Demand Generation & ABM Director

September 26, 2026

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About the position

H2O.ai is seeking a Demand Generation & ABM Director to own pipeline generation with a hyperfocus on account-based marketing. This senior, director-level role reports to the CMO and will initially be a team of one, responsible for setting strategy and building the team over time. The position is based in San Francisco, Bay Area. The role involves developing and executing 1:1, 1:few, and 1:many ABM programs against a prioritized list of strategic accounts, utilizing a signals-based approach to capture intent, enrich and score accounts, and activate them for sales. It also includes owning broader demand generation programs such as campaigns, nurture, email, webinars, paid media, and events to support the account motion. The role requires managing the funnel, lead scoring, routing, and hygiene in HubSpot and Salesforce, as well as managing the demand-generation budget with a metrics-first approach.

Responsibilities

Tier and prioritize a named list of strategic accounts, and run 1:1, 1:few, and 1:many programs against them.
Run a modern, signals-based motion: capture intent, enrich and score accounts, and route activated accounts to sales with the context to act.
Orchestrate the ABM stack (ZoomInfo, Clay, LinkedIn, Reachdesk) with RevOps, and partner with sales daily on accounts, plays, and pipeline.
Own the broader demand generation program (campaigns, nurture, email, webinars, paid, events) as air cover for the account motion.
Own the funnel and its metrics, plus lead scoring, routing, and hygiene, in HubSpot and Salesforce.
Own and manage the demand-gen budget, metrics-first.

Requirements

8+ years driving pipeline at a B2B enterprise software company, selling large-dollar deals with long, multi-stakeholder cycles.
Real ABM experience: you have built named-account programs, prioritized accounts, coordinated with sales, and measured influence. You have run ABM, not just bought the tool.
Fluency in the modern, signals-based ABM playbook: intent data, enrichment, scoring, and orchestration.
Agentic, AI-driven marketing: you run the function with AI, not around it. Hands-on with Clay, Claude, and similar, with real AI-driven work to show.
Hands-on with HubSpot and Salesforce.
Metrics-first, and comfortable being held to a pipeline number alongside senior sales counterparts.
A builder’s mindset. This is a stand-up, and no task is beneath you.

Nice-to-haves

Experience marketing AI, ML, data, or other technical enterprise platforms.
Experience with regulated-industry buyers (financial services, government, healthcare).

Benefits

Market leader in total rewards
Remote-friendly culture
Flexible working environment
Career growth

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