Director, Demand Generation
Icertis
Icertis is seeing a strategic, customer focused and data-driven Director, Demand Generation – Customer Expansion to lead the planning and execution of integrated demand generation programs focused on expanding revenue within existing enterprise customers. Reporting to the VP, Demand Generation, this leader will design and deliver account-based marketing (ABM) motions, content, and channel plans that drive up-sell, expansion, and new product adoption. The role requires strong cross-functional collaboration to align on account-specific growth plays, while directly mentoring a small, high-performing team. The ideal candidate combines strategic vision with hands-on execution and rigorous performance optimization.
Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.
Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners, and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destination.
Icertis, Inc. provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, gender identity or expression, sex, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Icertis, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to careers@icertis.com or get in touch with your recruiter.
Icertis is seeing a strategic, customer focused and data-driven Director, Demand Generation – Customer Expansion to lead the planning and execution of integrated demand generation programs focused on expanding revenue within existing enterprise customers.
- Bachelor’s degree in Marketing, Business, or related field; MBA preferred.
- 8+ years of B2B marketing experience, including 3+ years leading demand generation or ABM functions focused on customer expansion in enterprise SaaS.
- Experience in Customer Marketing is preferable, including advocacy, reference programs, and customer storytelling.
- Proven track record driving pipeline and revenue growth within complex, multi-stakeholder accounts.
- Advanced proficiency with ABM and intent platforms (e.g., 6sense, Demandbase) for strategy, segmentation, and orchestration.
- Experience with gifting/direct mail platforms (Sendoso, Postal) for personalized engagement and pipeline acceleration.
- Proficiency with Salesforce and analytics/BI tools (dashboards, cohort analysis, attribution).
- Strong analytical mindset; fluency in campaign measurement, funnel diagnostics, and performance optimization.
- Demonstrated ability to lead and develop teams and capability for hands-on execution.
- Exceptional collaboration, communication, and project management skills; thrives in a fast-paced, dynamic environment.
Strategic Leadership
- Develop and own the customer expansion demand generation strategy aligned to company growth objectives and revenue targets.
- Partner with Sales Development, Customer Experience, and Account Management to drive deep alignment and execute account-specific growth plays.
- Lead, mentor, and develop a high-performing team; foster a culture of accountability, innovation, and operational excellence.
- Drive cross-functional collaboration to ensure seamless execution of expansion programs and alignment on KPIs.
Integrated Campaign & ABM Development
- Architect and oversee multi-channel 1-to-1 and 1-to-few ABM campaigns to priority accounts and key customer segments. Support execution of campaigns as needed and utilize AI tools for personalization.
- Design content strategies tailored to key personas (Legal, Procurement, IT, Risk, Finance).
- Develop activation plans to buying committees utilizing a multi-channel approach, personalized outreach, executive engagement, and peer-to-peer programs.
- Leverage customer health data, intent signals, and predictive analytics to identify expansion opportunities, accelerate progression, and improve conversion velocity.
Sales & Sales Development Enablement
- Collaborate with Sales and Partners on joint account planning, workshops, and innovation sessions.
- Develop sales enablement assets and messaging frameworks for expansion motions, utilizing AI tools.
- Lead regular cross-functional syncs to review target accounts, new signals, and campaign results, optimizing campaigns accordingly.
- Work with the analytics team to develop and maintain shared dashboards for tracking program impact and pipeline contribution.
Performance, Analytics & Optimization
- Own measurement and reporting against expansion program KPIs including overall impact on opportunity creation, expansion pipeline, conversion rates, revenue and ROI.
- Drive a culture of experimentation and continuous improvement to optimize performance of the expansion program.
- Manage the overall expansion program budget, ensuring efficient investment across campaigns and tactics.