About this Director, Demand Generation role at CircleCI
Director, Demand Generation & Lifecycle
CircleCI — Remote (USA)
The Opportunity
We're looking for a Director of Demand Generation to build and scale demand for a developer-first product. This role owns pipeline and revenue growth while respecting how developers actually discover, evaluate, and adopt tools — through education, community, and real technical value.
Hands-on leadership with direct impact on how developers find, trust, and ultimately bring CircleCI into their organizations.
What You'll Do
Demand Strategy & Leadership
- Own demand generation strategy across self-serve and sales-assisted funnels
- Lead and grow a high-performing demand gen team (internal and contractor)
- Partner with Sales and RevOps on ICP definition, segmentation, pipeline targets, and handoff design
Developer-Centric Campaigns
- Build multi-channel programs for technical audiences: paid search, paid social, developer communities, technical content, webinars, events, and partner-driven initiatives
- Design and execute ABM programs targeting mid-market and enterprise accounts, with tailored campaigns for key personas and close coordination with SDRs and AEs
- Own lifecycle programs that drive activation, retention, and expansion — connecting product usage signals to marketing plays across the full customer journey
Analytics, Attribution & Optimization
- Own pipeline, revenue, and funnel reporting across all motions
- Measure and optimize CAC, CPL, pipeline velocity, and ROI through continuous experimentation
- Partner with RevOps to ensure clean data, accurate attribution, and scalable systems
Cross-Functional Collaboration
- Partner closely with SEO, Website, and Social teams to align on integrated programs and ensure demand gen motions are connected across the full digital footprint
- Work closely with Product, Sales, and Customer teams to support launches, GTM motions, and smooth handoffs across self-serve, SDR, and Sales workflows
What We're Looking For
- 8–12+ years of B2B marketing experience with demonstrated ownership of demand generation strategy and execution
- Background in developer tools, cloud infrastructure, or a technical platform — you understand how developers evaluate and adopt products
- Proven track record driving pipeline and revenue across PLG and hybrid GTM models, with a strong grasp of how technical audiences move from self-serve adoption to paid commercial and enterprise
- Experience managing the handoff between self-serve and sales-assisted motions — you've designed the qualification logic, not just inherited it
- Deep understanding of the customer journey, lifecycle marketing, and how to use data to drive decisions
- Hands-on experience with tools like HubSpot, Clay, Gong, Claude, 6sense, Linear
You Might Be a Fit If…
- You've run demand gen at a developer-centric company and have a clear point of view on what works for that audience — and what doesn't
- You've owned both a PLG funnel and a sales-assisted pipeline program at the same company and understand the tension between them
- When signups go flat, your first question is where the traffic problem is — not what email to send
- Your direct reports have grown because of how you developed them
CircleCI is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
About CircleCI
CircleCI is the world’s largest continuous integration/continuous delivery (CI/CD) platform, and the hub where code moves from idea to delivery. As one of the most-used DevOps tools - processing more than 3 million jobs a day - CircleCI has unique access to data on how the most effective engineering teams work, and the tools to help software companies successfully leverage the power of AI into their commercial applications. Companies like Hinge, HuggingFace, and Samsung use us to improve engineering team productivity, release better products, and get to market faster.
Founded in 2011 and headquartered in downtown San Francisco with a global, remote workforce, CircleCI is venture-backed by Base10, Greenspring Associates, Eleven Prime, IVP, Sapphire Ventures, Top Tier Capital Partners, Baseline Ventures, Threshold
Ventures, Scale Venture Partners, Owl Rock Capital, Next Equity Partners, Heavybit, and Harrison Metal Capital.
CircleCI is an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.
