Director, Demand Generation ABM

• Director, Demand Generation

  Enterprise Marketing | Reports to: VP, Enterprise Marketing

  About the Role

  WEKA is redefining data infrastructure for the AI era. As we scale in a rapidly changing market, we're looking for a Director of Demand Generation to own the end-to-end campaign engine that fills our pipeline: building, launching, and optimizing integrated, multi-channel campaigns. This is a campaigns-first leadership role. You're not just buying media or managing a few accounts — you're the architect of WEKA's campaign calendar and campaign playbook: what launches, when, to whom, through which channels, and how it's measured. You'll own the budget, the agency relationships, the campaign architecture, and the numbers. If you're passionate about building modern B2B marketing programs, thrive in high-growth environments, and love turning strategy into measurable business outcomes, this is an opportunity to make a lasting impact at one of the fastest-growing AI infrastructure companies in the world.

  
  

  What You'll Own

  Integrated Campaign Strategy & Execution

  • Own WEKA's end-to-end campaign engine: the campaign calendar, campaign briefs, launch planning, content and post-campaign retros — from concept through pipeline impact
  • Build multi-channel campaign architectures that combine paid media, email/nurture, webinars, content syndication, content, events, and organic/social into a single coordinated launch — not disconnected channel-by-channel pushes
  • Translate WEKA's vertical ABM cluster model (NeoCloud, Life Sciences, FinServ, Manufacturing, Sovereign) into repeatable campaign playbooks per cluster: consistent structure, messaging, timing, and measurement that can be launched and re-launched at scale
  • Continuously identify and stand up campaigns for new verticals/clusters as WEKA's ICP expands
  • Run a disciplined campaign operating rhythm — briefing, creative/content requests, QA, launch, mid-flight optimization, and retro — in partnership with Product Marketing, Field Marketing, and Corporate Marketing
  • Balance always-on cluster campaigns with targeted 1:1 account plays for strategic must-win accounts, knowing when each model applies
  • Own the campaign performance narrative: which campaigns are working, why, and what to scale, pause, or kill

  Paid Media & Performance Marketing

  • Own the paid media strategy and budget as a core channel within the broader campaign mix — spanning paid social (LinkedIn, etc.), search, programmatic, content syndication, and retargeting
  • Manage agency relationships and hold them to performance SLAs (cost-per-MQL, pipeline contribution, CARR influence) — including renegotiating or replacing underperforming partners
  • Build and defend the media mix model: how budget flows across clusters, campaigns, and funnel stages
  • Partner with Marketing Ops to ensure clean tracking, UTM discipline, and platform-to-CRM data integrity

  Pipeline & Attribution

  • Own demand gen's contribution to marketing-sourced and marketing-influenced pipeline against quarterly and annual targets
  • Work inside WEKA's multi-touch attribution model (Bizible/Salesforce, migrating toward W-Shaped/Full-Path) to report sourced vs. influenced CARR by campaign and cluster
  • Partner with RevOps/Sales on lead routing, SLAs, and funnel conversion — diagnosing and fixing leaks between MQL, SAL, and SQL
  • Evolve our scoring beyond individual leads — build and mature buying-group mapping and MQA (Marketing Qualified Account) scoring so cluster campaigns are measured on account-level engagement, not just single-contact MQLs
  • Partner with RevOps/Sales on lead routing, SLAs, and funnel conversion — diagnosing and fixing leaks between MQL, SAL, and SQL, and extending that discipline to MQA-to-SQA conversion as buying-group scoring comes online
  • Bring campaign-level ROI analysis (e.g. cost per sourced dollar, influenced CARR ratio) to monthly/quarterly business reviews

  Team & Cross-Functional Leadership

  • Build, lead, and develop a demand generation team (campaign managers, paid media specialists)
  • Partner closely with Field Marketing, Partner Marketing, Product Marketing, and Corporate Marketing to ensure every campaign is integrated across channels, not a standalone paid push
  • Represent demand gen and the campaign roadmap in GTM Council and pipeline reviews with Sales leadership

  What You Bring

  • 8+ years in B2B demand generation, with at least 3+ years at a Director level owning integrated campaign strategy end-to-end — calendar, briefs, launch, and retro — not just channel execution
  • Proven ability to build and run multi-channel campaigns that combine paid media, nurture, webinars/events, and content syndication into a single coordinated program
  • Direct experience running vertical or segment-based ABM campaigns at scale (not just 1:1 account plays) — you can speak to how you design a cluster campaign playbook, not just execute one
  • Deep hands-on paid media experience: LinkedIn, Google Ads, programmatic, content syndication — including agency management and SLA enforcement
  • Strong command of marketing attribution and pipeline reporting (Salesforce, Bizible or equivalent multi-touch attribution, Marketo/HubSpot)
  • Experience in infrastructure, storage, data platform, or AI/ML tooling — enterprise or usage-based B2B tech strongly preferred (comparable companies: VAST Data, Pure Storage, NetApp, Nutanix, Cohesity, DDN, Hammerspace, Qumulo, Databricks, Snowflake)
  • A track record of turning ambiguous, high-growth marketing orgs into disciplined, campaign-driven demand engines
  • Comfortable presenting campaign performance and pipeline ROI directly to sales and executive stakeholders

How We Work: The WEKA Way

We are Accountable: We take full ownership, always–even when things don’t go as planned. We lead with integrity, show up with responsibility & ownership, and hold ourselves and each other to the highest standards.

We are Brave: We question the status quo, push boundaries, and take smart risks when needed. We welcome challenges and embrace debates as opportunities for growth, turning courage into fuel for innovation.

We are Collaborative: True collaboration isn’t only about working together. It’s about lifting one another up to succeed collectively. We are team-oriented and we communicate with empathy and respect. We challenge each other and conduct positive conflict resolution. We are being transparent about our goals and the results we achieve. Together, we’re unstoppable.

We are Customer Centric: Our customers are at the heart of everything we do. We actively listen and prioritize the success of our customers, and every decision we make is driven by how we can better serve, support, and empower them to succeed. When our customers win, we win.

Concerned you don’t meet every qualification? Don’t let it stop you from applying!

Studies have shown that traditionally underrepresented groups may be less likely to apply for jobs if they don’t meet every qualification specified. WEKA is committed to building a diverse, inclusive, and authentic workplace. If you are excited about this position but are concerned your past work experience doesn’t match up perfectly with the job description, we encourage you to apply anyway – you may be just the right candidate for this or other roles at WEKA.

WEKA is an equal opportunity employer that prohibits discrimination and harassment of any kind. We provide equal opportunities to all employees and applicants for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Why Join WekaIO?

Weka IO is a leading provider of AI infrastructure software, working with some of the best known AI model developers, inference providers, NeoClouds/Hyperscalers, as well as the biggest enterprises. This is a unique opportunity to build a critical function from the ground up at a fast-growing, innovative company. You will have a direct impact on our ability to deliver our cutting-edge technology to customers worldwide. If you are a strategic thinker with a passion for operational excellence and a knack for negotiation, we encourage you to apply.