Director of Demand Generation

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 WHY WE’RE HIRING THIS ROLE: - 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. WHAT YOU’LL DO: - 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 WHO YOU ARE: - 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 HOW WE WORK: - 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. WHY VAPI: - Generational impact: Build the human interface for every business - Ownership culture: 70% of the company are previous founders - Kind team: The founders, Jordan and Nikhil, are Canadians - Tier-1 Investors: YC, KP seed, Bessemer Series A WHAT WE OFFER: