Director, Demand Generation

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the marketing-sourced and influenced pipeline, which includes channel mix, expenditure, conversion rates, customer acquisition cost (CAC), and stage-by-stage objectives.

• Develop and manage the comprehensive demand generation engine and strategy across various go-to-market approaches.

• Create top-of-funnel initiatives, mid-funnel nurturing strategies, and pipeline acceleration programs.

• Design and scale account-based experience (ABX) programs for key verticals and specified accounts in collaboration with the Sales team.

• Construct and enhance lead lifecycle initiatives, which encompass scoring, routing, nurturing, and follow-up processes.

• Expand and optimize demand channels, including paid advertising, email, account-based marketing (ABM), lifecycle management, nurturing, webinars, content syndication, and partner-led initiatives.

• Manage and enhance the ABM platform along with the broader suite of demand-generation technologies.

• Oversee demand reporting and forecasting, focusing on pipeline contributions, conversion statistics, CAC, channel return on investment (ROI), attribution, and accuracy of forecasts.

• Collaborate with Revenue Operations and Marketing Operations on analytics, data integrity, and supporting systems.

• Leverage AI and automation for campaign development, personalization, reporting, and tracking AI-driven buyer insights.

• Lead and mentor a small team while managing relationships with agencies and contractors.

• Coordinate with Sales and Sales Development Representative (SDR) leadership on account prioritization, lead flow, service level agreements (SLAs), and pipeline evaluations.

• Review demand mix, reporting, and systems; establish pipeline benchmarks and critical metrics.

• Initiate integrated campaign strategies, demand reporting, and new programs; determine areas for increased investment.

⛳️ Requirements

• Director-level experience in leading and scaling demand generation initiatives.

• Demonstrated success in building demand programs from the ground up and achieving measurable pipeline and revenue growth.

• Experience guiding a venture-backed organization through a significant growth-stage revenue escalation.

• Proven ability to manage multiple go-to-market strategies simultaneously.

• Proficiency in developing account-based programs that extend beyond one-time pilot efforts.

• Experience across direct, partner/channel, and product-led growth strategies is highly advantageous.

• History of meeting and consistently exceeding pipeline targets.

• Capacity to justify channel mix, expenditure, and conversion models to sales and executive leadership.

• Practical experience with AI, automation, intent data, and contemporary marketing/sales technology stacks.

• Familiarity with marketing automation tools, Salesforce, ABM, and intent-driven tools.

• Background in email security, cybersecurity, human risk management, or another technical B2B SaaS sector is preferred.

• Experience in marketing to technical or security-focused audiences is preferred.

• Proven ability in developing partner or channel demand initiatives is preferred.

• Capability to operate with a high degree of autonomy and minimal oversight.

• Ability to lead by example and function effectively within a streamlined team and disciplined budget.

🏝️ Benefits

• Equal opportunity employer.

• Inclusive environment dedicated to diversity.

• High levels of autonomy and visibility.

• Opportunity to lead a small team and collaborate with agency partners.

• Significant impact on a growth-stage organization.