Head of Demand Generation, Tray.io
$190-240k
+ Stock options
More information about location
Low-code automation platform
Be an early applicant
Low-code automation platform
201-500 employees
Be an early applicant
$190-240k
+ Stock options
More information about location
201-500 employees
Company mission
Tray.io's mission is to empower citizen automators so that any organization can automate.
Role
Who you are
- 10+ years in B2B SaaS demand generation, growth marketing, or campaign marketing with proven success creating pipeline in complex enterprise markets
- Track record of building and executing structured experimentation programs and convert insights into repeatable motions
- Experience developing ABM strategies from the ground up across multiple channels, with expertise in intent data and account engagement orchestration
- Deep understanding of lead scoring methodologies, nurture design, and funnel stage content strategies
- Strong analytical mindset with ability to derive actionable insights from complex marketing data and attribution models
- Hands-on expertise with HubSpot, Salesforce, Outreach and modern ABM/intent platforms'
- Intense curiosity about AI and its applications in modern demand generation and experience experimenting with AI tools and approaches to improve outcomes, actively looking for ways to apply AI in building, testing, and scaling campaigns
- Exceptional collaboration skills with proven ability to align sales, marketing, and cross-functional teams around shared objectives
- Results-driven approach with bias for action and comfort operating in fast-paced, evolving environments
- Experience leading and developing marketing teams in high-growth SaaS companies
What the job involves
- As Head of Demand Generation, you'll lead our transformation from activity-based marketing to an integrated, experiment-driven engine that creates measurable business outcomes
- This role combines strategic vision with hands-on execution – you'll build the frameworks, processes, and campaigns that connect Tray's story to our ideal customer profile and convert engagement into customers realizing maximum value
- You'll work closely with sales leadership, marketing operations, product marketing, and our partner ecosystem to design scalable programs that generate high-quality pipeline, accelerate deal velocity, and enhance the entire buyer experience
- This is an opportunity to shape demand generation at a company redefining enterprise AI adoption
- Lead an experimentation culture — Build a structured framework with clear hypotheses, testing cadences, and success criteria
- Design and execute A/B and multivariate tests across tactics, persona-relevant messaging, offer sequencing, and lead scoring to identify and scale winning plays
- Design unified demand plans — Spearhead the creation of integrated multi-touch campaign development with sales, product marketing, digital marketing, and partners
- Map buyer journeys and ensure quality of persona-based messaging and landing pages that convert
- Develop ABM and intent-based programs — Pilot and iterate account-based marketing plays leveraging intent data, market signals and account engagement to create personalized experiences for target accounts and engaged prospects
- Optimize lead scoring and sales alignment — Implement behavioral lead scoring, engagement tracking, and leading-indicator metrics that predict pipeline health
- Establish SLAs for lead follow-up and create rapid feedback loops with SDRs and AEs to continuously iterate on messaging and nurturing
- Package sales-ready campaigns — Build talk tracks and touch sequences for the entire buying committee
- Scope content requirements for each persona and buyer role, creating enablement kits that allow sales to act immediately on marketing signals
- Drive data-driven insights — Partner with marketing operations and sales operations to automate dashboards and attribution reporting, categorize marketing-sourced meetings by quality, and develop repeatable performance reports that go beyond MQL counts
- Expand and reimagine channels — Test and scale new approaches including roadshow-format workshops, closed-lost and win-back campaigns, case studies, competitive takeout programs, and other innovative plays that punch through the noise in our market
- Lead and develop talent — Directly manage and mentor demand generation team members while influencing across cross-functional stakeholders
- Provide clear goals, coaching, and feedback to elevate performance, modeling collaborative leadership that aligns all teams behind integrated campaigns
- Our team is driven by performance, clear goals, and taking ownership of outcomes
- We thrive in small, motivated teams that move fast and keep things simple — because speed is our greatest competitive advantage
- We believe in results over tenure, simplicity over complexity, and putting our customers at the heart of every decision
- You'll have the autonomy to own your domain while working to deliver meaningful outcomes that drive our mission forward
- We love to achieve things that haven't been done before, and we do it through clear communication, accountability, and relentless focus on what matters most
Our take
Tray.io allows employees to effectively "become programmers" without them needing to have an engineering background, and enables them to build out automation tailored for their day-to-day role.
With this approach, Tray fills a big need in the automation space - in between high end tools like Mulesoft, and simpler tools like Zapier. The company's customers include the likes of SAP, VMWare, Lyft, Intercom and IBM, which certainly suggests a real need for its tools.
Tray’s rise comes on the heels of a wider trend, where integration and automation are becoming a key part of the way enterprises work. The company has secured substantial funds that will enable it to continue building out its solutions. Its latest release, Merlin AI, means that users can now automate intricate tasks, including aggregating or transferring data across systems.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Sep 2022
$40m
SERIES C
Nov 2019
$50m
SERIES C
Total funding: $154.5m
Company benefits
- Cycle to work scheme
- Flexible working hours
- Generous conference and learning budget
- Unlimited paid time off policy
- Work from home opportunities
- Health insurance
Company HQ
China Basin, San Francisco, CA
Leadership
Rich Waldron
(CEO)Previously COO of iFind Media, who also co-founded Plan.nr.
Alistair Russell
(CTO)Previously Web Developer at esure, mSpace and Vibrant Media.
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