About The Role

Voice AI that resolves, not transfers.
Most phone systems trap callers in menus and scripts. Vapi is the platform for deploying voice agents that know your business and can listen, adapt, and resolve in minutes.

The numbers: 1 billion calls. 1 million developers. 10x enterprise ARR growth
The customers: Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500
The news: a $50M Series B led by Peak XV Partners, with Bessemer Venture Partners, Kleiner Perkins, M12 (Microsoft's Venture Fund), Y Combinator, and our earlier backers. Total raised: $72M

Vapi is on a clear path to $100M ARR, with 90% of pipeline driven by inbound and a sales org scaling 3x. As we move aggressively upmarket into enterprise, we need a demand generation leader to audit and optimize our existing channels, build a repeatable pipeline machine, and accelerate outbound capacity. This is a high-impact, hands-on role at an inflection point.

30 Day:
Audit all existing demand gen channels, pipeline sources, conversion rates, and attribution gaps to establish a clear baseline
Get deeply familiar with our PLG motion, ICP, and MarTech stack, and identify where the biggest drop-offs occur
Meet with Sales, Product, and leadership to align on pipeline goals, key accounts, and the definition of a high-quality lead
Form an initial point of view on the 2-3 highest-leverage bets and present a prioritized demand gen roadmap
60 Day:
Launch optimized campaigns across paid, field, and ABM channels based on your audit findings
Implement lead scoring and data enrichment processes so SDRs are focused on the highest-quality leads
Stand up initial ABX plays targeting top enterprise accounts, including personalized ads and tailored content to support SDR outreach
Partner with Product to identify PQL triggers and begin mapping lifecycle marketing campaigns that move self-serve users down the funnel
90 Day:
Own the full-funnel pipeline strategy, with clear attribution and reporting in place across all channels
Have ABM and PQL programs running with measurable impact on pipeline contribution and mid-funnel conversion rates
Begin hiring for field marketing and ABM roles, with a clear team structure and hiring plan in place
Establish a regular pipeline review cadence with Sales leadership, with shared definitions, goals, and accountability

Proven demand gen, growth, or performance marketing leader with a clear spike in ABM and paid
Data-first: you default to attribution analysis, lead scoring models, and PQL frameworks, not intuition
Hands-on builder who can operate as an IC today while hiring and developing a small team
Experienced with PLG motions, self-serve funnels, and the conversion journey from product sign-up to enterprise contract
Comfortable marketing to technical personas: developers, engineering leaders, and data-savvy buyers
Based in (or willing to work from) San Francisco 3 days/week

Build something worthy of love
Craft matters. We aim to build products and experiences customers genuinely love, not just tolerate.
Commit and follow through
We finish what we start and build trust by being people others can count on.
Why not today?
We value urgency and momentum. The fastest path to customer value usually wins.
Seek raw input
We go directly to customers, data, and teammates instead of relying on summaries or assumptions.
It’s our problem
We operate as one team. We share credit, own mistakes together, and support each other when things get hard.
Be direct and kind
We give feedback clearly, respectfully, and without delay.

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Director of Demand Generation