Job Description
Head of Demand Generation (m/f/x)
Department: Marketing & Communications
Employment Type: Permanent - Full Time
Location: München
Role Mission
The Head of Demand Generation (m/f/x) will architect and scale the global demand engine for osapiens, driving predictable and capital-efficient pipeline growth across product families focused on Sustainability, Transparency, and Operational Efficiency.
This leader is accountable for pipeline creation and acquisition efficiency. While direct ownership of Marketing Operations, Website, and Field Marketing may evolve over time, this role is responsible for integrating these functions into a cohesive, high-performing revenue engine.
Less than absolute ownership. More than advisory influence. Clear accountability for pipeline outcomes. This is not a campaign management role — you engineer revenue systems.
Why This Role Exists
As osapiens scales internationally, demand must evolve from activity-based marketing to engineered revenue systems. We must:
- Improve pipeline predictability
- Reduce cost per SQL
- Strengthen enterprise account penetration
- Integrate digital, regional, and sales-led motions
- Increase ROI transparency across spend
- Replace manual execution with AI-native workflows across every demand channel
- Move from campaign-as-project to signal-triggered, self-optimizing orchestration
Key Responsibilities
1. Pipeline Strategy & Accountability
- Own quarterly and annual pipeline targets in partnership with Sales
- Reverse-engineer revenue targets into rigorous demand models: ACV assumptions, conversion rates, channel mix, velocity — and defend them with data
- Drive measurable marketing-sourced and influenced revenue
- Establish disciplined budget allocation
- Run attribution that is production-ready from day one — not perpetually preliminary
2. Performance & Growth Marketing (Direct Ownership)
- Lead paid acquisition, ABM, and digital growth programs
- Drive experimentation and conversion optimization
- Improve CPL, SQL conversion, and CAC efficiency
- Manage and optimize demand budget allocation
- Deploy AI agents to continuously monitor market intent signals — from technographic triggers to buying behavior — and translate them into automated, personalized outreach at scale
3. AI-Native Demand Generation (Direct Ownership)
- Personally architect AI-enabled workflows across paid acquisition, ABM, outbound, and content — not delegate, build
- Translate hands-on fluency with Clay, Apollo, LLMs, and AI agents into operationalized, repeatable systems
- Co-design AI-augmented prospecting workflows with the SDR/BDR organization — from signal detection to personalized outreach at scale
- Drive continuous experimentation across CPL, SQL conversion, and CAC — test, learn, compound.
4. Website & Conversion Strategy (Shared Accountability)
- Define website conversion strategy and optimization roadmap
- Partner with Product Marketing on messaging alignment
- Establish CRO testing framework and performance benchmarks
5. Field & Enterprise Marketing (Strategic Integration)
- Align enterprise events and regional programs to pipeline goals
- Integrate digital and field strategies for account penetration
- Partner with Sales on territory activation
6. Marketing Operations & Attribution (Operational Integration)
- Define attribution philosophy and reporting standards
- Partner with Marketing Ops on CRM integrity and data hygiene
- Drive ROI transparency and forecasting visibility
7. Team Leadership & Scale
- Build and lead a high-performance demand organization
- Establish KPI rigor and accountability culture
- Model AI-first ways of working — and hold the team to the same standard
- Prepare the function for international growth
Success Metrics (12–18 Months)
- 25–40% YoY pipeline growth
- Reduced cost per SQL
- Improved full-funnel visibility
- Strong Sales–Marketing alignment
- Repeatable enterprise demand programs
- At least 3 AI-native workflows in production across demand channels
- SDR/BDR outbound meaningfully augmented by AI-enabled systems
Skills, Knowledge and Expertise
- 12+ years in B2B SaaS Demand Generation
- Proven pipeline growth leadership
- Proven ability to build rigorous demand math models from revenue target to channel plan - architected and defended, not sketched
- Hands-on AI fluency: you have personally designed and deployed AI workflows in campaign execution, audience targeting, and outbound - and can walk through exactly what you built, why, and what it produced
- Experience operationalizing AI with SDR/BDR teams - built the systems, not philosophically supported the idea
- Experience managing multi-million euro demand budgets
- Strong analytics and performance marketing expertise
- Enterprise SaaS experience
- Ability to lead across matrixed organizations
- Agentic mindset: given constraints, you know where AI multiplies scope - and you act on it
Benefits
- A purpose-driven mission tackling complex sustainability challenges whilst working alongside global industry pioneers
- Room for creativity through collaborative teamwork and an open communication culture
- Flexibility and team bonding with our hybrid work options
- Fuel for your growth journey, both personally and professionally
- Sustainable mobility options, promoting eco-friendly commuting solutions
- Fun team events and outings with our global teams
- Inspiring workspaces in Mannheim, Munich and beyond
