Who we are
Unstructured is a high-growth AI infrastructure company helping enterprises unlock and operationalize unstructured data for GenAI applications. We power mission-critical use cases across Fortune 500 organizations that are moving from GenAI experimentation to production at scale.
We are at a pivotal inflection point: strong product-market fit, expanding enterprise adoption, and a rapidly growing sales organization. To support this next phase of growth, we are building a world‑class, revenue-driven marketing engine — one that meaningfully contributes to the pipeline, accelerates enterprise deal cycles, and sharpens our category narrative.
Location(s) Preferred: San Francisco, San Jose, Sacramento and Seattle
The Opportunity
We are hiring a hands‑on Head of Demand Generation / Growth leader to own pipeline generation and scale Unstructured’s growth engine.
This leader has built demand at the ~$10–30M ARR stage and has seen scale to $75M+ ARR in a high‑velocity B2B SaaS environment. They will design and execute Unstructured’s end‑to‑end demand strategy, establish the operating foundation, and build a high-performing team to support our next phase of growth.
What You’ll Own
Demand Generation & Pipeline
- Full ownership of pipeline generation for Unstructured’s sales organization, with clear targets and accountability
- Design, execute, and scale multi-channel demand programs across paid, organic, content, events, ABM, outbound support, and PLG‑adjacent motions (where applicable)
- Build programs that support complex, enterprise sales cycles and large deal sizes
- Partner tightly with Sales leadership on ICP definition, segmentation, messaging, and pipeline goals
Growth Strategy & Execution
- Build and own Unstructured’s growth roadmap
- Establish attribution, reporting, and forecasting that the executive team and board can trust
- Identify the highest‑leverage channels for pipeline creation and double down on what works
- Move quickly: test aggressively, iterate fast, and scale winning motions
Team Building & Operating Model
- Hire and lead a high-performing Growth team
- Define roles, operating cadence, and performance expectations
- Lay the foundation for a scalable, world‑class marketing organization
Product Marketing
- Help define and articulate Unstructured’s value proposition for enterprise buyers
- Develop messaging and narratives that resonate with both technical and business stakeholders
- Support product launches, sales enablement, and category leadership
- Over time, potentially assume broader Product Marketing ownership
Who You Are
Required Experience
- Proven experience building demand generation at a $10–30M ARR B2B SaaS company
- Exposure to scaling to at least $75M+ ARR (as a leader or key contributor)
- Demonstrated success driving pipeline and revenue, not just brand or top‑of‑funnel metrics
- Experience supporting enterprise sales motions with complex buying committees
- Comfortable operating hands‑on in fast-moving, ambiguous environments
Nice-to-Haves
- Product marketing experience (positioning, messaging, launches, enablement)
- Background in developer-focused, infrastructure, or highly technical products
- Experience in AI, data, open-source, or platform companies
- PLG or hybrid GTM experience
- Experience with the following tools:
What Success Looks Like
- Marketing becomes a reliable, material driver of the pipeline
- Sales views Marketing as a true revenue partner
- Clear, trusted reporting on pipeline contribution and growth efficiency
- A high-performing growth team is built and scaling with the business
Why This Role Is Special
- Greenfield opportunity to build Unstructured’s growth engine with full executive support
- Direct ownership of the pipeline and growth outcomes
- Ability to shape the future marketing organization — and the scope of your own role
- Join a category-defining AI infrastructure company at a critical inflection point