Director - Demand Generation

The Director of Demand Management & Orchestration with Global SDR Leadership is a global strategic and operational role at Vertex, responsible for driving pipeline governance, funnel performance, and cross-functional orchestration across the Demand Center. This leader will oversee demand planning, manage pipeline health, and ensure seamless execution across marketing, sales, and operations. With an AI-first mindset, the role leverages predictive analytics and automation to optimize performance and scale impact. The Director also leads a global team of Sales Development Representatives (SDRs), aligning them with demand generation goals and ensuring consistent execution.

Must Have

• Provide strategic and executional support to the SVP, Demand Center on special initiatives.
• Lead the cross-functional Demand Management Forum to drive annual demand planning and quarterly pipeline reviews.
• Align global pipeline targets by geography, product, and segment.
• Escalate pipeline gaps, assign accountable owners, and monitor resolution progress.
• Diagnose funnel breakdowns and orchestrate corrective actions across funnel contributors.
• Track demand sourced from partners, field teams, and programs.
• Ensure smooth and consistent execution of demand orchestration processes.
• Monitor and resolve execution risks, performance bottlenecks, and process inefficiencies.
• Partner with Marketing Operations and IT to implement system enhancements.
• Manage and coach demand management specialists.
• Lead a global team of SDRs, ensuring alignment with pipeline generation goals and consistent outreach standards.
• Deploy AI-powered pipeline analytics, predictive forecasting, and funnel health monitoring.
• Leverage AI copilots to automate reporting, gap analysis, and root-cause diagnostics.
• Champion continuous learning and enablement to scale AI adoption.
• Proven experience in demand management, pipeline governance, and marketing operations within B2B or SaaS environments.
• Deep understanding of marketing systems, lead routing flows, funnel management, and multi-touch attribution models.
• Strong experience in facilitating cross-functional executive forums.
• Executive-ready communicator with the ability to frame pipeline risks and solutions clearly and persuasively.
• Demonstrated success in managing and mentoring demand management specialists and global SDR teams.
• Skilled at diagnosing funnel breakdowns and orchestrating corrective actions.
• Strong collaborator with the ability to influence cross-functionally without direct authority.
• Experience driving adoption of new processes, tools, and workflows across global teams.
• Proficiency in AI forecasting tools, pipeline analytics, and predictive funnel modeling.
• Ability to leverage AI for reporting, diagnostics, and performance optimization.
• Bachelor’s degree required.

Good to Have

• Advanced degree in marketing, business, or related field preferred.
• Passion for innovation and continuous improvement, with a structured approach to scaling AI-first practices.

Perks & Benefits

• Vertex Bonus Plan (VOB)
• Role-specific sales commission/bonus
• Equity grants

Job Description:

The Director of Demand Management & Orchestration with Global SDR Leadership is a global strategic and operational leadership role responsible for driving pipeline governance, funnel performance, and cross-functional orchestration across the Demand Center. This leader will oversee demand planning forums, manage pipeline health, and ensure seamless execution across marketing, sales, and operations. With an AI-first mindset, the role leverages predictive analytics and automation to surface risks, optimize performance, and scale impact. Additionally, the Director will lead a global team of Sales Development Representatives (SDRs), ensuring alignment with demand generation goals and consistent execution across regions. This role reports to the Senior Vice President of the Demand Center

Key Responsibilities

Overall

• Provide strategic and executional support to the SVP, Demand Center on special initiatives, collaborating across marketing, sales, Rev-Ops, and product teams.

Demand Planning & Governance

• Lead the cross-functional Demand Management Forum with leaders from Sales, Rev-Ops, Marketing, and Lines of Business to drive annual demand planning and quarterly pipeline reviews.
• Align global pipeline targets by geography, product, and segment, ensuring shared accountability across funnel feeders.
• Escalate pipeline gaps, assign accountable owners, and monitor resolution progress.
• Ensure quarterly demand plans and targets are cascaded across all Demand Center functions.
• Deliver executive-ready pipeline insights and recommendations to SVP and Demand Center leadership.

Pipeline & Funnel Performance Management

• Diagnose funnel breakdowns (e.g., lead volume, conversion rates, velocity) and orchestrate corrective actions across funnel contributors.
• Track demand sourced from partners, field teams, and programs to maintain an integrated view of pipeline impact.
• Provide ongoing recommendations to improve funnel velocity and reduce leakage.

Operational Orchestration & Stability

• Ensure smooth and consistent execution of demand orchestration processes, including lead flow, campaign operations, and routing.
• Monitor and resolve execution risks, performance bottlenecks, and process inefficiencies.
• Partner with Marketing Operations and IT to implement system enhancements that improve speed, accuracy, and data integrity.
• Drive adoption of new tools, workflows, and attribution models across teams.

Leadership & Team Development

• Manage and coach demand management specialists, fostering cross-functional collaboration and operational excellence.
• Lead a global team of SDRs, ensuring alignment with pipeline generation goals, consistent outreach standards, and performance accountability.
• Represent the Demand Center in executive dynamic demand forums, driving a culture of accountability, rigor, and data-driven decision-making.

AI-First Optimization & Innovation

• Deploy AI-powered pipeline analytics, predictive forecasting, and funnel health monitoring to proactively identify risks and opportunities.
• Leverage AI copilots to automate reporting, gap analysis, and root-cause diagnostics.
• Champion continuous learning and enablement to scale AI adoption across demand processes and SDR operations.

Qualifications

• Proven experience in demand management, pipeline governance, and marketing operations within B2B or SaaS environments.
• Deep understanding of marketing systems, lead routing flows, funnel management, and multi-touch attribution models.
• Strong experience in facilitating cross-functional executive forums and aligning competing priorities.
• Executive-ready communicator with the ability to frame pipeline risks and solutions clearly and persuasively.
• Demonstrated success in managing and mentoring demand management specialists and global SDR teams.
• Skilled at diagnosing funnel breakdowns and orchestrating corrective actions across diverse stakeholders.
• Strong collaborator with the ability to influence cross-functionally without direct authority.
• Experience driving adoption of new processes, tools, and workflows across global teams.
• Proficiency in AI forecasting tools, pipeline analytics, and predictive funnel modeling.
• Ability to leverage AI for reporting, diagnostics, and performance optimization.
• Passion for innovation and continuous improvement, with a structured approach to scaling AI-first practices across the Demand Center.

Education

• Bachelor’s degree required, advanced degree in marketing, business, or related field preferred

Leadership Competencies – “The Winning Way”

• Communicate with Clarity: Be clear, concise, and actionable; provide and seek meaningful feedback.
• Act with Urgency: Embrace an agile, 80/20 approach to drive progress over perfection.
• Work with Purpose: Exhibit a “We Can” mindset; align personal objectives to team results.
• Drive to Decision: Set clear decision points and individual accountability to achieve customer outcomes.
• Own the Outcome: Define milestones and intended results; demonstrate unwavering support for decisions.

Pay Transparency Statement:

US Base Salary Range: $157,900.00 - $205,400.00

Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.

In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.

Learn more about Life at Vertex

and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.

*In no case will your pay fall below applicable local minimum wage requirements*.