top speed.Danger zones:Bureaucracy. May the best ideas and execution win.Complexity. Leaders use frameworks and systems to simplify.No commitment. Leaders don't compromise just to get along. Debate. Disagree. But once a decision is made, commVision insurancePerformance bonus

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