Demand Generation Lead

Dovetail is the Customer Intelligence Platform for the entire organization. We unify fragmented feedback from every touchpoint, including sales calls, support tickets, and research, into a single AI-powered intelligence layer that empowers every team to build, sell, and serve with confidence. Founded in 2017, we are a team of 100+ across our offices in Sydney and San Francisco, working with thousands of teams from Fortune 500 companies to the world’s most innovative startups.

The best never guess. We help teams turn the noise of thousands of customer interactions into the signal required to move faster, prioritize better, and drive revenue.

About the role

As our Demand Generation Lead you will partner with the marketing, product, sales, and customer success teams to turn Dovetail’s strongest product stories, customer proof, and account signals into qualified enterprise pipeline

You’ll own targeted demand programs for new and existing enterprise customers, from audience and offer through to campaign, sales follow-up, and reporting. You’ll work closely with Product Marketing, Growth, Web, Content, Creative, Sales, Customer Success, and Revenue Operations to build programs that create opportunities and help progress complex deals.

This is a senior individual contributor role for a builder. You’ll set direction, run programs yourself, and turn what works into a repeatable demand engine.

Please note that we're only able to accept applicants who are based in the following states for this role: California, Texas, Michigan, Massachusetts, New Jersey, Arizona, New York, and Florida.

What you’ll do

• Own the enterprise demand plan. Set priority audiences, account segments, offers, campaign calendar, targets, and budget. Keep every program tied to a clear pipeline outcome.

• Build integrated campaigns. Turn product launches, customer stories, original research, executive content, webinars, and market moments into coordinated programs across paid media, web, email, events, and sales outreach.

• Run account-based marketing programs. Partner with Sales to select accounts, map buying groups, identify account signals, and build the right mix of tailored content, executive engagement, events, and scaled campaigns.

• Create expansion demand. Work with Sales and Customer Success to reach new teams, senior buyers, and executive sponsors inside existing enterprise customers. Use product adoption, account activity, customer proof, and new use cases to open expansion opportunities.

• Work inside the sales motion. Join pipeline reviews and account planning, give sellers a clear follow-up plan, and use deal feedback to improve targeting, messaging, and programs.

• Build, measure, and scale an AI-powered demand engine. Own the tools, workflows, prompts, and automation used to target accounts, produce higher-quality campaigns faster, and measure performance. Partner with Engineering to build beyond off-the-shelf marketing platforms and with Revenue Operations to track results from sales acceptance through closed revenue. Turn what works into repeatable programs, and stop what creates activity without opportunity.

Skills and experience

• Taste. A high creative and commercial bar. You can tell what will earn a senior buyer’s attention, explain why, and improve the work until it does.

• AI fluency as craft. Hands-on with modern AI tools such as Claude or ChatGPT, with examples of workflows, agents, and prompts you have improved over time. You see AI as a system to operate, not a button to press.

• A systems and tooling builder. Comfortable owning the demand generation stack end to end and partnering with Engineering and Revenue Operations to ship internal tools, integrations, and automation.

• Enterprise pipeline ownership. Experience in B2B SaaS demand generation, account-based marketing, or growth, with a record of creating new-business and expansion pipeline through complex sales cycles.

• Strong account-based marketing fundamentals. You know account selection, buying-group research, intent signals, personalization, and how to orchestrate Marketing and Sales around named opportunities.

• Hands-on in the weeds. You audit the funnel, build the audience, write the brief, launch the program, and read the results. You do the work, not just direct it.

• Commercial fluency. You understand funnel economics and measure success through sales acceptance, opportunity progression, pipeline, and revenue—not clicks or lead volume.

• A strong cross-functional collaborator across Sales, Customer Success, Product Marketing, Revenue Operations, Data, Engineering, Creative, Web, and Growth.

• Bias to action. You would rather launch a strong program, learn from real account behavior, and iterate than wait for a perfect plan.

About you

You sweat the details. You care about words. You can hold a clear point of view, and stay humble when the evidence changes your mind. You have a clear bias to action and can drive to clear outcomes in ambiguity. You will thrive here if you want to compound your craft with AI, rather than defend a pre-AI way of working.

Why you'll love it here

We hire smart people and look after them well! Here's the deal:

📈 Equity for everyone. Competitive base salary plus options, so every builder is aligned on long-term impact.

🏢 A place to do your best work, wherever you are. Our Sydney office is built for in-person first collaboration. Our US team runs on a flexible remote setup. Either way, you've got what you need.

🤝 Built in connection. Join a Doveclub, bond with your team regularly, and celebrate the small wins, big milestones, and cultural moments with the whole company.

📚 Learn and thrive. Flexible L&D and wellness benefits, choose between a generous $3000 L&D allowance, or up to $1000 on wellness.

🌴 Time to recharge. Four weeks of accrued leave, floating public holidays, and gifted bonus Kit Kat days sprinkled throughout the year.

🌍 Four weeks from anywhere. Up to four weeks a year doing your job from anywhere in the world. Split it up or use it all at once.

🍼 Generous parental leave. We offer 20 weeks for primary caregivers, 12 weeks for secondary caregivers, plus return-to-work support.

🎉 Four weeks at four years. Four years is a long time in tech, and we value loyalty. Take an additional four weeks off to reset and recharge.

🩺 Stellar US benefits. Comprehensive health, dental, vision, 401(k), and more through Sequoia.

At Dovetail, we're building a place where every team member feels supported and valued. We celebrate individualism and want you to show up as your authentic self every day. It’s no secret that diversity builds the best teams, large or small, so we highly encourage applications from people who identify as part of an underrepresented group.

On AI: We expect candidates to already be embedding AI into their day-to-day work. We look for people who are thoughtful and pragmatic in how they use AI—knowing when to leverage it, how to direct it effectively, and how to apply it to improve the quality, speed, and impact of their work.