Job Title: Demand Generation Specialist Location: SF Bay Area, hybrid, in-office 1-2 days/week Department: Marketing Overview We are looking for a pipeline-focused Demand Generation Specialist to build pipeline and convert interest into opportunities. This role is responsible for both generating high-intent leads and orchestrating how those leads move through the funnel—from MQL to opportunity to expansion—using marketing automation, AI-driven SDR workflows, and close alignment with sales and client success. This is a hands-on role for someone who understands that demand generation doesn’t stop at MQL.

You will design full-funnel programs, manage an AI SDR for inbound engagement, and build automated lifecycle journeys that increase meeting rates, accelerate sales cycles, and drive expansion. You will work closely with sales, client success, and product marketing to ensure every lead and client interaction is intentional, measurable, and revenue-oriented.

Key Responsibilities

Full-funnel demand strategy and execution Design and execute top-of-funnel campaigns across Google, LinkedIn, and third-party networks to generate high-intent demand Own experimentation and budget allocation across channels to maximize qualified demand and downstream pipeline impact MQL to opportunity conversion and lifecycle orchestration Build and optimize automated lifecycle programs in Marketo to convert MQLs into SQLs and opportunities Design segmentation and scoring frameworks that prioritize high-propensity leads and route them effectively to sales AI SDR management and inbound engagement Manage an AI SDR to respond to inbound leads in real time and book meetings Build escalation and handoff workflows between marketing, sales, and client success Continuously optimize messaging, sequences, and triggers to improve response rates and meeting conversion Hand-Off and Pipeline Optimization Partner with sales to align on qualification criteria, feedback loops, and pipeline acceleration strategies Track and report on MQL-to-SQL conversion, meeting rate, opportunity creation, pipeline contribution, and revenue influence Build dashboards and attribution models to tie campaigns to downstream revenue impact Contribute to structured A/B testing efforts across ads, landing pages, emails, and AI SDR messaging to support conversion rate optimization.

Required Qualifications

3+ years in demand generation, lifecycle marketing, or revenue marketing roles in B2B Demonstrated experience converting MQLs into opportunities, not just generating leads Hands-on experience with marketing automation platforms (Marketo required; Qualified strongly preferred) Strong Salesforce aptitude Strong analytical skills with experience building dashboards, attribution models, and funnel reporting Experience working in lean, fast-moving startup environments with cross-functional teams Excellent project management and communication skills Strong sense of role ownership and urgent execution

Preferred Qualifications

Experience marketing to enterprise or mid-market buyers in competitive SaaS categories Familiarity with intent data platforms, enrichment tools, and sales enablement technologies Experience with lifecycle marketing, customer expansion programs, and retention-focused automation Hands-on experience with experimentation frameworks and conversion optimization

Why Join Us

This is a high-impact role at a pivotal growth stage. You will directly influence revenue outcomes by shaping how demand is generated, captured, and converted. You’ll have ownership over the full lifecycle—from first click to expansion—using modern marketing automation and AI-driven engagement.

If you’re motivated by pipeline, conversion, and real business impact—and want to build the system that turns interest into revenue—we’d love to meet you.