Head of Growth; BCD

Referment is working with a London-based company whose AI and machine-learning platform helps the world's largest construction and infrastructure projects forecast outcomes and reduce risk. Its customers are major owner-operators across energy, utilities and mass transit, and its sales cycles are long, enterprise-scale and measured in quarters rather than weeks.

The company is looking for a Head of Growth to own the entire customer journey, from awareness and education through to loyalty and referral. Leading a team of around seven across product marketing, content and brand, growth marketing and a BDR team of four, you'll report to the CEO and build a programmatic, measurable pipeline engine on top of initiatives across account-based marketing, events, content and outbound.

This is a leadership role in a category-defining business, where you'll own the systems, cadences and accountability that make every channel and campaign produce results against a tightly defined set of target accounts.

• Build and systematise the demand engine: set cadences, define metrics and create accountability across channels.
• Coach and develop a team of BDRs through pipeline reviews, call coaching and sequencing strategy.
• Orchestrate a small, multidisciplinary marketing team, prioritising where effort goes so campaigns ladder up to pipeline.
• Drive account-based programmes, aligning marketing, BDR and sales activity across target accounts.
• Own the funnel's data layer — attribution, stage conversion and pipeline contribution by channel — with the VP of Sales.
• Partner with Product on positioning, ICP expansion and new market entry.

• 4–6+ years in demand generation, growth marketing or pipeline-focused marketing in venture-backed B2B SaaS.
• Enterprise go-to-market experience, where pipeline is measured in quarters and account-based approaches matter more than volume.
• A track record of building process and rigour where none previously existed.
• Strong data orientation: dashboards, KPIs, attribution analysis and using data to arbitrate between priorities.
• Comfort with a small, niche market and precision campaigns against a defined set of accounts.
• Genuine obsession with the customer and how to reach them.

• Experience in construction, infrastructure or the built-environment industries.
• Familiarity with AI/ML products and marketing technical capabilities to non-technical buyers.
• Experience expanding an ideal customer profile into adjacent segments.

This could suit a growth or demand-generation leader ready to step up into a Head of Growth role, or a marketing leader from an enterprise software business who has built pipeline engines from the ground up.

#Referment