Head of Demand Generation & Marketing Operations

The role Own pipeline generation. This role is responsible for building a system that consistently creates, captures, and converts high-intent pipeline from companies that fit our ideal customer profile. You will lead demand generation and marketing operations as one integrated engine, staying on the leading edge of AI and applying the latest advancements to improve targeting, execution, measurement, and team productivity. The Head of Demand Generation will report directly to our Chief Marketing Officer.

What you’ll do

• Redesign how we work with AI. Stay on the leading edge of AI and continuously rethink how demand generation and marketing operations get done. Apply the latest advancements in AI to improve targeting, campaign execution, content creation, reporting, attribution, forecasting, and internal workflows—helping the team move faster, personalize at scale, and generate more pipeline with less manual effort.
• Build a predictable pipeline engine. Design and run programs that drive qualified pipeline across enterprise accounts. Balance demand creation (educating the market) with demand capture (converting active buyers).
• Deliver value in every interaction. Ensure prospects experience CB Insights inside real workflows early—through tailored outputs, working sessions, and hands-on experiences that accelerate conversion.
• Own performance and accountability. Define targets across MQL → SQL → SQO → pipeline. Track conversion, velocity, and ROI. Continuously optimize toward higher win rates and deal size.
• Run a high-performance channel mix. Scale what works across paid search, ABM, outbound support, events, and research-led programs. Cut what doesn’t.
• Lead marketing operations as a growth lever. Own systems, attribution, lead routing, scoring, and reporting. Ensure clean data, fast speed to lead, and clear visibility into pipeline.
• Partner tightly with sales. Align with AEs and SDRs on ICP, targeting, and execution. Ensure seamless handoffs and shared accountability for pipeline and revenue.
• Build and scale the team. Lead a team across demand gen and marketing ops. Set a high bar for execution, clarity, and results.

What success looks like

• Consistent, high-quality pipeline that meets coverage targets
• Higher conversion rates from SQL → SQO → Closed Won
• Faster sales cycles driven by earlier value delivery
• Clear, trusted reporting on what drives pipeline and revenue
• Strong alignment between Marketing and Sales

Your background

• 8 –12+ years in demand generation and/or marketing operations in B2B SaaS
• Proven track record of building pipeline engines that scale
• Deep experience with enterprise sales motions and ABM
• Strong command of marketing ops and related systems: Salesforce, HubSpot, Clay, Zoominfo, Leandata, etc.
• Data-driven operator — comfortable owning metrics, forecasting, and ROI
• Experience using intent data, signals, and AI to improve targeting and conversion
• Strong cross-functional leader who partners closely with Sales

#LI-Hybrid

Please note this is a US-based role.

In addition to base salary listed below, this role is also eligible for a bonus opportunity.

Compensation

$185,000—$235,000 USD

What we’re all about

CB Insights is the leader in predictive intelligence on private companies—turning exclusive data on millions of firms into early, trusted signals on future performance and direction. The company pioneered predictive intelligence with its Mosaic Score—the first system to reliably forecast the outlook for a private company—and has since built it into a comprehensive platform of AI and data capabilities. Today, leading strategy, investment, and business development teams rely on CB Insights to identify the right companies, markets, and opportunities before their competitors do.

CB Insights Leadership Principles

At CB Insights, everyone is expected to be a leader. These leadership principles are like an operating system for our culture. Use the principles as a practical guide to making decisions.

We are what we repeatedly do. By living the principles outlined below, we will build an outstanding company and do insanely great work.

1. Solve customer problems. It’s our highest calling. Designing a product? Start from the customer problem it solves. Updating our sales process? Flip it around, and simplify the customer buying process.
2. Think BIG! Start small. Great changes start with a first step. Find it. Take it. Build a system around what works. This is the secret to bringing a vision to life.
3. Go and see with your own eyes. Meet the customer, use the product, talk to the field. Great systems aren’t built from afar.
4. Priorities: Choose one. Leaders give the gift of clarity. They find the most important thing and do it. Max power. Top speed.
5. Danger zones:
   • Bureaucracy. May the best ideas and execution win.
   • Complexity. Leaders use frameworks and systems to simplify.
   • No commitment. Leaders don’t compromise just to get along. Debate. Disagree. But once a decision is made, commit.
   • Leaving what’s important unsaid or undone. No “circling back.”
6. Data informs. Insight transforms. Pull the thread. Ask why. Leaders are curious. They use what they learn to create clarity.
7. Insist on excellence. Leaders set high standards and overcome obstacles. They do the kind of work they’re excited to share with the world.
8. Live off the land. Leaders creatively use resources already available to them – especially AI – to execute and automate their work.
9. Good judgment. Leaders have it. Where it comes from: insight, listening, first-hand experience. How to apply it: carefully on big, hard to reverse decisions. Swiftly on limited, easy to reverse ones.
10. Help others. Leaders know we’re building this together.

You’ll want to work here if

• You are excited about how AI is transforming tech
• You are hungry for feedback and the chance to grow
• Your instinct is to work smarter not harder
• You love developing as a SME with a strong POV
• You are motivated by challenges and big ideas
• You believe in personal accountability

What we offer:

• Industry Insight: over 500k+ people follow our tech newsletter: sign up here
• Holistic compensation: Competitive cash compensation, comprehensive healthcare coverage (PPO, HSA, and FSA options), multiple mental health resources, 401(k) with company match, annual professional development stipend, and generous paid time off.

About Our Pay Practices

We believe in recognizing and rewarding excellence. Our commitment to fairness means that compensation decisions are informed by qualifications, location, internal equity, and current market data. While we aim to hire at our established Hiring Target, starting pay may vary based on factors such as market rates, the qualified pool of candidates, and individual experience.

Equal Opportunity Employer: At CB Insights we know that innovation comes from collaboration, belonging, and diverse perspectives. We’re proud to be an equal opportunity employer - all applicants are considered for employment without regard to race, color, religion, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.