Director, Demand Generation

CircleCI Inc.; San Francisco (CA); Remote; USD 189,000 - 235,000; Full time

Benefits offered by this job

Competitive benefits

Job summary

CircleCI is seeking a Director of Demand Generation to build and scale demand for a developer-first product. This remote role (USA) leads pipeline growth and revenue while aligning with education and community initiatives.

You’ll inspire a hands-on, high-performing team and partner across Sales, RevOps, Product, and Customer teams to deliver impactful campaigns. Candidates should have 8–12+ years in B2B marketing, with a track record in PLG and hybrid GTM models, and experience moving users from

Qualifications

• 8–12+ years of B2B marketing experience with demonstrated ownership of demand generation strategy and execution.
• Background in developer tools, cloud infrastructure, or a technical platform — you understand how developers evaluate and adopt products.
• Proven track record driving pipeline and revenue across PLG and hybrid GTM models, with a strong grasp of self-serve to paid transitions.
• Experience managing the handoff between self-serve and sales-assisted motions; you’ve designed the qualification logic.
• Deep understanding of the customer journey, lifecycle marketing, and data-driven decision making.
• Hands-on experience with marketing tools like HubSpot, Clay, Gong, Claude, 6sense, Linear.

Responsibilities

• Own demand generation strategy across self-serve and sales-assisted funnels.
• Lead and grow a high-performing demand gen team (internal and contractor).
• Partner with Sales and RevOps on ICP definition, segmentation, pipeline targets, and handoff design.
• Build multi-channel programs for developers: paid search, paid social, communities, content, webinars, events, partner-driven initiatives.
• Design and execute ABM programs targeting mid-market and enterprise accounts with tailored campaigns for key personas.
• Own lifecycle programs that drive activation, retention, and expansion across the full customer journey.
• Own pipeline, revenue, and funnel reporting; measure CAC, CPL, and ROI with experiments.

Tools

HubSpot

Clay

Gong

Claude

6sense

Linear

Job description

Protect yourself from fraudulent recruiters targeting CircleCI job seekers.

We prioritize the health and wellbeing of our employees through our comprehensive benefit package, including generous paid time off to rest and recharge, holistic mental health support, and benefits covering employees up to 100%.

Growth

Flexibility

What does it mean to work at CircleCI? For us, flexibility is key.

Director, Demand Generation & Lifecycle

CircleCI — Remote (USA)

The Opportunity

We're looking for a Director of Demand Generation to build and scale demand for a developer-first product. This role owns pipeline and revenue growth while respecting how developers actually discover, evaluate, and adopt tools — through education, community, and real technical value.

Hands‑on leadership with direct impact on how developers find, trust, and ultimately bring CircleCI into their organizations.

What You'll Do

Demand Strategy & Leadership

• Own demand generation strategy across self-serve and sales-assisted funnels
• Lead and grow a high-performing demand gen team (internal and contractor)
• Partner with Sales and RevOps on ICP definition, segmentation, pipeline targets, and handoff design

Developer-Centric Campaigns

• Build multi-channel programs for technical audiences: paid search, paid social, developer communities, technical content, webinars, events, and partner-driven initiatives
• Design and execute ABM programs targeting mid-market and enterprise accounts, with tailored campaigns for key personas and close coordination with SDRs and AEs
• Own lifecycle programs that drive activation, retention, and expansion — connecting product usage signals to marketing plays across the full customer journey

Analytics, Attribution & Optimization

• Own pipeline, revenue, and funnel reporting across all motions
• Measure and optimize CAC, CPL, pipeline velocity, and ROI through continuous experimentation
• Partner with RevOps to ensure clean data, accurate attribution, and scalable systems

Cross-Functional Collaboration

• Partner closely with SEO, Website, and Social teams to align on integrated programs and ensure demand gen motions are connected across the full digital footprint
• Work closely with Product, Sales, and Customer teams to support launches, GTM motions, and smooth handoffs across self‑serve, SDR, and Sales workflows

What We're Looking For

• 8–12+ years of B2B marketing experience with demonstrated ownership of demand generation strategy and execution
• Background in developer tools, cloud infrastructure, or a technical platform — you understand how developers evaluate and adopt products
• Proven track record driving pipeline and revenue across PLG and hybrid GTM models, with a strong grasp of how technical audiences move from self‑serve adoption to paid commercial and enterprise
• Experience managing the handoff between self‑serve and sales‑assisted motions — you've designed the qualification logic, not just inherited it
• Deep understanding of the customer journey, lifecycle marketing, and how to use data to drive decisions
• Hands‑on experience with tools like HubSpot, Clay, Gong, Claude, 6sense, Linear
• You've run demand gen at a developer‑centric company and have a clear point of view on what works for that audience — and what doesn't
• You've owned both a PLG funnel and a sales‑assisted pipeline program at the same company and understand the tension between them
• When signups go flat, your first question is where the traffic problem is — not what email to send
• Your direct reports have grown because of how you developed them

CircleCI is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

United States Base Pay Range

$188,500 — $235,250 USD

We will ensure that individuals with disabilities are provided reasonableaccommodation to participate in the job application or interview process, to performessential job functions, and to receive other benefits and privileges of employment.Please contact us to request accommodation.

About CircleCI

CircleCI is the world’s largest continuous integration/continuous delivery (CI/CD)platform, and the hub where code moves from idea to delivery. As one of the most‑usedDevOps tools - processing more than 3 million jobs a day - CircleCI has unique access todata on how the most effective engineering teams work, and the tools to help softwarecompanies successfully leverage the power of AI into their commercial applications.Companies like Hinge, HuggingFace, and Samsung use us to improve engineering teamproductivity, release better products, and get to market faster.

Founded in 2011 and headquartered in downtown San Francisco with a global, remoteworkforce, CircleCI is venture-backed by Base10, Greenspring Associates, Eleven Prime,IVP, Sapphire Ventures, Top Tier Capital Partners, Baseline Ventures, Threshold
Ventures, Scale Venture Partners, Owl Rock Capital, Next Equity Partners, Heavybit, andHarrison Metal Capital.

CircleCI is an Equal Opportunity and Affir We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender,gender identity, gender expression, transgender status, sexual stereotypes, age, statusas a protected veteran, status as an individual with a disability, or other applicablelegally protected characteristics. We also consider qualified applicants with criminalhistories, consistent with applicable federal, state and local law.