Head of Demand Gen, Enterprise

Head of Demand Gen, Enterprise at Scrunch

Location:

Salt Lake City, UT

Base pay range: $/yr - $/yr

Scrunch, a venture-backed startup, is on a mission to bring brands to an AI-first future—where people increasingly rely on LLMs to discover, understand, and act on information that matters to them. As AI search and conversational agents replace traditional web search and browsing, Scrunch helps marketing teams rethink how their products and services are discovered and surfaced on AI platforms like ChatGPT, Claude, Gemini, and more—working with AI platforms, not against them.

This shift represents the biggest change to marketing since the dawn of the internet. With $26M in backing from Mayfield Fund, Decibel, Homebrew, GTM Capital, and leading Silicon Valley founders and operators, Scrunch has scaled rapidly since commercial launch. Today, more than 500 paying brands—including Fortune 500 companies like Lenovo, category-defining brands like Skims, and breakout startups like Clerk—use the platform.

We’re hiring a Head of Enterprise Growth Marketing to own and scale our enterprise marketing pipeline end to end. This is a senior leadership role for someone who has built enterprise pipegen motions from the ground up and knows not just how to define an effective strategy but how to execute and turn said strategy into predictable, repeatable pipeline. You’ll fully own the enterprise marketing pipeline number, manage and grow a high-performing SDR team, and partner deeply with Sales to drive pipeline creation, acceleration, and revenue impact.

You won’t just run programs—you’ll define the enterprise growth motion, set the operating model, and build the systems, team, and playbooks that power long‑term scale. Your north star:
Enterprise pipeline.

• Own the enterprise marketing pipeline target and performance against it.
• Define enterprise growth strategy, annual planning, forecasting, and reporting.
• Build a predictable enterprise growth engine that’s channel agnostic (everything from warm intros to outbound to targeted ABM).
• Establish clear attribution, metrics, and operating cadence tied to pipeline and revenue.

• Architect and oversee full‑funnel enterprise programs including outbound pipegen, ABM, events, executive experiences, partner plays, and strategic gifting.
• Design multi‑channel programs that feel bespoke and high‑signal, not high‑volume.
• Leverage AI and modern tooling to personalize at scale and increase team leverage.
• Set creative direction in partnership with design to ensure consistency, quality, and differentiation.

• Own the SDR function for enterprise, including hiring, onboarding, coaching, and performance management.
• Define targeting, account strategy, sequencing, and handoff in close partnership with Sales leadership.
• Ensure SDR activity is tightly integrated with marketing signals, events, and campaigns.
• Continuously evolve the SDR + marketing motion as the company scales.

• Partner hand‑in‑hand with Enterprise Sales leadership to align on ICPs, account lists, deal strategy, and pipeline goals.
• Enable AEs with timely, relevant plays that support deal creation and acceleration.
• Act as a strategic thought partner to Sales on where to invest for the highest enterprise pipeline return.

• Track performance across the full funnel—focusing on pipeline as your North star metric; not just MQLs or engagement.
• Regularly report results, insights, and recommendations to executive leadership.
• Test, learn, and iterate—scaling what works and sun setting what doesn’t.
• Build and mentor a high‑performing enterprise growth team over time.

• 8–12+ years of B2B growth, demand gen, or ABM experience focused on enterprise buyers.
• Proven experience owning an enterprise pipeline number and forecasting against it.
• People management experience, including building and leading SDR teams or enterprise‑focused growth functions.
• Demonstrated success designing programs that generated meaningful enterprise pipeline and revenue.
• Strong understanding of…