Senior Director, Demand Generation

About this role

Our Mission & Values: At Drata, we help companies earn and keep the trust of their users, customers, partners, and prospects. We’re the proof layer that shows great companies deserve the trust they aim to build.

We live our values every day. Built on Trust means consistency is everything. Act with Integrity by always doing the right thing. Being Customer-Obsessed keeps the people we serve at the center of our work. Competitive Fire drives us to push ourselves harder than anyone else. Diversity brings unique perspectives that lead to better solutions. Automation First ensures we save time and money by making efficiency a priority.

Our Culture & Work Style 🚀

At Drata, we’re not just building software - we’re building a mindset. Everything we do springs from:

- Be a Driver (Owner‑Operator Mentality): Own your work. Improve relentlessly. Deliver results.

- Move at Drata Speed (Precision & Velocity): Fast decisions. Quick learning. Immediate impact.

- Stay Mission-Driven (Customer‑Obsessed): Challenge assumptions. Deliver value. Stay hungry.

If you thrive when you’re empowered, energized, and working with smart, mission-driven people, you’ll feel at home here.

Why Join The Drata Team?

The best way to understand the Driver’s Mindset is to see it in action. We’re an award-winning, mission-driven team of 600+ people worldwide, united by a culture that values trust, speed, and continuous growth.

- See the Speed: https://www.youtube.com/watch?v=QidTdkGwKMY Watch our CEO, Adam Markowitz, discuss the hyper-growth journey, from $0 to $100M ARR in just four years

- Hear the Voice of the Team https://drata.com/about/life-at-drata: Explore our "Life at Drata" page for employee testimonials on our collaborative and the growth opportunities available.

- Experience the Impact https://www.greatplacetowork.com/certified-company/7044563: See why we are consistently recognized on Fortune's Best Workplaces lists.

- Connect with Us on Socials: LinkedIn https://www.linkedin.com/company/drata/posts/?feedView=all - follow us for company updates, employee stories, and career news.

Job Summary:

We are seeking a Senior Director of Demand Generation to lead the strategy, execution, and performance of our demand engine. This role owns pipeline creation across digital, integrated campaigns and account based programs and is responsible for building a high-performing demand generation system that supports global pipeline generation.

You will be a hands-on leader who actively builds, executes, and optimizes programs across the funnel while advancing how we leverage AI as an integrated system to improve targeting, engagement, and conversion.

What you'll do:

- End-to-end demand generation strategy across digital, integrated campaigns, and scalable multi-channel programs.

- Pipeline creation and acceleration aligned to revenue targets.

- Campaign planning and execution across personas, segments, and buying stages.

- Budget allocation, channel mix optimization, and performance management.

- Funnel performance improvements across volume, conversion rates, and pipeline velocity.

- Alignment with Sales, SDR, RevOps, and Partner teams to ensure pipeline quality and follow-up.

- Contribution to global pipegen efforts across regions, segments, and go-to-market priorities.

Core Responsibilities

- Build and execute AI systems for multi-channel demand programs that drive measurable pipeline and revenue.

- Own digital channel performance and campaign orchestration.

- Lead testing and optimization strategies across creative, targeting, landing pages, and conversion paths.

- Partner with content and product marketing to develop high-performing messaging and offers for integrated campaigns.

- Establish clear reporting on pipeline contribution, ROI, and channel performance.

- Manage and develop a high-performing demand generation team.

AI as a Demand Generation System

- Advance our use of AI as a connected system within demand generation, moving beyond individual use cases to more integrated, scalable workflows and agents.

- Build and optimize AI-driven processes across campaign execution, personalization, lead management, and sales handoff.

- Partner with RevOps and Marketing Ops to deepen AI integration into core GTM systems such as scoring, routing, enrichment, and forecasting.

- Identify opportunities to increase efficiency, testing velocity, and conversion through AI-enabled workflows.

- Ensure AI systems are measurable, repeatable, and tied to pipeline performance and business outcomes.

- Contribute hands-on to evolving how AI is applied across the demand generation function.

What you'll bring:

- 8–12+ years in B2B SaaS demand generation or growth marketing, with leadership experience.

- Proven success driving pipeline through digital, integrated, and multi-channel programs.

- Strong understanding of funnel dynamics, conversion optimization, and performance analytics.

- Experience managing budgets and optimizing for ROI across multiple programs.

- Deep experience partnering with Sales and RevOps in a pipeline-driven organization.

AI & Technical Experience

- Experience working with AI-driven marketing workflows, systems, or automations in a production environment.

- Ability to think in systems, including inputs, workflows, outputs, and feedback loops.

- Familiarity with CRM, marketing automation, and data systems such as Salesforce, HubSpot.

- Comfort evaluating and operationalizing new approaches that improve performance.

Leadership Profile

- Strategic and execution-oriented, with a strong operator mindset.

- Data-driven and focused on measurable business outcomes.

- Builder mentality with a focus on scalability and efficiency.

- Strong cross-functional collaborator and communicator.

- Comfortable operating in an environment that is continuously evolving and improving.

How we support you: At Drata, our people are our strongest advantage—and

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