Vice President, Demand Generation

📌 Core Information

🔹 Job Title: Vice President, Demand Generation

🔹 Company: ON24

🔹 Location: San Francisco, California, United States

🔹 Job Type: Full-Time, Hybrid

🔹 Category: Marketing

🔹 Date Posted: 2025-05-22

🔹 Experience Level: 10+ years

🔹 Remote Status: On-site with hybrid flexibility

🚀 Job Overview

Key aspects of this role include:

• Developing and leading ON24’s global demand generation strategy
• Driving scalable pipeline creation and revenue growth through integrated campaigns
• Managing and optimizing a unified lead management process
• Collaborating with cross-functional teams to align and execute high-impact demand generation programs
• Fostering a high-performance, data-driven culture

ASSUMPTION: This role requires a strategic mindset, strong analytical skills, and the ability to work effectively with various teams. The ideal candidate will have a proven track record in demand generation for enterprise SaaS or technology companies.

📋 Key Responsibilities

✅ Develop and lead ON24’s global demand generation strategy focused on scalable pipeline creation and revenue growth through integrated campaigns, ABM programs, and digital initiatives.

✅ Develop quarterly demand generation strategy, tactical plan, channel mix, and reporting to deliver inbound pipeline and revenue targets by business segment.

✅ Manage and report on inbound pipeline contribution, leading indicators, and performance by segment and channel.

✅ Oversee all aspects of demand creation, from lead generation and nurturing to conversion and pipeline acceleration.

✅ Partner with Sales, Marketing, and Customer Success leadership to manage and optimize a unified lead management and customer lifecycle process.

✅ Align with regional teams to ensure local relevancy and responsiveness to market dynamics and opportunities.

✅ Drive a high-performing digital motion across paid and organic channels with the goal of driving quality traffic, improving conversion rates, and delivering a user-centric experience.

✅ Implement and refine data-driven testing strategies to improve campaign effectiveness.

✅ Establish and report on key performance metrics across the funnel to enable real-time optimization.

✅ Select, manage, and scale external partners and agencies that support demand generation efforts.

✅ Manage budget planning, allocation, and ROI analysis across demand programs.

✅ Drive marketing technology strategy and data infrastructure in collaboration with marketing operations and IT.

✅ Foster a high-performance, data-driven culture rooted in testing, iteration, and innovation.

ASSUMPTION: This role involves a high level of strategic planning, cross-functional collaboration, and data-driven decision making. The ideal candidate will be comfortable working in a dynamic, fast-paced environment and have a proven track record in demand generation.

🎯 Required Qualifications

Education: Bachelor's degree in Marketing, Business, or a related field. MBA preferred.

Experience: 10+ years of B2B marketing experience, with a strong track record in leading demand generation for enterprise SaaS or technology companies.

Required Skills:

• Proven expertise in ABM, digital marketing, content marketing, marketing automation, lead nurturing, and pipeline acceleration
• Strong analytical mindset with the ability to forecast, model, and optimize ROI across campaigns and channels
• Excellent leadership, communication, collaboration, and project management skills
• Passion for continuous learning, innovation, and driving measurable outcomes
• Strong knowledge of modern marketing tech stacks (e.g., Marketo, Salesforce, 6sense, Demandbase, Drift)

Preferred Skills:

• Experience working with AI-driven marketing platforms
• Fluency in multiple languages

ASSUMPTION: The ideal candidate will have a strong background in demand generation, a data-driven mindset, and the ability to thrive in a dynamic, collaborative environment.

💰 Compensation & Benefits

Salary Range: $225,000 to $275,000 per year. This range is not a guarantee of actual compensation that may be earned nor a promise of any specific pay for any specific employee, which is always dependent on relevant experience, education, skills, location, and other applicable factors.

Benefits:

• Health benefits designed to fit the needs of you and your family
• Unlimited PTO policy and wellness days to log off and recharge
• 11 paid company holidays for US-based employees + 1 Floating Holiday + 2 Floating Wellness days
• Employee Stock Purchase Plan
• 401K Plan with employer match
• Reimbursements covering home office expenses

Working Hours: Full-time, typically 40 hours per week, with flexible hybrid work arrangement.

ASSUMPTION: The salary range provided is an estimate based on industry standards for a role of this level and location. The actual compensation may vary based on the candidate's experience, skills, and other factors.

📌 Applicant Insights

🔍 Company Context

Industry: ON24 operates in the software development industry, focusing on providing an intelligent engagement platform for businesses to drive cost-effective revenue growth.

Company Size: ON24 has 501-1,000 employees, providing a mid-sized company environment with opportunities for growth and collaboration.

Founded: ON24 was founded in 1998 and is headquartered in San Francisco, California, with global offices in North America, EMEA, and APAC.

Company Description:

• ON24 helps businesses bring their go-to-market strategy into the AI era by driving cost-effective revenue growth through its leading intelligent engagement platform
• The company enables customers to combine leading first-party experiences with personalization and content, as well as capture and act on engagement insights to accelerate the buyer journey and propel pipeline forward
• ON24 provides a valuable source of first-party data to drive sales and marketing innovation, improve efficiency, and increase business results for its clients

Company Specialties:

• Webcasting
• Webinars
• Virtual environments
• Virtual events
• Online presentations

Company Website: www.on24.com

ASSUMPTION: ON24 is a well-established company with a strong focus on innovation and driving results for its clients through its intelligent engagement platform.

📊 Role Analysis

Career Level: This role is at the executive level, reporting directly to the Chief Marketing Officer or another senior marketing leader.

Reporting Structure: The Vice President of Demand Generation will lead a global team of demand generation specialists and may have direct reports, including managers and individual contributors.

Work Arrangement: This role follows a hybrid work arrangement, with employees working on-site for a portion of the week and remotely for the remainder.

Growth Opportunities:

• Potential to advance to a Chief Marketing Officer or other senior marketing leadership role
• Opportunities to expand the demand generation team and take on additional responsibilities
• Chance to work on high-impact projects and drive significant business results

ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to expand the team, take on additional responsibilities, and advance to senior leadership positions.

🌍 Location & Work Environment

Office Type: ON24's headquarters is located in San Francisco, California, with a modern, collaborative work environment designed to foster innovation and productivity.

Office Location(s): 50 Beale St, 8th Floor, San Francisco, CA 94105, US

Geographic Context:

• San Francisco is a major tech hub with a diverse range of industries and companies
• The city offers a high cost of living but also provides ample opportunities for professional growth and networking
• San Francisco is known for its vibrant culture, diverse neighborhoods, and proximity to natural beauty, including beaches, parks, and hiking trails

Work Schedule: The hybrid work arrangement allows employees to work on-site for a portion of the week and remotely for the remainder, providing flexibility to balance work and personal responsibilities.

ASSUMPTION: The San Francisco office provides a dynamic, collaborative work environment with ample opportunities for professional growth and networking. The hybrid work arrangement offers flexibility to balance work and personal responsibilities.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the HR team
• Behavioral and skills-based interviews with the hiring manager and other team members
• Final interviews with senior leadership
• Background check and offer extension

Key Assessment Areas:

• Strategic thinking and demand generation expertise
• Analytical skills and data-driven decision-making
• Leadership and team management skills
• Cross-functional collaboration and communication skills
• Cultural fit and alignment with ON24's values

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 that focus on your demand generation experience and leadership skills
• Research ON24's company culture and values to demonstrate your fit for the organization
• Be prepared to discuss your approach to data-driven decision-making and optimization

ATS Keywords: Demand Generation, B2B Marketing, Enterprise SaaS, ABM, Digital Marketing, Marketing Automation, Lead Nurturing, Pipeline Acceleration, Strategic Planning, Team Leadership, Cross-Functional Collaboration, Data-Driven Decision Making

ASSUMPTION: The interview process for this role will focus on assessing the candidate's strategic thinking, demand generation expertise, leadership skills, and cultural fit with ON24.

🛠️ Tools & Technologies

• Marketo
• Salesforce
• 6sense
• Demandbase
• Drift
• Other marketing automation and analytics tools

ASSUMPTION: The tools and technologies required for this role may vary depending on the specific needs of the organization and the candidate's areas of focus. The listed tools are common in demand generation roles and may be relevant to this position.

👔 Cultural Fit Considerations

Company Values:

• Customer-centric
• Innovative
• Collaborative
• Data-driven
• Results-focused

Work Style:

• Dynamic and fast-paced
• Data-driven and results-oriented
• Collaborative and team-focused
• Adaptable and open to change
• Customer-centric and focused on driving business results

Self-Assessment Questions:

• How do you approach strategic planning and execution in a dynamic, fast-paced environment?
• Can you provide an example of a time when you drove significant business results through data-driven decision-making?
• How do you foster a high-performance, data-driven culture within your team?
• How do you balance the need for innovation with the need to deliver consistent, measurable results?

ASSUMPTION: ON24 values candidates who are strategic thinkers, data-driven, collaborative, and results-focused. The ideal candidate will be able to thrive in a dynamic, fast-paced environment and drive significant business results through their demand generation efforts.

⚠️ Potential Challenges

• The role may require frequent travel to ON24's global offices and client sites
• The pace of work may be intense, with tight deadlines and high expectations for performance
• The role may involve managing a large team and navigating complex organizational dynamics
• The candidate may face competition from other experienced demand generation professionals

ASSUMPTION: The potential challenges for this role include frequent travel, a fast-paced work environment, and the need to manage a large team and navigate complex organizational dynamics. The ideal candidate will be adaptable, resilient, and able to thrive in a dynamic, high-pressure environment.

📈 Similar Roles Comparison

• This role is similar to a Chief Marketing Officer or Senior Vice President of Marketing in a smaller organization, focusing specifically on demand generation and go-to-market strategy
• In the context of the software industry, this role is comparable to similar positions at other enterprise SaaS or technology companies, with a focus on driving revenue growth through demand generation
• Career-wise, this role may serve as a stepping stone to a Chief Marketing Officer or other senior marketing leadership position

ASSUMPTION: This role is similar to senior marketing leadership positions at other enterprise SaaS or technology companies, with a focus on driving revenue growth through demand generation. The ideal candidate will have experience in a similar role or relevant transferable skills.

📝 Sample Projects

• Developing and executing a comprehensive demand generation strategy for a new product launch
• Optimizing the lead scoring and routing process to improve conversion rates and accelerate pipeline
• Expanding the demand generation team and implementing new tools and technologies to drive efficiency and results

ASSUMPTION: The sample projects for this role may vary depending on the specific needs of the organization and the candidate's areas of focus. The listed projects are common in demand generation roles and may be relevant to this position.

❓ Key Questions to Ask During Interview

• What are the key priorities for this role in the first 90 days?
• How does ON24 support the growth and development of its demand generation team members?
• What are the most significant challenges facing the demand generation function at ON24, and how can this role address them?
• How does ON24 measure the success of its demand generation programs, and what are the key performance indicators (KPIs) for this role?
• What opportunities are there for collaboration with other marketing functions, such as product marketing and brand, to align and execute high-impact demand generation programs?

ASSUMPTION: The key questions to ask during the interview for this role should focus on understanding the organization's priorities, growth opportunities, and expectations for success in the first 90 days. The ideal candidate will be strategic, data-driven, and results-oriented, with a strong track record in demand generation.

📌 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 that focus on your demand generation experience and leadership skills
• Research ON24's company culture and values to demonstrate your fit for the organization
• Be prepared to discuss your approach to data-driven decision-making and optimization
• Follow up with the hiring manager or HR team within one week of submitting your application to express your interest in the role

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.