📌 Core Information
🔹 Job Title: Director, Demand Generation
🔹 Company: Gong.io
🔹 Location: Chicago | New York City | Salt Lake City | San Francisco
🔹 Job Type: Full-time
🔹 Category: Marketing
🔹 Date Posted: June 5, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Overseeing pipeline creation and acceleration for North American segments
- Designing targeted marketing programs to drive high-quality pipeline
- Collaborating with Sales leadership to ensure consistent pipeline flow
- Leading a team of Enterprise Marketing/ABM and Field marketers
- Hiring, mentoring, and clearing roadblocks for team members
ASSUMPTION: This role requires a strategic mindset, strong leadership skills, and a deep understanding of B2B SaaS marketing to drive demand generation and pipeline growth.
📋 Key Responsibilities
✅ Own the number: Drive to quarterly sourced pipeline targets for NAMER New Business and run consistent reviews with Sales leadership to stay on-track.
✅ Own the relationships: Be the tip of the spear for NAMER sales partners across segments like SMB, Mid-Market, Enterprise, and Industries and serving as the connective tissue between Sales and all teams within Marketing that drive pipeline growth.
✅ Drive demand generation strategy: Be the driver and representative of a unified demand gen plan with inputs from cross-functional teams within Marketing, including Digital, Events, PMM, Partner Marketing, and more.
✅ Run multi-tier ABM: Launch and optimize 1:Many, 1:Few, and 1:1 campaigns that turn intent signals into meetings and opportunities. Go above and beyond to secure revenue from our largest accounts.
✅ Lead field marketing: Orchestrate regional events, executive dinners, and partner activations that generate pipeline and accelerate late-stage deals. Build Executive Briefing Experiences (EBX) that inspire, drive value, and close deals.
✅ Build full-funnel programs: Partner with peer teams to combine digital, content, and event tactics to maximize reach, engagement, and conversion.
✅ Measure everything: Own reporting and budget re-allocation to hit goals.
✅ Coach a high-performing team: Lead a small, talented group of Enterprise Marketing/ABM and Field marketers; hire, mentor, and clear roadblocks.
ASSUMPTION: This role requires a strong focus on data-driven decision making, continuous optimization, and close collaboration with various teams within Marketing and Sales.
🎯 Required Qualifications
Education: Bachelor's degree in Marketing, Business, or a related field (or equivalent experience)
Experience: 10+ years in B2B SaaS marketing with 4+ years leading demand-gen or growth teams
Required Skills:
- Proven success owning pipeline and partnering tightly with Sales to exceed targets
- Hands-on expertise with 6sense/Demandbase, Salesforce, Sendoso, or similar tools
- Deep knowledge of ABM and events and a holistic understanding of multi-channel programs
- Data storyteller who can turn dashboards into clear decisions and executive-ready narratives
- Comfortable in a fast-paced, dynamic environment, along with creating and defining new programs/processes when doing something for the first time
Preferred Skills:
- Experience with Gong's Revenue AI Platform
- Fluency in additional languages (Spanish, French, German, etc.)
ASSUMPTION: Candidates with experience in B2B SaaS marketing and a proven track record of driving demand generation and pipeline growth will be most successful in this role.
💰 Compensation & Benefits
Salary Range: $153,000 - $227,000 USD per year (based on experience and location)
Benefits:
- Medical, dental, and vision plans
- Wellbeing Fund - flexible wellness stipend
- Mental health benefits with covered therapy and coaching
- 401(k) program
- Education and learning stipend
- Flexible vacation time
- Paid parental leave
- Company-wide recharge days each quarter
- Work from home stipend
Working Hours: Full-time (40 hours per week) with flexible scheduling
ASSUMPTION: The salary range provided is based on industry standards for a Director-level role in B2B SaaS marketing, with adjustments for experience and location.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically Revenue Intelligence and Conversation Intelligence
Company Size: 1,001-5,000 employees (mid-sized company with a dynamic and collaborative work environment)
Founded: 2015 (relatively young company with a strong focus on innovation and growth)
Company Description:
- Gong empowers revenue teams to improve productivity, increase predictability, and drive revenue growth by deeply understanding customers and business trends
- The Gong Revenue AI Platform captures and contextualizes customer interactions, surfaces insights and predictions, and powers actions and workflows essential for business success
- Gong serves over 4,000 customers worldwide, helping them unlock their revenue potential
Company Specialties:
- Revenue Intelligence
- Conversation Intelligence
- AI-powered insights and predictions
- Multi-channel marketing and sales enablement
Company Website: http://www.gong.io
ASSUMPTION: Gong is a fast-growing company with a strong focus on innovation and customer success. They prioritize a data-driven approach to revenue growth and empower their teams to make informed decisions.
📊 Role Analysis
Career Level: Director-level role with the opportunity to make a significant impact on the company's growth and success
Reporting Structure: This role reports directly to the Chief Marketing Officer (CMO) and works closely with various teams within Marketing and Sales
Work Arrangement: Remote OK, with the option to work from one of Gong's offices in San Francisco, Chicago, New York City, Salt Lake City, or Dublin
Growth Opportunities:
- Potential to advance to a VP or C-level role as the company continues to grow and expand
- Opportunities to lead and mentor a high-performing team, driving their professional development and success
- Chance to work on cutting-edge AI-powered technology and drive innovation in the revenue intelligence space
ASSUMPTION: This role offers a unique opportunity for a seasoned marketing professional to make a significant impact on a fast-growing company and drive revenue growth through strategic demand generation and pipeline management.
🌍 Location & Work Environment
Office Type: Hybrid (remote and in-office) with the option to work from one of Gong's offices or remotely
Office Location(s): San Francisco, Chicago, New York City, Salt Lake City, and Dublin
Geographic Context:
- San Francisco: A major tech hub with a vibrant startup ecosystem and a diverse talent pool
- Chicago: A growing tech scene with a strong focus on innovation and entrepreneurship
- New York City: A global financial and tech center with a diverse and dynamic business environment
- Salt Lake City: A thriving tech community with a strong focus on collaboration and growth
- Dublin: A major tech hub in Europe with a strong focus on innovation and international collaboration
Work Schedule: Full-time (40 hours per week) with flexible scheduling and the option to work remotely
ASSUMPTION: Gong offers a flexible and dynamic work environment that prioritizes collaboration, innovation, and employee well-being.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with a member of the HR or Talent team
- Behavioral and situational interviews with cross-functional stakeholders
- Case study or project presentation to showcase relevant skills and experience
- Final interview with the hiring manager or a panel of senior leaders
Key Assessment Areas:
- Strategic thinking and demand generation expertise
- Leadership and team management skills
- Data-driven decision making and analytical skills
- Collaboration and communication skills
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments
- Research Gong's products, services, and company culture to demonstrate your enthusiasm and understanding of the business
ATS Keywords: Demand Generation, Pipeline Management, ABM, Sales Collaboration, Marketing Strategy, Event Marketing, Data Analysis, Team Leadership, Digital Marketing, Content Marketing, Campaign Management, Customer Insights, Salesforce, 6sense, Demandbase, Sendoso
ASSUMPTION: Gong's interview process is designed to assess candidates' skills, experience, and cultural fit, with a strong focus on data-driven decision making and strategic thinking.
🛠️ Tools & Technologies
- Salesforce
- 6sense
- Demandbase
- Sendoso
- Additional marketing automation and analytics tools
ASSUMPTION: Candidates should have experience with relevant marketing automation and analytics tools, as well as a strong understanding of the sales and marketing technology landscape.
👔 Cultural Fit Considerations
Company Values:
- Customer-first mindset
- Data-driven decision making
- Continuous learning and improvement
- Collaboration and teamwork
- Innovation and creativity
Work Style:
- Dynamic and fast-paced environment
- Strong focus on data-driven decision making and continuous optimization
- Collaborative and cross-functional teamwork
- Opportunities for professional growth and development
Self-Assessment Questions:
- Do you thrive in a dynamic and fast-paced environment, and are you comfortable with creating and defining new programs/processes?
- Are you a strong data storyteller who can turn dashboards into clear decisions and executive-ready narratives?
- Do you have a proven track record of driving demand generation and pipeline growth in a B2B SaaS marketing role?
ASSUMPTION: Candidates who are strong cultural fits for Gong will be data-driven, collaborative, and innovative, with a customer-first mindset and a strong focus on continuous learning and improvement.
⚠️ Potential Challenges
- Managing a remote team and ensuring consistent performance and engagement
- Balancing the demands of multiple stakeholders, including Sales, Marketing, and Executive leadership
- Keeping up with the fast-paced and ever-evolving marketing technology landscape
- Driving consistent pipeline growth and exceeding quarterly targets
ASSUMPTION: This role presents unique challenges and opportunities for a seasoned marketing professional to drive demand generation and pipeline growth in a fast-paced and dynamic environment.
📈 Similar Roles Comparison
- This role is unique in its focus on driving demand generation and pipeline growth for North American segments, with a strong emphasis on ABM and field marketing
- Compared to other demand generation roles, this position offers a unique opportunity to lead a team and drive strategic marketing programs that span the full-funnel
- Career progression in this role may include advancing to a VP or C-level role as the company continues to grow and expand
ASSUMPTION: Candidates should have a strong understanding of the unique aspects of this role and how it compares to other demand generation and marketing leadership positions in the B2B SaaS space.
📝 Sample Projects
- Developing and executing a multi-tier ABM strategy to drive pipeline growth and revenue from Gong's largest accounts
- Building and optimizing full-funnel marketing programs that combine digital, content, and event tactics to maximize reach, engagement, and conversion
- Analyzing and reporting on pipeline performance to identify trends, optimize programs, and drive continuous improvement
ASSUMPTION: Candidates should be prepared to discuss their experience with relevant projects and provide specific examples of their achievements in driving demand generation and pipeline growth.
❓ Key Questions to Ask During Interview
- How does this role fit into the overall marketing strategy for Gong, and how will my work impact the company's growth and success?
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Gong support the professional development and growth of its marketing team members?
- What are the biggest challenges facing the demand generation team, and how can this role help address them?
- How does Gong measure the success of its demand generation programs, and what key performance indicators (KPIs) will I be responsible for tracking and optimizing?
ASSUMPTION: Candidates should come prepared with thoughtful and insightful questions that demonstrate their understanding of the role, the company, and the industry, as well as their eagerness to drive demand generation and pipeline growth.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments
- Research Gong's products, services, and company culture to demonstrate your enthusiasm and understanding of the business
- Follow up with the hiring manager or HR team within one week of submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
