Demand Generation & ABM Director

h2o.ai; San Francisco, Northern (CA, KY); Hybrid; USD 150,000 - 200,000; Full time

Benefits offered by this job

Remote-friendly culture

Flexible working environment

Career growth

World-class team

Job summary

H2O.ai, a leading AI company, is seeking a senior director-level marketer focused on ABM to own and scale our account-based strategy in the San Francisco Bay Area. You will start as a team of one and build the function, setting strategy and partnering closely with Sales to drive multi-stakeholder deals.

The role requires 8+ years of enterprise software experience, hands-on with modern ABM tools, and a metrics-first mindset.

Qualifications

• 8+ years driving pipeline at a B2B enterprise software company.
• Experience building named-account ABM programs and coordinating with Sales.
• Fluency with signals-based ABM: intent data, enrichment, scoring.

Responsibilities

• Lead ABM programs for named strategic accounts and multi-channel campaigns.
• Capture intent, enrich accounts, score and route to Sales with context.
• Orchestrate the ABM stack with RevOps and partner with Sales daily.
• Own and optimize demand-gen campaigns and funnel metrics in HubSpot/Salesforce.

Skills

ABM expertise

Pipeline growth

Demand generation

HubSpot & Salesforce

Marketing analytics

Cross-functional collaboration

Tools

HubSpot

Salesforce

ZoomInfo

Clay

LinkedIn

Reachdesk

Job description

H2O.ai is on a mission to democratize AI for Good. As the world’s leading agentic AI company, H2O.ai converges Generative and Predictive AI to help enterprises and public sector agencies develop purpose-built Agents, SLMs, and solutions on their private data. With a focus on secure, compliant, and infrastructure-flexible Sovereign AI deployments, H2O.ai delivers solutions that align with the highest standards of data privacy and control.
For more information, visit www.h2o.ai.

Its open-source technology is trusted by over 20,000 organizations worldwide, including more than half of the Fortune 500. H2O.ai powers AI transformation for companies like AT&T, Commonwealth Bank of Australia, Wells Fargo, Bank of America, Workday, Progressive Insurance, and NIH.

About This Opportunity

You own pipeline, with a hyperfocus on account-based marketing. Most of it will come from a focused set of strategic accounts, not broad inbound. This is a senior, director-level role reporting to the CMO. You start as a team of one and build the team over time, setting the strategy and building it yourself.
This position is based in San Francisco, Bay Area.

What You Will Do

• ABM (the core) - Tier and prioritize a named list of strategic accounts, and run 1:1, 1:few, and 1:many programs against them.
• Run a modern, signals-based motion: capture intent, enrich and score accounts, and route activated accounts to sales with the context to act.
• Orchestrate the ABM stack (ZoomInfo, Clay, LinkedIn, Reachdesk) with RevOps, and partner with sales daily on accounts, plays, and pipeline. No Tier 1 account sits untouched.
• Demand generation (the engine underneath) - Own the broader program (campaigns, nurture, email, webinars, paid, events) as air cover for the account motion.
• Own the funnel and its metrics, plus lead scoring, routing, and hygiene, in HubSpot and Salesforce.
• Own and manage the demand-gen budget, metrics-first.

What We Are Looking For

• 8+ years driving pipeline at a B2B enterprise software company, selling large-dollar deals with long, multi-stakeholder cycles.
• Real ABM experience: you have built named-account programs, prioritized accounts, coordinated with sales, and measured influence. You have run ABM, not just bought the tool.
• Fluency in the modern, signals-based ABM playbook: intent data, enrichment, scoring, and orchestration.
• Agentic, AI-driven marketing: you run the function with AI, not around it. Hands-on with Clay, Claude, and similar, with real AI-driven work to show.
• Hands-on with HubSpot and Salesforce.
• Metrics-first, and comfortable being held to a pipeline number alongside senior sales counterparts.
• A builder’s mindset. This is a stand‑up, and no task is beneath you.

How to Stand Out From the Crowd

• Experience marketing AI, ML, data, or other technical enterprise platforms.
• Experience with regulated-industry buyers (financial services, government, healthcare).

Why H2O.ai?

• Market leader in total rewards
• Remote‑friendly culture
• Flexible working environment
• Be part of a world‑class team
• Career growth

The base salary for this role ranges from $150,000 to $200,000. Compensation is determined based on several factors, including skills, experience, job scope, location, and relevant market compensation data.

H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.

H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting‑edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams.We push the boundaries of what is possible with artificial intelligence.

H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.

Please visit www.H2O.ai to learn more.

For information about how H2O.ai collects, uses, and protects your personal information during the recruitment process, please review our Candidate Privacy Notice.