Director, B2B Demand GenerationCRM Strategy

Director B2B Demand Generation/CRM Strategy

This is a hybrid role to be based near one of our offices in New York City Los Angeles Oakland or Austin.

About Us

We drive intelligent growth for ambitious businesses and leading brands.

Customer understanding is more potent and drives greater value when insights go to work directly within marketing and experience priorities. To give our clients that advantage we put an insights-driven operating system at the core of our design go-to-market and digital experience solutions.

Material clients make smarter growth choices because they can see clearly how and when to take the shots that count. Together we connect consumer intelligence with customer demand generation to build lasting profitable relationships.

We work across B2B and B2C categories to design and deliver modern marketing systems that drive measurable impact. This includes supporting demand generation CRM and go-to-market effectiveness. We value a strong understanding of customer lifecycles -- bringing a perspective on how audiences evolve over time how touchpoints and nurture strategies can be orchestrated across channels and how those interactions contribute to measurable business outcomes particularly within complex B2B environments.

The Opportunity

We areseekinga highly capable B2B Demand Generation leader to join Material anddrivedemand strategy and execution across key clients. This role will play a critical part in building and orchestrating modern full-funnel demand enginesparticularly in complex B2B environments with long sales cycles and multi-stakeholder buying journeys.

This is a hands-on leadership role ideal for someone who can both think strategically and execute programs across demand generation CRM strategy and account-based marketing.

Key Responsibilities:

Demand Generation Strategy & Execution

• Develop and execute end-to-end demand generation strategies aligned to client growth objectives

• Define target audiences buying groups and priority accounts in partnership with client stakeholders

• Drive full-funnel performance across awareness engagement conversion and pipeline

Account-Based Marketing (ABM)

• Design and implement ABM programs for enterprise and high-value accounts

• Partner with client sales teams to orchestrate personalized multi-touch engagement strategies

• Establish account prioritization frameworks and track account progression

CRM Strategy & Lifecycle Design

• Lead CRM strategy for clients including segmentation lifecycle design and contact strategy

• Define how CRM supports demand generation lead nurturing and long-term customer value

• Ensure CRM is structured to enable personalization measurement and scalable growth

CRM Operations & Marketing Technology

• Foundational understanding of CRM systemswith ability to seestrategy through to execution

• Partner withinternal &marketing operations teams tooptimizeCRM systems (e.g. Salesforce) and MAP platforms (e.g. Marketo HubSpot)

• Oversee lead scoring routing and database health

• Ensure seamless integration across data sources channels and reporting systems

• Experienced working with CDP system for audience automations

Campaign &AudienceOrchestration

• Ability to see across the entire campaign system to suggest optimized channel mix based on connectivity between CRM and Media

• Ensure consistency of messaging and experience across touchpoints

• Experience in guiding clients toward automated experiences for personalized communication(including dynamic audience and content orchestration)

Lead Management & Nurturing

• Build and refine lead management frameworks including scoring routing and nurturing

• Design lifecycle programs that move prospects through extended consideration cycles

• Continuously improve lead quality and conversion rates

Client & Stakeholder Leadership

• Serve as a trusted partner to client marketing and sales teams

• Facilitate alignment across stakeholders to ensure shared goals and accountability

• Translate strategy into actionable plans and measurable outcomes

Performance & Optimization

• Define KPIs and reporting frameworks tied to pipeline and revenue impact

• Use data testing and insights to continuouslyoptimizeperformance

• Leverage tools such as intent data and analytics platforms to improve targeting and efficiency

Qualifications

• 510 years of experience in B2B demand generation

• Proven experience working in complex B2B environments with long sales cycles and multiple stakeholders

• Strongexpertisein bothCRM strategy (segmentation lifecycle design contact strategy)andCRM operations (systems data automation)

• Hands-on experience with account-based marketing and multi-channel campaign execution

• Familiarity with marketing technology ecosystems (e.g. Salesforce Marketo HubSpotDemandbase 6sense)

• Experience working in a consulting agency or multi-client environment is a plus

• Strong analytical and problem-solving skills with a focus on measurable outcomes

• Strategic thinker who can connect marketing efforts to business impact

• Comfortable operating as both a strategist and a doer

• Strong collaborator across client teams especially Sales and Marketing

• Structured data-driven and highly accountable

• Able to navigate ambiguity and build new capabilities

Why This Role Matters