Director, Development Demand Center (Inside Sales Leader)

InterContinental 62s Group plc; Atlanta (GA); Hybrid; USD 180,000 - 210,000; Full time

Job summary

IHG is seeking a Director, Development Demand Center (DDC) to lead the Americas' centralized demand generation, marketing, and SDR coaching. You will drive strategy, optimize CRM/data, and deliver qualified opportunities to the development team, partnering with senior leadership to shape the plan.

You will coach an inside sales team, build high-performing teams, and collaborate across Development, Marketing, Technology, and External partners to achieve growth and ROI targets.

Qualifications

• 10+ years of experience in B2B marketing, demand generation, sales enablement or related roles.
• Experience leading demand generation centers and inside sales programs.
• Strong understanding of CRM, analytics, and digital marketing platforms.

Responsibilities

• Lead the strategy and evolution of the DDC to drive growth across the Americas.
• Generate, qualify, and nurture demand through integrated marketing and sales programs.
• Partner with tech and analytics to optimize CRM, data, and reporting for scalable growth.
• Establish measurement frameworks and value propositions to improve ROI.
• Coach and manage the inside sales team and pipeline execution.
• Build a cross-functional team aligned with Development, Marketing, Technology, and Operations.

Skills

Demand generation

B2B marketing

Sales enablement

CRM

Data analytics

Digital marketing platforms

Tools

Salesforce/HubSpot

Job description

The Director, Development Demand Center (DDC) leads IHG’s centralized function for finding, engaging, and qualifying hotel owners and developers across the Americas region, including the United States, Canada, Mexico, Latin America and the Caribbean. The Director stands up this capability, personally coaching and managing the inside sales (SDR) team while turning market intelligence and owner insights into marketing programs and the technology that support them, delivering qualified opportunities to the Americas development team and partnering with senior IHG Americas leadership to shape strategy.

Your day to day

• Lead the strategy, execution, and continuous evolution of the DDC to drive development growth and commercial objectives across the Americas region.

• Generate, qualify, and nurture demand through integrated marketing and sales acceleration programs, partnering with Development leadership on market planning to prioritize high-potential opportunities and increase pipeline conversion.

• Partner with technology and analytics teams to optimize CRM, data, and reporting capabilities that enable scalable growth, including demand gen process optimization for the SDR team.

• Establish performance measurement frameworks and compelling value propositions, content, and sales enablement tools that improve campaign effectiveness, funnel performance, and ROI.

• Personally coach and manage the inside sales (SDR) team, driving day-to-day pipeline execution.

• Build and lead a high-performing team while fostering alignment across Development, Marketing, Technology, Operations, and external partners.

What we need from you

• 10+ years of experience in B2B marketing, demand generation, sales enablement, commercial strategy, or business development.
• Experience building or managing demand generation centers, inside sales, growth marketing, or commercial acceleration programs.
• Strong understanding of CRM, marketing automation, data analytics, and digital marketing platforms.
• Demonstrated ability to lead cross-functional teams and organizational change initiatives.
• Experience managing complex sales cycles and driving measurable business growth.

Travel – less than 10% required

Location – Our hybrid work structure is an expectation of three (3) days a week in the ATLANTA office.

This expectation may be adjusted to evolve with the changing needs of the business.

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