Director of Demand Generation
Full-time, Salaried · Marketing & Sales
Reports to: VP of Marketing
Location: Remote
Saltbox makes the hardest parts of running a small online business simple. Our workspaces bring together flexible warehouse suites, offices, and hands-on logistics support, all designed to help eCommerce entrepreneurs scale with confidence. Our members run businesses across Fashion & Apparel, Health & Beauty, Electronics, Household Goods, and more. When you join Saltbox, you're not just joining a company, you're helping real small business owners in your own backyard succeed.
Saltbox grows on demand: the leads, tours, and pipeline that keep our buildings full, move members into logistics services, and make a new market launch land. This is a newly created seat at the center of that engine.
To start, this is a player-coach role. You'll design the systems and coach the team, and also run tactical work yourself while the team is small. Your job is to define and build demand generation for scale, the systems, the launch strategy, and the team bench it needs.
We're opening new markets and growing services revenue at the same time, and both depend on a demand engine that doesn't exist yet in a repeatable form. You get to build it, the strategy, the launch playbook, and the team.
What the job looks like
This role sits where three things meet: the demand that keeps stabilized buildings full, the strategy that makes a new market launch land, and the team and systems that make both repeatable rather than one-off. You're translating revenue goals into a pipeline plan, shaping how content and campaigns drive services adoption alongside occupancy, and building the bench underneath you so demand generation scales.
What you will own
Strategy and planning
Set the demand strategy across owned, paid, and partner channels that keeps buildings full and backfills churn
Translate company revenue goals into a pipeline plan you can defend in front of leadership
Keep campaigns, content, and launches working as one strategy, not disconnected efforts
Market launches
Own the go-to-market campaign for every new market and building, from plan through results
Set and manage the launch budget across digital, traditional, and partnership spend
Build each launch plan with the local team so it fits real market conditions
Team and partner leadership
Manage and coach your direct reports as the team grows from a lean start
Hold the digital and content agencies to the same standard as the internal team
Run hands-on onboarding for each new hire and partner until they're fully ramped
Set clear KPIs for reports and partners alike, and review progress against them on a regular cadence
Pipeline, analytics, and AI
Own the marketing pipeline numbers and report them to leadership weekly, monthly, and quarterly
Oversee paid and owned performance, optimizing for lead volume and cost per lead
Direct which recurring workflows (reporting, content drafting, campaign ops) get handed to AI agents
Partner with Revenue Ops to keep lead scoring, funnel stages, and reporting accurate
Step into the tactical work yourself where gaps exist while the team is small
How we measure success
Qualified leads and tours generated against targets for stabilized buildings
Marketing-sourced pipeline deals and dollars
Services revenue attach rate generated from member marketing program
Lead and tour volume for each new market launch
Campaign velocity, time from brief to launch, trending down quarter over quarter
Direct reports hitting their own KPI targets within 90 days of hire
Number of recurring team workflows successfully automated via agents, tracked quarterly
Who thrives here
You want to build something, not maintain something that already exists
You're comfortable owning a number and being accountable for it
You take ownership of outcomes, not just tasks
You're energized by ambiguity, this function is still being defined
You're scrappy enough to do the work on a small team, and…