Sr. Director Demand Generation

Overview:

SENIOR DIRECTOR, MARKETING DEMAND GENERATION

WHO WE ARE

Named among the best workplaces in the U.S. by Great Place to Work five times, honored on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine, Xactly is proud to be disrupting the incentive compensation market space. We’re building a culture of success and are looking for motivated professionals to join us!

THE OPPORTUNITY

As the Senior Director, Marketing Demand Generation at Xactly, you will be the core strategic leader responsible for the development, execution, and optimization of all integrated global marketing campaigns and the entire digital ecosystem. Your ultimate goal is to capture and drive predictable pipeline and revenue for Xactly’s Intelligent Revenue Platform. This is a critical leadership role that requires extensive experience in team management, operational rigor, and financial accountability within a B2B SaaS environment.

You will lead a multi-functional team spanning Campaign Management, Customer Marketing, Partner Marketing, Website Development, SEO, and Paid Digital. You will serve as the primary marketing partner to Sales and Revenue Operations leadership, ensuring seamless alignment from first touch through to closed-won revenue.

We are looking for a data-driven, innovative leader who can bring strategic vision, methodical operations, and measurable results to a high-growth environment.

Not only do we offer strong growth opportunities, but we also have a top-notch culture, benefits (check them out below) and more. Our strong C.A.R.E. values - Customer Focus, Accountability, Respect & Excellence - guide our every move, allowing us to be a leader in the incentive compensation & performance management market. We set the example with excellent customer experience and deliver an award-winning SaaS (Software-as-a-Service) product!

KEY RESPONSIBILITIES

Strategic Leadership & Revenue Ownership

• Revenue Strategy: Own, develop, and execute the global demand generation strategy (inbound and outbound) to consistently achieve quarterly and annual pipeline and revenue contribution targets.

• Sales Alignment: Act as the primary strategic partner to Sales Leadership, the Sales Development Team, and Revenue Operations, building a tightly aligned Marketing-Sales partnership and ensuring clean, efficient funnel processes.

• Budget Management & ROI: Own the Demand Generation budget, allocating resources strategically across channels to maximize pipeline and meticulously optimize Cost Per Lead, Cost Per Acquisition, and overall ROI.

• Agency & Partner Management: Oversee and manage all relationships with paid and organic digital agencies and key partners, ensuring they are integrated with internal teams, held accountable to rigorous performance KPIs, and delivering maximum value.

Team Management

• Team Leadership & Management: Lead, mentor, and manage a diverse, high-performing team of demand generation marketers. This includes setting team goals, managing individual and collective performance, and fostering a culture of continuous accountability, testing, and learning.

• Digital Ecosystem Ownership: Take ultimate responsibility for the performance and optimization of all digital marketing channels (SEO, SEM, Paid Social) and the corporate website as the primary engine for inbound demand and conversion.

• Integrated Campaigns: Direct the team on the development and flawless execution of high-impact, integrated campaigns utilizing all marketing mix channels, including SEM, SEO, display, paid social, content syndication, and email.

• Market Segmentation: Direct the team in building comprehensive, persona-based campaigns that account for the distinct buying behaviors and pipeline goals for both net new logo acquisition and customer upsell opportunities.

Execution & Optimization

• Funnel Optimization: Drive deep understanding and optimization of marketing funnel tactics and metrics by stage (MQL, SAL, SQL, Commit, Win), ensuring continuous improvement in conversion rates.

• Data-Driven Action: Make data-driven recommendations, drive cross-functional process improvements, and regularly optimize campaigns and investments to match evolving business needs and maximize campaign efficacy.

• Website Performance & CRO: Drive strategy and execution for Conversion Rate Optimization across the website, landing pages, and key digital assets to maximize the conversion of traffic to leads and opportunities.

• Goal Attainment: Ensure the team is consistently tracking toward and meeting monthly, quarterly, and annual MQL, pipeline and revenue goals by proactively identifying performance gaps and immediately implementing corrective optimizations throughout the funnel.

SKILLS & EXPERIENCE

• 15+ years of progressive experience in B2B Demand Generation, Campaign Marketing, or a related field, with a proven history in high-growth B2B SaaS environments.

• 7+ years of formal people management experience, including managing remote and hybrid employees and successfully leading and scaling multi-functional marketing teams.

• Deep executive-level understanding of funnel metrics, campaign analytics, and business intelligence, with mastery of translating complex data into strategic action and executive communication.

• Expert proficiency with marketing automation platforms (Marketo and Salesforce preferred), specifically as they relate to lead scoring, routing, and reporting infrastructure.

• Proven ability to work cross-functionally and influence stakeholders across Sales, Product, Finance, and Operations to drive alignment and shared outcomes.

Nice-to-Have Skills

• Experience in the Incentive Compensation, Sales Performance Management, or Revenue Operations space.

• Advanced experience targeting enterprise accounts, including the use of dedicated ABM technology platforms (e.g., 6sense, Demandbase).

• Experience targeting partners for referral or channel pipeline generation.

• Master’s degree in Business, Marketing, or a related field.

SUCCESS METRICS

WITHIN ONE MONTH YOU'LL

• Have the entire team (including agencies) fully aligned with company goals, with a clear execution plan, established operational cadences, and strong cross-functional alliances.

• Deliver a comprehensive strategic roadmap for the website and digital channels, identifying immediate optimization opportunities and setting clear, measurable targets for inbound pipeline growth.

• Identify immediate operational and strategic opportunities for improvement, providing actionable recommendations to drive growth across the funnel.

WITHIN SIX MONTHS YOU'LL

• Drive consistent, measurable net-new pipeline growth, with validated recommendations on where to invest for sustained measurable increases.

• Implement key pipeline acceleration activities and metrics to reach marketing goals.

• Launch successful demand generation campaigns for a major new product release, validating your Go-To-Market strategy and quickly realizing pipeline from the investment.

WITHIN TWELVE MONTHS YOU'LL

• Be running a high-performing, scalable demand generation operation that provides predictable pipeline contribution, tracked from first touch to closed-won revenue.

• Develop the strategic plan and budget for the next fiscal year, focused on scaling capacity and optimizing efficiency to achieve aggressive revenue targets.

BENEFITS AND PERKS

• Comprehensive insurance coverage (including pet insurance!)

• Flexible time off and sick days

• Short-term disability, long-term disability, maternity and parental leave

• Gym/fitness reimbursement and tuition reimbursement

• Flexible savings account & Health savings account

• Paid holidays and up to 3 days paid community and volunteer leave

• Life and AD&D insurance.

• 401(k) Retirement Savings Plan

• Access to wellness program (Grokker, EAP, quarterly wellness webinars)

• Employee discount program

• Additional voluntary benefits such as pet insurance, critical illness, accident insurance, hospital indemnity, and legal plan

Applications will be accepted only for those currently residing in the posted country for this role. There is no expectation of approval for an international relocation for this job.

The compensation range is specific to the posted job location and role and takes into account the wide range of factors considered in making compensation decisions but not limited to skill sets, experience, training, licensure, certifications, performance, and market and peer comparisons. Salary ranges allow for growth opportunities as the employee develops new skills and/or hones current skills.

A reasonable range estimate is $180,000 to $225,000 plus applicable bonus.

OUR VISION: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals.

OUR CORE VALUES: Customer Focus | Accountability | Respect | Excellence (CARE) are the keys to our success, and each day we’re committed to upholding them by delivering the best we can to our customers. Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement