Director of Demand Generation

Qualio; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Home office budget or co-working space

Education budget - 1,200/year

Retirement benefits (401k)

FSA plan

Work from home opportunities

Health insurance

Job summary

Qualio seeks a Director of Demand Generation to own a full-funnel, AI-native demand engine across net new, installed base expansion, and enterprise motions. You will design programs, run channels, and drive pipeline coverage in close partnership with BDR, RevOps, Product Marketing, and Sales to ensure every budget dollar traces to pipeline impact.

You will redesign processes with AI at the core, build scalable workflows, and lead a team focused on experimentation, signal-based outreach, and

Qualifications

• 3–5 years of demand generation in B2B SaaS with life sciences advantage.
• Experience with multi-stakeholder deals and recurring revenue models.
• Direct experience in life sciences, compliance, or regulatory tech is a meaningful advantage.

Responsibilities

• Own full-funnel demand engine across three motions: net new, expansion, and enterprise.
• Design programs and run channels to drive pipeline and budget attribution.
• Partner with BDR, RevOps, Product Marketing and Sales to coordinate motions.
• Build AI-first workflows and document outcomes for repeatable success.
• Maintain attribution infrastructure and real-time pipeline visibility across the GTM stack.

Skills

Demand generation

Team leadership

AI tooling

Channel strategy

Analytics & attribution

Cross-functional collaboration

Remote/asynchronous work

Stakeholder management

Tools

Clay

HubSpot

Intent data platforms

Sales engagement tools

Job description

• Pipeline generation is at the heart of Qualio’s growth strategy. We are shifting to a full-funnel, AI-native demand engine that supports three distinct motions: net new platform, expansion into the installed base, and servicing the next generation of pharma, biotech and medical device companies
• The Director of Demand Generation owns that engine. You design the programs, run the channels, and drive the pipeline coverage that the revenue org depends on. You work in close partnership with the BDR team, RevOps, Product Marketing, and Sales to make sure every motion is coordinated and every budget dollar is traceable to pipeline impact
• Manage a team to build and run a full-funnel demand engine with AI at its core. Design programs that cover all three sales motions: net new platform, installed base expansion, and enterprise. Every workflow you build starts with the question of where AI can remove friction, increase throughput, or surface signal earlier
• You do not add AI on top of existing processes. You redesign the process with AI as a foundational input, and you document the before and after so others can follow
• Partner with the BDR team to drive outbound pipeline quality. You provide ICP-fit targeting, campaign context, intent signals, and qualification intelligence that makes their outreach sharper
• You work with the BDR team on scoring logic, sequence strategy, and the feedback loop between outbound activity and pipeline outcomes. When outbound is not working, you figure out why together
• Run structured experiments and build a learning culture. You treat every channel as a hypothesis. You set up tests with clear success criteria, document outcomes whether they work or not, and make it easy for the rest of the team to learn from what you build. You are comfortable killing programs that do not perform
• Own channel strategy and budget allocation. You have managed paid, organic, outbound, content syndication, and events channels simultaneously. You make investment decisions from contribution data. You use signal-based outbound tools such as Clay and intent data platforms, not broadcast sequences
• Build and maintain attribution infrastructure. Work with RevOps to keep pipeline attribution clean and trusted. CAC payback and channel contribution are metrics you can speak to in any conversation, not just reporting cycles. The GTM team should have real-time pipeline visibility every week, and you are accountable for that data being accurate and acted on
• Model AI adoption for the broader team. You do not just use AI yourself. You build workflows that others can follow, document what works, and actively help the demand gen function and BDR team raise their own AI fluency. You bring the same experimental energy to AI adoption that you bring to pipeline programs

Benefits

• 12 weeks of parental leave
• Home office budget or co-working space budget
• Education budget - 1,200/year
• Retirement benefits (401k with 4% employer match)
• FSA plan
• Work from home opportunities
• Health insurance

This is not a role for someone who runs campaigns. It is a role for someone who builds systems, thinks in funnels, experiments relentlessly, and treats AI as infrastructure, not a featurePipeline ownership track record. You have been accountable for a pipeline number, not a lead number. You can talk about coverage ratios, conversion rates by stage, what drove pipeline in each period, and what you changed when it was not working. You have managed multiple channels simultaneously and made budget decisions from contribution data, not intuitionAI-first operating mindset. You think about demand generation in terms of systems and workflows and treat AI as a design constraint, not an add-on. You have used AI tooling to materially change how campaigns are built, how leads are scored, how sequences are personalized, or how performance is reportedYou can name specific tools, describe specific changes, and quantify the impact. You are not catching up on AI. You are running experiments with it nowB2B SaaS background with life sciences advantage. You have a minimum of 3 to 5 years of demand generation experience in B2B SaaS and understand how recurring revenue models, complex buying cycles, and multi-stakeholder deals shape how demand programs are built and measured. You know the difference between a practitioner buyer and an executive buyerDirect experience in life sciences, compliance, or regulatory tech is a meaningful advantage. If you do not have it, you demonstrate you ramp fast in technical or compliance-driven marketsExperimentation discipline. You run tests with clear hypotheses and clean measurement. You are not attached to any one channel or tactic. You have killed programs that others believed in because the data said they were not working. You document learnings as a default, not an afterthoughtDeep fluency with modern demand gen tooling. You are comfortable with Clay, HubSpot, intent data platforms, and sales engagement tools. You understand how enrichment workflows, ICP scoring, and signal-based outreach work in practice. You can assess a MarTech stack, identify the gaps, and prioritize what to build versus what to buyRemote-first work habits. You are an excellent asynchronous communicator. You write clearly, document your thinking, and do not need structure imposed from outside. You coordinate across time zones without frictionFunnel analytics fluency. You track input metrics and output metrics. You can identify a funnel problem before sales raises it. You build dashboards that the team actually uses. You speak to the GTM team in terms of pipeline by stage and coverage ratio, not MQL countsTeam building track record. You have recruited, built, and managed a demand generation team before and know what good looks like at each levelCross-functional credibility. You earn trust with sales, RevOps, CS, and BDR teams by showing up prepared, following through on commitments, and making their work easier. You operate as a strategic peer, not a campaign supplierStudies have shown that women and people of color are less likely to apply for jobs unless they believe they meet every single one of the qualifications as described in a job description. We are committed to building a diverse and inclusive company and we are most interested in finding the BEST candidate for the job. That candidate may be one who comes from a less traditional background, and that’s okay.