Senior Director of Global Demand Generation, Icertis
AI-powered contract management & intelligence platform
Job no longer available
AI-powered contract management & intelligence platform
1001+ employees
Job no longer available
1001+ employees
Company mission
To empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- The ideal candidate takes a metrics-led approach to decision making, experimentation, and optimization, and is an expert in building full-funnel demand engines for Enterprise SaaS with the ability to align Marketing, Sales, and cross-functional teams around shared revenue goals
- Bachelor’s degree in Marketing, Business, or related field; MBA preferred
- 10+ years of B2B marketing experience, including 5+ years leading global demand generation functions
- 5+ years of hands-on ABM leadership experience required; strong fluency in Enterprise buying committees and multistakeholder motions
- Proven track record driving pipeline and revenue for Enterprise SaaS. Must be comfortable owning global pipeline and revenue targets
- Expertise developing early stage campaigns that uncover pain points and build interest in solution categories
- Advanced proficiency with ABM and intent platforms such as 6sense or Demandbase (strategy, segmentation, orchestration)
- Experience with gifting/direct mail platforms (Sendoso, Postal) for personalized engagement
- Strong understanding of Sales Development operations, outbound strategies, and Sales enablement
- Proficiency with Marketo, Salesforce, and analytics/BI tools
- Strong analytical mindset with evidence of data driven decision making
- Exceptional cross functional collaboration, communication, and leadership skills with experience aligning GTM teams
- Ability to excel in a fast-moving global organization, balancing strategic vision with hands-on execution.
What the job involves
- Reporting to the VP of Demand Generation, this leader will own the strategy, execution, and optimization of initiatives that fuel pipeline and revenue growth for Icertis’ new business segment
- Develop a comprehensive global demand generation strategy that drives awareness, consideration, and conversion across the buyer’s journey—from problem identification through purchase
- Lead, coach, and develop a high-performing global demand generation team with a culture of accountability, experimentation, and operational excellence
- Align demand generation efforts with Sales priorities and revenue targets; ensure seamless and transparent collaboration with cross functional GTM teams
- Run monthly GTM alignment sessions with Sales, Sales Development, Partner, RevOps, and Solution Advisory teams along with cross functional Marketing stakeholders
- Architect and oversee multichannel integrated campaigns including content strategy, digital marketing, events, partner motions, and enablement plans
- Drive early-stage category level campaigns that articulate buyer pain points, shape problem awareness, and introduce the Icertis CLM platform
- Build and execute tiered ABM strategies (1:1, 1:Few, 1:Many) designed for Enterprise accounts in priority verticals. Utilize AI tools for personalization
- Activate buying committees through coordinated tactics including account based advertising, gifting, dimensional mail, field events, and personalized outreach
- Use intent signals, predictive modeling, and personalization to increase engagement and accelerate progression for high value accounts
- Partner closely with SDR leadership to fuel high quality outbound prospecting motions across key segments and strategic industries
- Create outbound playbooks and messaging frameworks that increase SDR productivity and account penetration
- Collaborate on account prioritization, sequencing logic, and persona specific outreach strategies
- Deliver scalable, customized assets for Sales (e.g., personalized landing pages, email templates, 1:1 ABM kits), utilizing available AI tools
- Provide frameworks for integrating webinars, gifting, content hubs, and events into ABM and pipeline acceleration plays
- Support late stage deal progression with targeted content, insights, and engagement strategies
- Own measurement against KPIs including opportunity creation, pipeline contribution, conversion rates, velocity, and ROI
- Build a data driven experimentation model to optimize campaign performance across channels and segments
- Manage global budget allocations and ensure efficient investment across programs, partners, and tactics
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Mar 2025
$50m
LATE VC
Oct 2022
$75m
CONVERTIBLE
Total funding: $416m
Company HQ
Bridle Trails, Kirkland, WA
Leadership
Samir Bodas
(Co-Founder & CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(Co-Founder & CTO)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
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