Senior Director, Demand Generation

Drata; San Francisco (CA); On-site; USD 236,000 - 291,500; Full time

Benefits offered by this job

Stock equity

Health insurance

401(k)

Parental leave

Learning stipends

Flexible time off

Job summary

Drata is seeking a Senior Director of Demand Generation to build and lead a comprehensive demand engine for global pipeline generation. You will own end-to-end campaigns across digital and ABM, optimize funnel performance, and align with Sales, RevOps, and partner teams to drive revenue growth.

The role emphasizes AI-driven processes, scalable workflows, and close collaboration with Marketing and Sales to deliver measurable impact and continuous improvement.

Qualifications

• 8–12+ years in B2B SaaS demand generation or growth marketing, with leadership experience.

Responsibilities

• Build end-to-end demand programs across digital, integrated channels, and AI-enabled workflows.
• Own digital channel performance and campaign orchestration.
• Lead testing and optimization of creative, targeting, and conversion paths.
• Partner with product marketing for messaging and offers in integrated campaigns.
• Establish reporting on pipeline contribution, ROI, and channel performance.
• Develop and coach a high-performing demand generation team.

Skills

Demand generation leadership

Digital/multi-channel

Analytics/ROI

Cross-functional collaboration

Tools

Salesforce

HubSpot

Marketing automation

Job description

Job Summary

We are seeking a Senior Director of Demand Generation to lead the strategy, execution, and performance of our demand engine. This role owns pipeline creation across digital, integrated campaigns, and account‑based programs, and is responsible for building a high‑performing demand generation system that supports global pipeline generation.

What You'll Do

• End‑to‑end demand generation strategy across digital, integrated campaigns, and scalable multi‑channel programs.
• Pipeline creation and acceleration aligned to revenue targets.
• Campaign planning and execution across personas, segments, and buying stages.
• Budget allocation, channel mix optimisation, and performance management.
• Funnel performance improvements across volume, conversion rates, and pipeline velocity.
• Alignment with Sales, SDR, RevOps, and Partner teams to ensure pipeline quality and follow‑up.
• Contribution to global pipegen efforts across regions, segments, and go‑to‑market priorities.

Core Responsibilities

• Build and execute AI systems for multi‑channel demand programs that drive measurable pipeline and revenue.
• Own digital channel performance and campaign orchestration.
• Lead testing and optimisation strategies across creative, targeting, landing pages, and conversion paths.
• Partner with content and product marketing to develop high‑performing messaging and offers for integrated campaigns.
• Establish clear reporting on pipeline contribution, ROI, and channel performance.
• Manage and develop a high‑performing demand generation team.

AI as a Demand Generation System

• Advance our use of AI as a connected system within demand generation, moving beyond individual use cases to more integrated, scalable workflows and agents.
• Build and optimise AI‑driven processes across campaign execution, personalisation, lead management, and sales handoff.
• Partner with RevOps and Marketing Ops to deepen AI integration into core GTM systems such as scoring, routing, enrichment, and forecasting.
• Identify opportunities to increase efficiency, testing velocity, and conversion through AI‑enabled workflows.
• Ensure AI systems are measurable, repeatable, and tied to pipeline performance and business outcomes.
• Contribute hands‑on to evolving how AI is applied across the demand generation function.

What You'll Bring

• 8–12+ years in B2B SaaS demand generation or growth marketing, with leadership experience.
• Proven success driving pipeline through digital, integrated, and multi‑channel programmes.
• Strong understanding of funnel dynamics, conversion optimisation, and performance analytics.
• Experience managing budgets and optimising for ROI across multiple programmes.
• Deep experience partnering with Sales and RevOps in a pipeline‑driven organisation.

AI & Technical Experience

• Experience working with AI‑driven marketing workflows, systems, or automations in a production environment.
• Ability to think in systems, including inputs, workflows, outputs, and feedback loops.
• Familiarity with CRM, marketing automation, and data systems such as Salesforce, HubSpot.
• Comfort evaluating and operationalising new approaches that improve performance.

Leadership Profile

• Strategic and execution‑oriented, with a strong operator mindset.
• Data‑driven and focused on measurable business outcomes.
• Builder mentality with a focus on scalability and efficiency.
• Strong cross‑functional collaborator and communicator.
• Comfortable operating in an environment that is continuously evolving and improving.

How We Support You

At Drata, our people are our strongest advantage—and we prove it with support that exceeds industry standards.

• Shared Success: We provide stock equity to ensure that as the company grows, you share directly in that success.
• Health & Wellness: Up to 100% employer‑paid premiums for medical, dental, and vision coverage for employees and their dependants, along with comprehensive wellness benefits.
• Financial Well‑being: A comprehensive suite of financial benefits, including a 401(k) plan, company‑paid life and disability insurance, tax‑advantaged spending accounts, and a range of discounted voluntary offerings.
• Family Support: Paid parental leave policy after six months of employment, fertility and family‑building benefits, and dedicated leave specialists.
• Growth & Development: Generous annual stipends for professional and personal development, and a wide range of internal learning opportunities.
• Time Off & Flexibility: Flexible vacation policy, paid holidays, and other perks to recharge.

Salary and Compensation

This role will receive a competitive base salary, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The applicable salary range for each US‑based role is based on where the employee works and is aligned to one of three tiers based on the cost of labour for that geographic area.

• Tier 1: $236,000 – $291,500
• Tier 2: $212,300 – $262,300
• Tier 3: $188,800 – $233,200

You can view which tier applies to where you plan to work here. A variety of factors are considered when determining someone’s level and compensation—including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.