Demand Generation Lead

Key Responsibilities 1. Demand Generation Strategy & Programs - Own the global AI demand generation strategy and translate it into programmatic initiatives — campaigns, call-out sessions, and targeted outreach programs. - Partner with Marketing to ensure always-on, targeted campaigns aligned to priority accounts and industries. - Own execution, tracking, and reporting of demand generation activity across all channels. 2. Team Leadership & Field Enablement - Lead, coach, and develop the demand generation and market development team, setting cadence, targets, and standards of excellence. - Enable sellers with actionable messaging, collateral, and outreach strategies, and drive adoption among field teams who are not naturally inclined toward demand generation. - Translate AI value propositions into simple, customer-relevant conversations, and support sellers in customer-facing scenarios where needed. 3. AI-First Market Development & Account-Based Outbound - Direct a net-new account motion into energy, utilities, manufacturing, aerospace, field service, and asset-intensive industries — working named account lists, inbound leads, and intent-triggered targets. - Champion account-based outbound: deep account research, multi-touch sequences, and creative plays (direct mail, personalized video) that cut through the noise and earn a reply. - Operationalize intent data — when a target account is researching predictive maintenance, field service automation, or compliance AI, ensure the team follows up with custom, timely sequences built around that signal. 4. Messaging & Industry Context - Ensure AI messaging is industry-led and problem-focused, not purely product-driven. - Partner with Product Marketing to refine clear, compelling narratives for the field, and continuously adapt messaging based on market feedback. - Drive market research — hot topics, timely trends, and compliance deadlines in the industries we serve — and feed it into messaging and campaigns. 5. Field Cadence & Operating Rhythm - Establish and drive a structured global cadence for demand generation activity (call-out sessions, pipeline reviews, execution tracking). - Influence field teams to consistently allocate time to pipeline creation based on coverage gaps. - Ensure accountability without direct authority through strong stakeholder influence across regions and time zones. 6. Pipeline Management & Quality - Monitor pipeline creation, quality, and progression across CQ+ cycles, and drive pipeline hygiene, visibility, and forecast integrity. - Support opportunity progression through structured reviews and feedback, ensuring every handoff to AEs includes context marketing can reuse. 7. Data, Process, Tooling & Feedback Loops - Build and refine demand generation processes from scratch where needed, using data and analytics to optimize pipeline creation and conversion. - Leverage the AI-first stack (CRM, intent, analytics, and AI tools) to improve execution and reporting. - Maintain a tight feedback loop between field, marketing, and product — identifying what works, iterating rapidly, and turning frontline intel into better campaigns. How You’ll Work You’ll lead inside an AI-first marketing operation that’s being built from the ground up. That means: - AI-powered research and personalization. Copilot and Claude help the team research accounts, draft personalized outreach, and build sequences faster than they could manually. - Intent-driven prioritization. Outbound prioritizes accounts that are in-market, built around what they’re actively searching for. - Multi-channel plays. Email, LinkedIn, phone, video, and direct mail — with a bias toward experimentation over spray-and-pray. - Tight feedback loops. Frontline intel on what’s landing directly shapes targeting, messaging, and campaign strategy. Ways of working: operates as a highly hands-on leader with strong cross-functional influence; works across global time zones; based in or near a major IFS office (London/Staines, Stockholm, Chicago, Paris) on a hybrid model (minimum 3 days in office); acts as the bridge between strategy and execution. What We’re Looking For Experience & Skills - Proven experience in B2B enterprise software demand generation, sales, or GTM roles — ideally in AI, data, cloud, or platform solutions. - Track record of leading or building demand generation / BDR / market development teams and motions, not just reporting on pipeline. - Strong understanding of enterprise sales processes and seller behavior. - Experience building and executing programmatic, account-based demand generation initiatives. - Strong data-driven mindset with the ability to build and optimize processes from scratch. - Experience working in global, matrixed organizations. Core Competencies - Leadership that combines strategic direction with hands-on execution — willing to build, run, and iterate directly alongside the team. - Highly resilient and self-motivated, able to operate in ambiguity and handle pushback. - Strong influencer and communicator — able to drive behavior change across the field without direct authority. - Ability to translate complex AI concepts into simple, compelling, industry-relevant narratives. - Strong ownership mentality and bias for action, with high energy, drive, and ambition. - Account-based mindset — values sharp, researched outreach over high-volume templates, while maintaining the discipline that consistency requires. Preferred - Experience in industries such as Manufacturing, Construction, Energy, Aerospace & Defense, or other asset-intensive sectors. - Exposure to AI-led solutions and complex, multi-product sales environments. - Curiosity about industrial markets — our buyers respect people who understand their world.