Why This Job is Featured on The SaaS Jobs
This Director, Demand Generation role stands out as a senior growth seat inside a B2B SaaS business selling into the restaurant industry, where buying cycles and stakeholder sets tend to be complex. The remit spans the full demand engine across inbound and outbound channels, with explicit accountability to pipeline and bookings rather than surface-level lead volume. For SaaS professionals, that combination signals a role built around measurable revenue influence and cross-functional alignment with Sales, Product, and Finance.
From a career-development perspective, the position offers sustained exposure to the mechanics that matter in modern SaaS go-to-market: attribution discipline, funnel conversion work, forecasting, and martech decision-making. It also emphasizes operational rigor and the practical use of AI within performance marketing, which is increasingly becoming table stakes for scaling acquisition efficiently. Leading and developing a specialist team further adds a durable leadership layer that transfers across SaaS categories.
This role is best suited to a marketing leader who prefers clarity in targets and enjoys turning data into repeatable growth systems. It will fit someone comfortable balancing strategy with hands-on channel stewardship, and who values tight collaboration across functions to translate spend into pipeline outcomes.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Olo is a leading enterprise-level B2B SaaS platform accelerating digital transformation in the restaurant industry, by helping customers deliver more personalized and profitable guest experiences. As a result, our digital ordering, payment, and guest engagement solutions and data enable brands to do more with less and make every guest feel like a regular.
We are looking for a highly experienced, results-driven Demand Generation Director to lead our end-to-end demand generation engine and team. This role reports to the EVP, Marketing, and is a member of the Marketing Leadership team.
You will be responsible for defining and executing the strategy that drives pipeline, customer acquisition, and revenue growth. This is a crucial leadership position that requires you to blend strategic vision with a deep, practical understanding of tactical marketing best practices proven to deliver results. You will collaborate closely with product marketing, brand marketing, sales, and sales operations to achieve pipeline goals. People management experience and skills are integral to this role, enabling you to lead and guide the performance marketing team in delivering business outcomes.
If you are a strategic thinker who thrives on the operational rigor and AI-powered technology required to hit ambitious B2B SaaS targets, and if you know how to convert marketing spend into actual pipeline, not just leads, we want you on our team.
You can work remotely from anywhere in the U.S. or at Olo’s headquarters in NYC.
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What You'll Do
- Strategy & Leadership: Develop and own the performance marketing and demand generation strategy to achieve strategic bookings goals while leading the team to help you achieve success.
- Demand Generation: Oversee all inbound and outbound demand generation channels (e.g., SEM, Paid Social, YouTube, Email, Webinars, Content Syndication, ABM), ensuring optimal budget allocation and conversion rates across the funnel.
- Performance & Analytics: Establish a rigorous, data-first culture. Define key performance indicators (KPIs) and metrics, manage campaign performance, and provide clear, actionable insights to the executive team.
- Funnel Optimization: Oversee the entire marketing and early-stage sales funnel, identifying and eliminating friction points through rigorous conversion optimization for respective channels and/or areas in the funnel.
- Budget Management: Manage the performance marketing budget with precision, with the ability to tie spend into performance, results, and forecasting.
- Team Development: Lead, mentor, and grow a high-performing team of marketing specialists, fostering an environment of innovation, accountability, and continuous improvement.
- Cross-Functional Partnership: Collaborate closely with Sales, Product, and Finance leadership to ensure marketing initiatives are fully aligned with business priorities and revenue targets.
- Vendor partner management: Strategically utilize vendor relationships and third-party channels to help achieve the pipeline while managing the vendor budgets and spend.
What We'll Expect From You
- 10+ years of progressive experience in Marketing, with significant time spent leading Demand Generation and Performance Marketing, and/or Growth functions in a B2B SaaS environment.
- Proven track record of developing and scaling marketing programs that directly resulted in multi-million dollar B2B tech pipeline and revenue growth.
- Expertise in the martech stack, attribution and measurement models, channel best practices and benchmarking, including the proven ability to strategically apply AI technology and practices to all relevant aspects of the role
- Exceptional analytical skills and a mastery of reporting. You live and breathe data, and can translate complex performance metrics into a clear business narrative. You can analyze both channel and budget performance, along with down-funnel metrics and conversions, to measure actual pipeline, not just leads.
- Strong leadership presence with experience managing and developing high-performing teams.
- Bachelor's degree in Marketing, Business, or a related field.
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About Olo
Olo is a leading restaurant technology provider with ordering, payment, and guest engagement solutions that help brands increase orders, streamline operations, and improve the guest experience. Each day, Olo processes millions of orders on its open SaaS platform, gathering the right data from each touchpoint into a single source—so restaurants can better understand and better serve every guest on every channel, every time. Over 800 restaurant brands trust Olo and its network of more than 400 integration partners to innovate on behalf of the restaurant community, accelerating technology’s positive impact and creating a world where every restaurant guest feels like a regular. Learn more at olo.com.
We’re remote-friendly. Since 2015, we have been evolving our culture to continue to support a more distributed workforce and now over 75% of our team works remotely across the U.S. If you're in the New York City area, you can choose to work remotely or from Olo's headquarters.
We offer great benefits, such as 20 days of paid time off, 10 sick days, 11 holidays, plus year-end closure, health, dental, and vision coverage for yourself and your family, a 401k match, remote-office stipend, a generous parental leave plan, volunteer time off, gift matching policy, and more!
Our best estimate of the compensation range for this opportunity is $165,000-$185,000 annually, depending on your experience and location. We look forward to discussing your salary expectations and our full total rewards offerings throughout the interview process.
We encourage you to apply!
At Olo, we believe bringing together people with varied experiences and viewpoints leads to better results. Don't check every box in the job description? Research shows many qualified candidates hold back from applying unless they meet all listed requirements. We're committed to creating a genuine workplace where everyone can contribute their best work—this improves our decision-making and helps us better serve our communities. So if you're enthusiastic about this role but your background doesn't align perfectly with every qualification, we encourage you to apply anyway. You might be exactly the right fit for this or other positions.
All applicants receive consideration for employment. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, pregnancy, age, marital status, veteran status, or disability status.
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