Director, Demand Generation

We’re looking for a highly hands-on Director of Demand Generation who thrives in early-stage environments, enjoys building from first principles and knows how and knows how to translate positioning and ICP clarity into measurable pipeline impact. This role is both strategic and operational, owning execution across account-based experiences (ABX), field and partner marketing, campaigns, webinars and events, and digital demand including paid media, landing pages, sequences, email and nurture. You’ll partner closely with sales, operations, business development, customer success and marketing teams to drive high-quality pipeline and quick learning loops that inform our go-to-market strategy.  This role requires the ability to forecast and use data to optimize funnel performance from first touch through opportunity creation. 

What You’ll Own 

Demand Strategy & Pipeline Growth 

• Own pipeline targets (marketing-sourced and marketing-influenced) and forecast demand contribution.  

• Design and execute an enterprise-focused demand generation and ABX strategy aligned to ICPs, buying committees, and revenue goals 

• Operate as a hands-on builder, personally driving campaign execution, testing, optimization, and performance analysis 

• Partner tightly with Product Marketing and Content leads to translate positioning, messaging, and launches into effective demand programs 

• Collaborate closely with Content Marketing to define themes, formats, and distribution strategies that drive engagement and conversion 

• Work day-to-day with SDR leadership to align campaigns, events, messaging, routing, follow-up motions, dashboards, and feedback loops 

• Partnering with product marketing and content to ensure message consistency, manage digital demand performance across website conversion and buyer journeys, paid media (search, social, targeted programs) and email and nurture programs 

• Define and track clear success metrics (pipeline, conversion rates, CAC signals, velocity, engagement). Partner with RevOps on attribution, reporting, and funnel visibility. 

Field & Partner Marketing 

• Build and run field marketing programs in close alignment with Sales (regional events, exec dinners, small events, and account-focused activations). Establish community-building motions (customer, practitioner, or partner-led) that reinforce credibility, trust, and long-term engagement 

• Partner with the alliances/partner team to create co-marketed campaigns, webinars, and field programs that drive sourced and influenced pipeline. 

• Develop repeatable field + partner programs that can scale as the sales org grows. 

• Develop and scale webinars, virtual events, and executive programs that engage senior buyers and champions 

• 8–12+ years of B2B demand generation experience, ideally in cybersecurity, fintech, or enterprise technology. 

• Proven experience driving pipeline in a sales- and partner-led GTM motion. 

• Proficient with Hubspot, SFDC, ZoomInfo, Outreach, Gong, WordPress, Google Analytics and AI-based marketing technologies. 

• Operate as a player-coach initially with field marketing direct report, with the opportunity to hire and scale a high-performing demand team over time 

• Strong analytical mindset with comfort using data to prioritize, optimize, and tell a clear performance story. 

• Experience operating in early-stage or high-growth environments where ambiguity is the norm. 

• Collaborative, low-ego operator who builds trust with Sales and cross-functional partners.