Director of Demand Generation & Growth

Job Role: Director of Demand Generation & Growth

Location: Hybrid - Regular travel across our London, Birmingham and Leicester offices
Salary: £80,000 - £90,000 per annum (DoE)
Contract Type: Full Time, Permanent
What We Can Offer You: 25 Days Annual Leave (Pro-Rata for Part-time and Fixed-Term Roles), Additional Holiday Purchase, Hybrid Working, Performance-Related Bonus, Life Assurance, Vitality Private Healthcare, Subsidised Gym Memberships, Cycle to Work Scheme, Discount Vouchers and Access to Wellbeing Resources  

Why Do We Want You?

You think like a commercial director about all growth levers while executing like a world-class demand gen leader. You see the gap between marketing activity and closed deals, and build the conversion infrastructure to close it. This isn't just demand generation - you're the architect of our revenue engine. 

If you have a solid background in demand gen and growth marketing with demonstrable experience of growing a marketing-sourced pipeline, we'd love to hear from you! 

Please note: To complete your application, you will be redirected to Wilmington plc’s career site.

At Wilmington plc, we celebrate individuality and are committed to fostering an inclusive workplace. As a Disability Confident employer, we shortlist all applicants who meet the essential role criteria and guarantee an interview for candidates with disabilities who meet these criteria. For reasonable adjustments or to apply under our interview guarantee scheme, please use the contact details provided once you have clicked “apply”!

You will truly own the numbers. You'll drive marketing-sourced pipeline from current state to 40%+ contribution, as well as build the demand conversion engine that turns marketing activity into qualified sales opportunities. If pipeline doesn't hit target, you'll own both the problem and the solution. 

You'll be responsible for:

Pipeline & Revenue Ownership

• Own marketing-sourced pipeline targets across all BUs: set, track, report, and be accountable.
• Maintain pipeline health reporting: velocity, stage conversion, coverage, and win rates.
• Shift team focus from tasks to pipeline and revenue conversations.
• Connect marketing activity to closed revenue using attribution models.
• Report monthly to the CMO and quarterly to the board, translating data into clear narratives.

Paid Media Strategy & Vendor Management

• Lead strategic relationships with paid media agencies, negotiating rates, SLAs, and performance targets.
• Set and optimise paid media strategy across PPC, paid social, programmatic, and Performance Max.
• Manage and improve paid media budget performance while scaling proven channels.
• Track and act on campaign-level ROAS, CPL, and CPA using live dashboards.

SaaS, Hub & Subscription Growth

• Lead demand gen for SaaS and subscription models: freemium-to-paid, land-and-expand, usage-based engagement.
• Drive growth for membership-led and subscription models.
• Design and execute acquisition, activation, and expansion playbooks for recurring revenue.
• Collaborate on ABM programmes and enterprise campaign playbooks.

Marketing Technology & Operations Strategy

• Own the strategic roadmap for marketing tech stack evolution (Umbraco, Salesforce, Marketo).
• Partner with Tech to leverage new capabilities and implement automation (AI SDRs, intent-based prospecting, nurture sequencing).
• Ensure lead scoring, smart lists, and campaign automation are effective and improving.

Team Leadership & Development

• Line manage Head of Demand Generation and team.
• Build commercial acumen and a testing culture across the team.
• Present confidently to senior stakeholders and board; act as senior demand gen voice alongside CMO.

What’s the Best Thing About This Role?

You’ll have full ownership of one of the company’s most critical growth levers.

This role gives you the autonomy to design and optimise the revenue engine, directly impact marketing-sourced pipeline, and see your decisions translate into measurable commercial results.

You’ll work across multiple business units, shaping strategy and execution at scale.

What’s the Most Challenging Thing About This Role?

You are fully accountable for hitting pipeline targets in a complex, multi-BU environment.

Success depends on aligning diverse teams, driving operational rigor, and balancing strategic planning with hands-on execution. The role demands influence, resilience, and a relentless focus on measurable growth outcomes.

To be successful in this role, you must have/ be:

• Proven track record building and scaling marketing-sourced pipeline in a multi-brand or multi-BU B2B environment with clear, attributable revenue numbers
• Deep expertise in paid media strategy (PPC, paid social, Performance Max) including direct agency/vendor management with commercial negotiation on rates, SLAs, and performance
• Hands-on experience with SaaS, subscription, or membership-based growth models, specifically funnel mechanics for freemium-to-paid, land-and-expand, and recurring revenue
• Strong commercial acumen: can read a P&L, set pipeline targets that connect to revenue goals, and have a credible conversation with a CFO or commercial director
• Confident and compelling presenter at board and senior leadership level - can translate complex pipeline data into clear narratives that drive decisions
• Experience owning and evolving a marketing tech stack (CRM, marketing automation, analytics platforms) at a strategic level
• Demonstrable experience with ABM strategy and execution in enterprise B2B contexts
• Track record of building and leading high-performing demand gen teams - shifting culture from activity-based to outcome-based

To be successful in this role, you must have:

• Experience in professional services, compliance, training, or information services sectors
• Familiarity with Salesforce, Marketo, and Umbraco specifically
• Experience implementing AI-powered demand gen tools: AI SDRs, intent-based prospecting platforms, automated outbound sequencing, conversational marketing
• Knowledge of Google AI Overview impact on organic traffic and strategies to adapt 
• Experience with eCommerce optimisation and abandoned basket recovery campaigns

We know it’s not a skill, but the successful candidate must have permission to work in the role’s location by the start of their employment.

About us

Wilmington plc is a dynamic and expanding group of companies with a common aim – turning knowledge into advantage. We provide information and training to professional business markets within the Risk & Compliance, Finance, Legal and Insight sectors.

Our businesses enable professionals and their organisations to perform better by providing quality, relevant and reliable information, education and knowledge. We share ideas and successes across the group, harness shared resources and focus on our customers’ needs.

Join us and do Work That Means Something

At Wilmington plc, we help global customers to do the right business in the right way - providing trusted data, insights, and education to navigate the Governance, Risk and Compliance (GRC) landscape.

When you join us, you’ll not only make a real difference for our customers, you’ll also enjoy flexibility through hybrid working and benefit from a wide range of learning, career, and development opportunities.

Whether you're just starting out, returning to work after a break, or looking to take your next step, you’ll be doing work with meaning.

Join us and make a real difference. Click on “APPLY” today!

The Legal Bit!

The statements above are intended to describe the general nature and level of work performed by employees assigned to this role. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.

*Please note that this role may remain advertised until an offer of employment has been made.