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Global Head of Demand Generation

  • Location: Remote, United States
  • Team: Marketing
  • Role Type: Full-Time Employee (Manager)
Medallia’s mission is to help companies win through customer experience. The world’s best-loved brands trust Medallia’s Experience Cloud™, which embeds the pulse of the customer in an organization and empowers employees with the real-time customer data, insights, and tools they need to make every experience great. Named a leader in the most recent Forrester Wave and ranked in the 2018 Forbes Cloud 100 list, Medallia is growing quickly, with a global footprint that spans Silicon Valley, Austin, New York, Washington DC, London, Paris, Sydney, Buenos Aires, Tel Aviv, and Prague. Here, we value people for each of the aspects that make them whole. We believe that people should not be defined only by a job title—nobody is "just an engineer" or "just a salesperson." We are each partners, parents, children, siblings, friends, and former classmates. We have different backgrounds and we celebrate different cultures. And, just like our product, we honor each of the experiences that build our people.

At Medallia we hire the whole person, not just a part of them.

The Role and Team

Medallia is looking to hire a Head of Demand Generation. This position will play a key role in helping to build out a world class digital marketing and email marketing program. This person thinks pipeline and revenue first and have moved past the world of only delivering MQLs. This will be a strategic leader that can mentor, manage, and hire to build the best demand team on the planet.


  • Lead overall demand generation planning efforts including shaping overall strategy, producing new and nurtured lead generation goals and forecasts, setting the budget spend priorities, and measuring overall results against plans.
  • Hire, develop, and coach a global demand generation team to ensure efficient operation and maximize results.
  • Lead the team in flawlessly implementing demand generation programs and campaigns, with particular emphasis on digital marketing, database growth, enrichment, webinar program, and content syndication.
  • Monitor and analyze campaign and program performance overall against lead and other marketing goals and over past performance. Create and track relevant metrics. Determine effectiveness and continually make and implement recommendations for optimization and ongoing growth.
  • Communicate with marketing, senior leadership and sales management on an ongoing basis regarding new and nurtured lead performance results, current initiatives and course corrections being taken.
  • Identify new optimization tests and growth opportunities and areas for additional investment in time and money and decreased focus.
  • Lead overall integrated campaign strategy and plans, outlining key marketing themes, messages, and offers and mediums for promotions throughout the year.
  • Partner with Product Marketing, Solution Marketing, Field Marketing, Marketing & Sales Operations, Sales/Team Leads, and other functional experts to develop campaigns to meet required lead generation and sales pipeline targets.
  • Partner with the field marketing and product marketing/solution marketing team to develop strategies and recommendations for media, content development, audience targeting, messaging, and email optimization strategies.
  • Provide strategic leadership during the creative process and program implementation, to ensure that program implementation supports strategy.
  • Partner with the marketing operations team to coordinate efforts of internal and agency teams in developing creative and customer communications.
  • Manage demand generation budget and forecasting lead flow, pipeline, and revenue.
  • Review and stay abreast of global market trends through all available resources including: digital marketing, mar-tech, trade publications, 3rd Party Market Reports, direct customer contact, participation industry conferences/expos/trade shows, etc.
  • The overall management and operation of the Marketo marketing automation system and its integration with SFDC, as well the company’s core prospect database.
  • Develop and roll-out across all regions demand generation best practices for campaign planning and execution, program creative, follow-up and tracking/measurement.
  • Enable SDRs to follow up on all inbound leads and have an active feedback loop to continuously optimize the use of our marketing channels and understand where our most valuable leads are being sourced.
  • Lead tracking and reporting, including creation of KPI dashboards for management oversight.

Minimum Qualifications

  • 10+ years of digital and demand generation experience, with an emphasis in online marketing programs, lead generation and demand generation
  • 7+ years of experience in a B2B SaaS or technology marketing capacity
  • Demonstrated results in creating programs that increase prospect engagement, improve sales pipeline/funnel close ratios, drive revenue and optimize the marketing budget

Preferred Qualifications

  • Expertise in SalesForce and marketing automation tools
  • Working experience with 6sense
  • Working experience with attribution reporting (Bonus points for Bizible Experience)
  • Working experience with CCVT and Native Advertising
At Medallia, we don’t just accept difference—we celebrate it and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won't unlawfully discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other category protected by law. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements. Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.