Head of Demand Generation

SaaS Labs; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

SaaS Labs seeks a Head of Demand Generation to own the end-to-end demand engine for JustCall. You’ll build sourced pipeline across segments, align with BDRs and Sales, and drive CAC efficiency while expanding the inbound and outbound flywheel.

You’ll translate revenue goals into integrated campaigns, run field events, and partner with product and marketing to scale ABM programs across multi-geos. This is a senior, high-ownership role in a fast-growing SaaS environment.

Qualifications

• Built demand gen programmes from scratch in a lean, high-growth environment.
• Run field events end to end with post-event pipeline measurement.
• Managed a demand budget with accountability for spend efficiency, CAC, and pipeline ROI.
• Experience in B2B SaaS sales and revenue operations.

Responsibilities

• Own sourced pipeline across SMB, Mid-Market, and Commercial segments - setting targets, building the motion, and being accountable for what enters the funnel.
• Build and scale the outbound engine through ICP segmentation, account scoring, and intent-led targeting - in tight partnership with BDRs and Sales.
• Drive the PLG-to-SLG motion - converting high-intent self-serve users into sales opportunities without disrupting the product-led flywheel.
• Lead inbound demand across content, SEO, G2, and community - improving CAC efficiency while maintaining pipeline quality.
• Translate revenue goals into integrated campaigns that BDRs and AEs can execute effectively - not just marketing initiatives that look good in isolation.
• Run field events end to end - speaker selection, venue, pre-event outreach, post-event follow-up, and sourced pipeline measurement.
• Build partner-led demand as a scalable growth channel - co-marketing, integration partner activation, and reseller enablement.
• Use RevOps data to drive decisions and execution - wiring attribution cleanly and making spend accountability non-negotiable.

Skills

Demand generation

ABM programs

Budget management

B2B SaaS

Tools

HubSpot

Salesforce

Job description

Most demand gen functions optimize for leads. We're building JustCall's demand engine to optimize for pipeline - sourced, qualified, and ready for Sales to close. As we scale from $40M to $100M ARR, the difference between winning and stalling is whether Marketing can generate demand that converts, not just traffic that looks good in a dashboard.

We need a Head of Demand Generation who can sit across the table from a CRO, a BDR lead, or a regional sales manager - and walk out with a campaign plan, a sourced pipeline target, and a motion that AEs can actually execute against. Someone who builds the outbound engine, runs the inbound flywheel, and treats CAC efficiency as a personal metric.

What you'll actually do

• Own sourced pipeline across SMB, Mid-Market, and Commercial segments - setting targets, building the motion, and being accountable for what enters the funnel.
• Build and scale the outbound engine through ICP segmentation, account scoring, and intent-led targeting - in tight partnership with BDRs and Sales.
• Drive the PLG-to-SLG motion - converting high-intent self-serve users into sales opportunities without disrupting the product-led flywheel.
• Lead inbound demand across content, SEO, G2, and community - improving CAC efficiency while maintaining pipeline quality.
• Translate revenue goals into integrated campaigns that BDRs and AEs can execute effectively - not just marketing initiatives that look good in isolation.
• Run field events end to end - speaker selection, venue, pre-event outreach, post-event follow-up, and sourced pipeline measurement.
• Build partner-led demand as a scalable growth channel - co-marketing, integration partner activation, and reseller enablement.
• Use RevOps data to drive decisions and execution - wiring attribution cleanly and making spend accountability non-negotiable.

What we're looking for

• Built demand gen programmes from scratch in a lean, high-growth environment - you're a builder, not an inheritor of mature playbooks.
• Run field events end to end - from speaker selection to post-event Sales follow-up and sourced pipeline measurement.
• Managed a demand budget with full accountability for spend efficiency, CAC, and pipeline ROI.
• Operated in B2B SaaS selling to sales, revenue ops, or customer-facing teams - you understand the pain JustCall solves.
• Worked with HubSpot, Salesforce, or equivalent - and know how to wire attribution cleanly across the funnel.

Edges that help

• You've run ABM programmes with coordinated outbound, field, and digital touches across named accounts.
• You've operated in a competitive SaaS category - UCaaS, CCaaS, Sales Engagement, or adjacent - and know how to win mind-share in a crowded market.
• You've localised demand programmes across multiple geos without losing strategic coherence.
• You've built partner-led demand - co-marketing, integration partner activation, or reseller enablement - as a meaningful pipeline source.
• You've used intent data platforms - 6sense, Bombora, G2 Buyer Intent - to sharpen outbound and ABM prioritisation.

How we work

• Outcomes over activity. We measure demand gen impact by sourced pipeline, CAC efficiency, and conversion to closed revenue - not MQLs generated.
• High ownership from day one - you'll build the demand engine, not inherit a finished one.
• Fast cycles, real ambiguity, and the expectation that you bring both creative instinct and analytical rigor to every campaign.
• Competitive pay tied to the pipeline you source and the revenue motion you enable.

The bigger picture

JustCall is SaaS Labs' flagship product - used by 6,000+ businesses across 70+ countries to run their customer conversations. We're backed by Peak XV and Base10 Partners, have crossed $40M ARR, and are building toward $100M with the team, the product, and the infrastructure to get there.

SaaS Labs takes pride in being an equal opportunity employer. We believe diverse teams build better products, which is why we're committed to making hiring or any employment decision regardless of race, colour, religion, national origin, age, sex, marital status, ancestry, disability, genetic information, veteran status, gender identity, sexual orientation, or any other characteristic.