About the Role
Aethir is scaling category-defining AI infrastructure. We need a demand gen leader who can translate technical advantage (throughput, latency, cost/performance, reliability) into qualified pipeline among discerning B2B buyers. You’ll build the engine that reaches and converts Heads of AI/ML, Infrastructure/Platform, Data & Analytics, CTO/CIO, and Procurement, as well as developers/ML engineers who influence specs. Expect a healthy mix of integrated campaigns, ABM, and high-impact events (digital + field + industry conferences).
What you’ll do
- Own pipeline targets: Build and execute quarterly demand plans mapped to revenue; forecast MQL→SQL→Opp conversions, sourced/influenced pipeline, CAC/LTV.
- Run integrated campaigns: Always-on and episodic plays across paid search/social, content syndication, developer communities, partnerships, and field. Ensure narratives tie AI infra outcomes (faster inference/training, lower TCO, elastic capacity) to buyer pain.
- Lead lifecycle & ops: Architect scoring/routing and SLAs with RevOps. Own nurture, recycling, and reactivation. Keep attribution clean (MT + position-based); maintain dashboards for full-funnel health.
- Events (digital & IRL): Plan/run webinars, technical workshops, executive roundtables, field dinners, and major conferences (e.g., AWS re:Invent, NVIDIA GTC, KubeCon, Snowflake Summit, ODSC). Orchestrate pre/during/post motions and sourced pipeline.
- ABM for enterprise & strategic accounts: 1:few and 1:many plays into top AI-active accounts; use intent signals and tailored value props by industry (e.g., gaming, media, fintech, healthcare, retail).
- Partner marketing: Co-market with cloud/SI/ISV/ecosystem partners to extend reach; coordinate joint webinars, solution pages, and field activations; track partner-sourced and co-sell pipeline.
- Experimentation: Hypothesis-driven tests on channels, creative, and PLG-style offers (trials, sandboxes, test credits). Scale what works; sunset what doesn’t; document learnings.
- Sales enablement: Equip SDRs/AEs with industry-specific talk tracks, calculators, case studies, and sequences that convert technical advantage to business impact.
- Budget & vendors: Manage paid budgets and external partners (design, media, event producers, agencies) with ROI discipline.
How we’ll measure success (KPIs)
- Marketing-sourced/influenced pipeline & revenue vs. target
- MQA/SQL rate from MQLs and event leads; Opportunity Creation Rate and Stage 2+ progression
- PQLs / trial activations / sandbox sign-ups and conversion to meetings/opportunities (where applicable)
- CAC, CAC payback, pipeline velocity, and win-rate influence
- Event performance: registrants → attendees → qualified meetings set → opps → revenue; on-site demos and partner-sourced opps
- ABM impact on target account penetration, engagement lift, and deal acceleration
- Experiment velocity and adoption of scaled plays
Here’s a tightened, more concise version—lighter on ops/KPIs, no field dinners, and softer on GTM launches—while still positioning it as a broad, Swiss-Army-Knife Director of Marketing.
Requirements
- 5–8+ years in B2B demand gen/growth with AI/ML infrastructure, cloud, data platforms, or developer tools; startup + enterprise mix ideal.
- Proven track record creating pipeline and revenue via integrated campaigns and events (webinars, workshops, field dinners, trade shows)—with metrics.
- Hands-on with marketing automation & CRM (HubSpot or Marketo + Salesforce), lead scoring/routing, lifecycle nurtures, and multi-touch attribution.
- Demonstrated ABM execution (1:few & 1:many) using intent data, firmographics/technographics, and personalization.
- Data fluent: funnel diagnostics, cohort analysis, CAC payback, pipeline velocity, and experiment design.
- Ability to translate technical performance (throughput, latency, GPU utilization, reliability, security) into buyer value (TCO, time-to-value, risk).
- Strong copy and offer design for technical audiences (landing pages, emails, comparison/benchmark pages).
- Calm, organized execution across multiple launches and events.
Nice to have
- Experience marketing to developers/ML engineers and enterprise buyers (CTO/CIO/VP Eng/Head of AI, plus procurement).
- Community and creator programs (GitHub, Discord, technical forums) and partner ecosystems (cloud/SI/ISV).
- Tools: HubSpot/Marketo, Salesforce, 6sense/Terminus, Mutiny, Clearbit/ZoomInfo, Webflow, Figma, GA4, Looker/Mode, Airtable/Asana/Notion, Goldcast/Splash, webinar platforms.
