Director, Demand Generation

Highlight is looking for a Director of Demand Generation to own top-of-funnel pipeline generation across inbound, outbound, paid, organic, events, and AI-enabled prospecting while directly overseeing the BDR function. Working closely with the CRO and Product Marketing, this role will architect a demand engine that blends human prospecting, AI-enabled workflows, intent data, and signal-based targeting to drive measurable pipeline growth. Success at Highlight and in this role requires a builder mindset, strong full-funnel ownership, and the ability to combine strategy and hands‑on execution to create scalable pipeline generation systems.

If you want to build a modern, AI‑forward revenue engine — not maintain legacy marketing motions — this is your seat.

• Own net-new pipeline generation across inbound, outbound, paid, organic, and event‑driven channels, with accountability for pipeline quality and conversion.
• Build a predictable, repeatable pipeline engine focused on Tier 1 ICP accounts and high‑value enterprise opportunities.
• Develop signal‑based targeting strategies leveraging intent data, hiring signals, funding activity, and other buying triggers.
• Track and optimize full‑funnel performance from early pipeline stages through Closed Won, ensuring demand efforts drive real revenue outcomes.
• Hire, coach, and manage the BDR team responsible for outbound pipeline creation and daily prospecting execution.
• Design structured outbound cadences and prospecting systems that combine disciplined BDR activity with AI‑assisted research and personalization.
• Architect and implement AI‑enabled workflows for prospect research, messaging generation, targeting, and campaign execution.
• Partner closely with Product Marketing and Sales leadership to align messaging, campaigns, and pipeline strategy with enterprise opportunities.
• Establish strong operational rigor through Hub Spot reporting, attribution modeling, and regular pipeline inspection with revenue leadership.
• Continuously iterate on demand generation strategies, channels, and messaging to improve conversion rates, pipeline velocity, and overall revenue impact.

• 7–10+ years of experience in B2B SaaS demand generation or growth marketing roles.
• Experience directly managing BDR/SDR teams and owning outbound pipeline performance.
• Proven track record of building pipeline generation engines in high‑growth companies, ideally in the $5M–$50M ARR stage.
• Deep understanding of how inbound, outbound, events, and product marketing initiatives work together to generate pipeline.
• Comfortable operating in high‑accountability environments where pipeline performance is highly visible.
• Experience collaborating closely with sales leadership and executive stakeholders.
• Builder mindset with the ability to design systems, processes, and playbooks from the ground up.
• Highly analytical and data‑driven, with strong command of funnel metrics and pipeline performance.
• Comfortable balancing strategic thinking with hands‑on execution.

• Uses AI tools and automation regularly to improve prospecting, research, and messaging workflows.
• Has built or scaled modern outbound and demand generation programs in a startup or high‑growth environment.
• Experienced in implementing signal‑based targeting, intent‑driven outreach, and data enrichment workflows.
• Comfortable experimenting with new tools, workflows, and AI‑driven prospecting approaches.
• Thrives in fast‑moving environments where ownership, autonomy, and accountability are high.
• Has experience selling into enterprise B2B buyers, ideally in SaaS, data, insights, or research technology.
• Brings a strong partnership mindset and works effectively across Sales, Marketing, Product Marketing, and Revenue Operations.

• Health insurance (medical, dental, vision) with 100% of employee premiums covered
• Unlimited PTO
• Flexible, remote WFH culture
• Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)
• Based on previous experience and skillset, the base salary for this position is $128,000 - $160,000