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About Nexcess
Nexcess provides specialty cloud solutions for organizations where performance and compliance have to coexist. We serve businesses worldwide, from agencies scaling client sites to enterprises running mission-critical operations. We've built our reputation on deep technical expertise and genuine partnership with every client we work with. Behind every environment we manage is a team of people who take the craft seriously and keep showing up when it matters.
Overview
Reporting directly to the Director of Growth Marketing, the Head of Demand Generation is the pipeline engine of the Nexcess growth marketing team. While the Director sets the overarching GTM strategy and revenue targets, you own the full demand generation motion — the GTM playbooks, the account-based programs, the BDR targeting strategy, and the $1M+ marketing-generated pipeline number.
You will lead a team of three — a Growth Media Strategist, an Events Manager, and a Growth Coordinator — and work in close partnership with Strategic Partnerships, Lifecycle, Content Experience, and Web Experience to ensure every channel and program is coordinated around a shared target account list, not operating as an isolated campaign. You are the person who translates the Director's strategy into executable plays, holds the BDR team to a shared definition of pipeline, and makes the kill-or-scale call on every program within a defined window.
This is a leadership role for someone who has owned a pipeline number before, built GTM playbooks from scratch, and understands that demand generation in 2026 means building buyer confidence — not interrupting buyers with features.
Compensation: The base salary for this role is in the range of $150k-$170k
This job is for you if:
You think in accounts, not leads. A spike in MQLs doesn't excite you unless those MQLs are coming from the accounts you've decided to pursue. You've built named account lists before and you know the difference between inbound volume and qualified pipeline.
You treat the BDR team as your primary customer. You don't hand sequences to Sales and hope for the best. You design the targeting logic, brief the messaging, monitor the performance, and iterate alongside the BDR team. Their win rate is your win rate.
You've built a GTM playbook that people actually used. Not a slide deck. A living document with ICP segmentation, channel mix by deal type, messaging by persona, and Framemaking-style sales enablement assets that the BDR team pulled from because they worked.
You make binary decisions fast. You give every program a defined runway and a clear success metric. When it's not working at the 6-week mark, you kill it without attachment to sunk cost. When it's working, you scale it without waiting for permission.
You see the dark funnel and you're not afraid of it. You understand that most of your best accounts are researching Nexcess before they ever raise their hand. You know how to use 6sense, Bombora, and Pathfactory engagement data to find them, prioritize them, and escalate the right ones to the BDR team at exactly the right moment.
You manage managers the way you'd want to be managed. You give your team clear ownership, genuine autonomy, and specific feedback. You don't micromanage execution — you set the strategy, align the resources, and hold the outcome.
Why join our mission:
Own the Number: The marketing-generated pipeline target at Nexcess is not a soft goal with a hundred caveats. It is the primary measure of this team's contribution to the business. You will own it, report it, and build the programs that deliver it. If you've been in roles where marketing's accountability to revenue was ambiguous, this is the antidote.
Build the Playbook from Scratch: Nexcess is building its demand generation motion from the ground up. There is no legacy playbook to inherit, no entrenched process to work around. You will define how we go to market by ICP segment, how we orchestrate ABX plays, how we qualify accounts, and how we hand them to Sales. That playbook will be yours.
Direct Line to the Buying Committee: Nexcess sells to complex buying committees — IT Directors, CTOs, CFOs, and agency operators who make high-stakes infrastructure decisions. The demand generation motion you build will be architected around how these buyers actually buy — through dark funnel research, peer validation, and trusted content — not around form fills and lead scoring models built for a different era.
ICP Segmentation: Own the segment — defining target account clusters by ICP segment, firmographic profile, technographic signal, and buying stage — in close partnership with the Director, PMM, and Strategic Partnerships Manager
GTM Playbook Architecture: Build and maintain the GTM playbook by ICP segment and deal type, covering channel mix, messaging framework, Framemaking motion by persona, ABX play design, and event pipeline strategy — updated quarterly against performance data
Whitespace Expansion: Define whitespace account clusters within the existing customer base quarterly, feeding expansion plays to the Lifecycle Manager and flagging high-priority accounts to AEs with context and recommended next actions
Signal Threshold Governance: Define what constitutes an at-risk churn signal vs. a whitespace expansion signal, establish SLAs with CS and AE teams for how fast they respond to alerts, and hold those teams accountable to the agreed response windows
ABM Program Ownership: Design and run account-based programs across the named account list — coordinating target account selection, channel activation with the Growth Media Strategist, content routing through Pathfactory, and BDR sequence timing with the Growth Coordinator
ABX Play Design: Design coordinated, multi-channel account-level experiences in partnership with the Growth Media Strategist — ensuring dark funnel channel activation, intent signal monitoring, direct mail timing, and BDR outreach land in a sequenced arc rather than as disconnected touches
Pipeline Forecast: Own the marketing-generated pipeline forecast — producing weekly account movement updates, monthly CGO-ready pipeline reports, and quarterly program retrospectives with kill-or-scale recommendations for every active program
Campaign Governance: Set the program calendar, define launch checklists, and ensure no campaign goes live without a defined hypothesis, success metric, attribution methodology, and 6-week decision point
BDR Targeting Strategy: Define the outbound targeting logic for the BDR team — which accounts to pursue, in what order, with what persona prioritization — based on intent data, account fit scoring, and marketing program signals
Sequence Strategy: Design the messaging framework and sequence logic for all BDR outbound programs, briefing the Growth Coordinator to build and maintain sequences in Salesloft or Outreach
Sales Enablement Assets: Own the strategic brief for all sales enablement assets — battle cards, objection handling guides, Consensus Toolkit decks, competitive positioning — produced in partnership with PMM and Content Experience Manager
Sales-Marketing Cadence: Run a weekly pipeline sync with BDR leadership to review account movement, sequence performance, and intent signal escalations — ensuring marketing programs and BDR outreach are coordinated, not competing
Team Management: Lead, develop, and hold accountable the Growth Media Strategist, Events Manager, and Growth Coordinator — setting clear ownership, reviewing work against defined KPIs, and creating conditions for each role to operate with genuine autonomy
Cross-Functional Alignment: Serve as the primary demand generation voice in cross-functional planning — aligning with Lifecycle on nurture timing, Content Experience on content track priorities, Web Experience on landing page CRO needs, Strategic Partnerships on partnership activation, and Events on pipeline targeting strategy
Ecosystem Metric Reporting: Produce and own the weekly account movement report — which target accounts advanced stage, which stalled, which showed new intent signals, and what the coordinated re-engagement play is for accounts that have gone dark
You have successfully held previous roles in (any of):
Account-Based Marketing: You have built named account lists, designed multi-channel ABM programs, and measured success at the account level rather than the lead level
GTM Strategy: You have written GTM playbooks that execution teams actually used — with ICP segmentation, channel logic, messaging frameworks, and sales enablement assets built in
Sales Enablement Ownership: You have designed the BDR targeting strategy and sequence logic, not just handed off a list and hoped for the best
Intent Data Proficiency: Proven experience using 6sense, Bombora, or equivalent intent platforms to prioritize accounts, design escalation triggers, and measure the dark funnel lift of marketing programs
Pipeline Accountability: Has been held to a marketing-generated pipeline number before — understands the difference between pipeline sourced, pipeline influenced, and pipeline at risk, and can defend each figure to a CFO
Systems Thinking: Can design the logic of a GTM play — the if/then trigger architecture, the signal threshold, the escalation path, the attribution model — without needing a technical team to translate it
People Leadership: Has managed a team of 2–4 ICs in a marketing function, with direct accountability for their output quality and professional development
Marketing-generated pipeline: Total pipeline where lead source is not outbound SDR — the primary measure of this role's contribution to the business
Target account coverage %: % of the named account list touched by at least one marketing channel in the last 30 days — the primary leading indicator of pipeline health
Account stage progression rate: % of target accounts advancing through buying journey stages month over month — the measure of ecosystem velocity
BDR meeting rate from target accounts: % of named accounts generating a BDR-booked meeting within a defined program window — the bridge metric between marketing activation and sales conversion
Playbook adoption rate: % of GTM plays designed by this role that are actively executed by the BDR and AE teams — the measure of sales-marketing alignment quality
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Nexcess is a managed hosting provider specializing in high-performance hosting for WordPress, WooCommerce, Magento, and other ecommerce and content management platforms. It serves businesses, agencies, and developers seeking optimized, scalable cloud hosting solutions.
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