Director - and Demand Generation

This leader owns Viking’s full top‑of‑funnel across four pillars:
Sales Development, Marketing, eCommerce and Digital. The role will double marketing‑sourced demand from $10M to $20M, deliver $3M–$5M of accretive revenue through a new eCommerce route to market, and build a scalable, high‑performance team without adding layers.

• Own the Sales Development function end to end – both inbound qualification and outbound prospecting.
• Create the inbound motion: rapid speed‑to‑lead on qualified web, eCommerce and RFQ inquiries; consistent qualification criteria; clean handoff to Channel Partners.
• Develop the outbound motion: target‑account strategy, cadences and playbooks aligned to Viking’s priority segments.
• Set SDR targets, coach performance and create a clear career path from SDR to quota‑carrying roles.
• Define and align the criteria a potential customer must meet to move through each stage of the sales pipeline, including SLAs and reporting in partnership with Sales.

• Own the demand plan: set targets, channel mix and investment allocation to double marketing‑sourced pipeline.
• Build Good/Better/Best product‑marketing positioning and sales enablement for core and adjacent applications.
• Transform technical expertise into scalable, AI‑enabled content and campaigns.
• Coordinate with digital teams to implement integrated and standalone campaigns across web, SEO, SEM, email, events and channel marketing.

• Lead launch and operation of the hybrid eCommerce route to market: RFQ path for engineered solutions and checkout path for standard products and spares.
• Own eCommerce logic, pricing rules and merchandising.
• Drive adoption, conversion and customer‑experience performance as measurable business outcomes.
• Deliver the targeted $3M–$5M of accretive revenue with a clear Q3 focus.

• Own , Viking Connect and Smart Site Plus  – publishing velocity, UX hygiene, SEO health and conversion performance.
• Own product data quality, attribute governance and media workflows that feed every customer‑facing surface.
• Partner with Corporate teams on platform, architecture and integration.
• Use AI deliberately in sizing, selection, content generation and lifecycle communication to move from 1:1 to 1:many.

• Lead a team across all four pillars; recruit, develop and retain talent that can scale the function without scaling headcount linearly.
• Embed governance: clear ownership, decision rights and metrics across intake, content, campaigns and the funnel.
• Work with Commercial / Channel on handoffs, flow and metrics from interest → quote → order → fulfillment.

• Bachelor’s degree or equivalent professional experience required.
• 5+ years in B2B commercial leadership roles, with clear ownership of a revenue or pipeline number.
• Proven record building or scaling a Sales Development function – hiring, coaching, quota design, tooling and MQL→SQL discipline.
• Hands‑on experience launching or scaling B2B eCommerce – ideally a hybrid RFQ + checkout model with channel‑partner alignment.
• Strong grasp of product‑marketing, including positioning, packaging and sales enablement for tiered offerings.
• Understanding of web properties, SEO/SEM and content operations as measurable revenue drivers.

• Commercially literate – comfortable owning a revenue number, not just an activity number.
• Analytical – fluent with funnel math, attribution, cohort behavior, SDR unit economics and the economics of demand.
• Systems‑minded – design for repeatability, governance and 1:many leverage rather than 1:1 heroics.
• Operator’s instinct – ship, measure and iterate; you don’t wait for perfection.
• Strong partner – credible with Sales, Application Engineering, Operations and IT; builds trust quickly.
• People leader – attracts talent, sets clear expectations and develops the next layer of leaders.
• Certain positions require access governed by the International Traffic in Arms Regulations or the Export Administration Regulations; applicants may need to be U.S. Persons.

• Regularly required to…