Demand Generation & ABM Director

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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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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