Director, Demand Generation

Role Overview

The Director Demand Generation owns the strategy execution and continuous improvement of Upshops global demand generation engine. This role is accountable for driving high-quality pipeline through scalable measurable and creative demand programs that support Upshops growth across grocery and convenience retail markets.

Reporting into the Growth organization this leader partners closely with Product Marketing Sales Revenue Operations Customer Success and Partners to translate Upshops story into demand convert interest into pipeline and optimize performance across the full funnel.

Key Responsibilities

Demand Strategy & Execution

• Own Upshops end-to-end demand generation strategy from awareness through MQL SQL and pipeline contribution
• Design execute and optimize multi-channel demand programs including digital ABM outbound support events and partner-led campaigns
• Move beyond templated campaignscontinuously test iterate and introduce new ideas when performance stalls
• Translate Upshops value proposition into persona-based industry-specific demand motions

Pipeline & Performance Management

• Establish clear goals and reporting for MQLs SQLs pipeline contribution and conversion rates
• Partner with Revenue Operations to ensure strong attribution measurement and visibility into demand performance
• Separate and manage demand goals for new customer acquisition and expansion within existing customers
• Use data and insights to prioritize investments and continuously improve ROI

Systems Tools & Automation

• Own the demand tech stack and workflows including marketing automation and CRM integrations
• Leverage tools such as HubSpot paid media platforms LinkedIn and emerging/dark social channels to scale demand efficiently
• Build repeatable automated programs that learn and improve over time

Cross-Functional Collaboration

• Partner closely with Product Marketing to activate messaging positioning and customer reference stories
• Align with Sales and Customer teams to ensure tight MQL/SQL definitions and smooth handoffs
• Collaborate with Partner and Alliances teams to drive partner-sourced and partner-influenced demand

Team Leadership & Growth

• Lead mentor and develop a growing demand generation team
• Establish clear priorities expectations and accountability across the team
• Build a high-performance culture that balances creativity rigor and ownership

Qualifications & Experience

• 812 years of experience in demand generation growth marketing or marketing operations with at least 3 years in a leadership role
• Proven track record of building and scaling demand programs in B2B SaaS or technology environments
• Strong understanding of marketing automation campaign architecture and funnel analytics
• Experience supporting sales-led and ABM motions
• Comfortable operating in environments without heavy process or templatesable to create structure where needed
• Experience in retail grocery or multi-location industries is a plus (but not required)

What Success Looks Like

• A clear scalable demand engine that consistently drives qualified pipeline
• Improved conversion rates and visibility across the funnel
• Strong alignment and trust with Sales Product Marketing and Revenue teams
• A motivated high-performing demand generation team that continues to grow with the business

Why Upshop

Upshop is redefining how retailers operate by connecting demand supply and execution at scale. This role offers the opportunity to shape how Upshop takes its story to market influence growth strategy and build a demand organization designed for long-term impactnot just short-term campaigns.