Demand Generation & ABM Director
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What you'll do
- Tier and prioritize a named list of strategic accounts, and run 1:1, 1:few, and 1:many programs against them.
- Run a modern, signals-based motion: capture intent, enrich and score accounts, and route activated accounts to sales with the context to act.
- Orchestrate the ABM stack (ZoomInfo, Clay, LinkedIn, Reachdesk) with RevOps, and partner with sales daily on accounts, plays, and pipeline.
- Own the broader program (campaigns, nurture, email, webinars, paid, events) as air cover for the account motion.
- Own the funnel and its metrics, plus lead scoring, routing, and hygiene, in HubSpot and Salesforce.
- Own and manage the demand-gen budget, metrics-first.
What they're looking for
- 8+ years driving pipeline at a B2B enterprise software company, selling large-dollar deals with long, multi-stakeholder cycles.
- Real ABM experience: you have built named-account programs, prioritized accounts, coordinated with sales, and measured influence. You have run ABM, not just bought the tool.
- Fluency in the modern, signals-based ABM playbook: intent data, enrichment, scoring, and orchestration.
- Agentic, AI-driven marketing: you run the function with AI, not around it. Hands-on with Clay, Claude, and similar, with real AI-driven work to show.
- Hands-on with HubSpot and Salesforce.
- Metrics-first, and comfortable being held to a pipeline number alongside senior sales counterparts.
- A builder’s mindset. This is a stand-up, and no task is beneath you.
Nice to have
- Experience marketing AI, ML, data, or other technical enterprise platforms.
- Experience with regulated-industry buyers (financial services, government, healthcare).
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
H2O.ai is on a mission to democratize AI for Good. As the world’s leading agentic AI company, H2O.ai converges Generative and Predictive AI to help enterprises and public sector agencies develop purpose-built Agents, SLMs, and solutions on their private data. With a focus on secure, compliant, and infrastructure-flexible Sovereign AI deployments, H2O.ai delivers solutions that align with the highest standards of data privacy and control.
Its open-source technology is trusted by over 20,000 organizations worldwide, including more than half of the Fortune 500. H2O.ai powers AI transformation for companies like AT&T, Commonwealth Bank of Australia, Wells Fargo, Bank of America, Workday, Progressive Insurance, and NIH.
About This Opportunity
You own pipeline, with a hyperfocus on account-based marketing. Most of it will come from a focused set of strategic accounts, not broad inbound. This is a senior, director-level role reporting to the CMO. You start as a team of one and build the team over time, setting the strategy and building it yourself.
This position is based in San Francisco, Bay Area.
What You Will Do
ABM (the core) - Tier and prioritize a named list of strategic accounts, and run 1:1, 1:few, and 1:many programs against them. - Run a modern, signals-based motion: capture intent, enrich and score accounts, and route activated accounts to sales with the context to act. - Orchestrate the ABM stack (ZoomInfo, Clay, LinkedIn, Reachdesk) with RevOps, and partner with sales daily on accounts, plays, and pipeline. No Tier 1 account sits untouched.
Demand generation (the engine underneath) - Own the broader program (campaigns, nurture, email, webinars, paid, events) as air cover for the account motion. - Own the funnel and its metrics, plus lead scoring, routing, and hygiene, in HubSpot and Salesforce. - Own and manage the demand-gen budget, metrics-first.
What We Are Looking For
- 8+ years driving pipeline at a B2B enterprise software company, selling large-dollar deals with long, multi-stakeholder cycles.
- Real ABM experience: you have built named-account programs, prioritized accounts, coordinated with sales, and measured influence. You have run ABM, not just bought the tool.
- Fluency in the modern, signals-based ABM playbook: intent data, enrichment, scoring, and orchestration.
- Agentic, AI-driven marketing: you run the function with AI, not around it. Hands-on with Clay, Claude, and similar, with real AI-driven work to show.
- Hands-on with HubSpot and Salesforce.
- Metrics-first, and comfortable being held to a pipeline number alongside senior sales counterparts.
- A builder’s mindset. This is a stand-up, and no task is beneath you.
How to Stand Out From the Crowd
- Experience marketing AI, ML, data, or other technical enterprise platforms.
- Experience with regulated-industry buyers (financial services, government, healthcare).
Why H2O.ai?
- Market leader in total rewards
- Remote-friendly culture
- Flexible working environment
- Be part of a world-class team
- Career growth
H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.
H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence.
H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.
Please visit www.H2O.ai to learn more.
For information about how H2O.ai collects, uses, and protects your personal information during the recruitment process, please review our Candidate Privacy Notice.
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