Head of Demand Generation & Marketing Operations

Head of Demand Generation & Marketing Operations at CB Insights The role Own pipeline generation. This role is responsible for building a system that consistently creates, captures, and converts high-intent pipeline from companies that fit our ideal customer profile. You will lead demand generation and marketing operations as one integrated engine, staying on the leading edge of AI and applying the latest advancements to improve targeting, execution, measurement, and team productivity. The Head of Demand Generation will report directly to our Chief Marketing Officer. What you’ll do Redesign how we work with AI. Stay on the leading edge of AI and continuously rethink how demand generation and marketing operations get done. Apply the latest advancements in AI to improve targeting, campaign execution, content creation, reporting, attribution, forecasting, and internal workflows—helping the team move faster, personalize at scale, and generate more pipeline with less manual effort. Build a predictable pipeline engine. Design and run programs that drive qualified pipeline across enterprise accounts. Balance demand creation (educating the market) with demand capture (converting active buyers). Deliver value in every interaction. Ensure prospects experience CB Insights inside real workflows early—through tailored outputs, working sessions, and hands-on experiences that accelerate conversion. Own performance and accountability. Define targets across MQL → SQL → SQO → pipeline. Track conversion, velocity, and ROI. Continuously optimize toward higher win rates and deal size. Run a high-performance channel mix. Scale what works across paid search, ABM, outbound support, events, and research-led programs. Cut what doesn’t. Lead marketing operations as a growth lever. Own systems, attribution, lead routing, scoring, and reporting. Ensure clean data, fast speed to lead, and clear visibility into pipeline. Partner tightly with sales. Align with AEs and SDRs on ICP, targeting, and execution. Ensure seamless handoffs and shared accountability for pipeline and revenue. Build and scale the team. Lead a team across demand gen and marketing ops. Set a high bar for execution, clarity, and results. What success looks like Consistent, high-quality pipeline that meets coverage targets Higher conversion rates from SQL → SQO → Closed Won Faster sales cycles driven by earlier value delivery Clear, trusted reporting on what drives pipeline and revenue Strong alignment between Marketing and Sales Your background 8 –12+ years in demand generation and/or marketing operations in B2B SaaS Proven track record of building pipeline engines that scale Deep experience with enterprise sales motions and ABM Strong command of marketing ops and related systems: Salesforce, HubSpot, Clay, Zoominfo, Leandata, etc. Data-driven operator — comfortable owning metrics, forecasting, and ROI Experience using intent data, signals, and AI to improve targeting and conversion Strong cross-functional leader who partners closely with Sales #LI-Hybrid