Director, Demand Generation

Role Overview

• Own the pipeline engine: set the demand gen strategy across all channels (paid, organic, ABM, PLG-to-enterprise motions) and hold the team accountable to pipeline targets
• Lead ABM at scale: build and refine account-based programs targeting F500 and mid-market enterprise accounts across key verticals, in close partnership with Sales and RevOps
• Drive channel efficiency: continuously optimize spend allocation, CAC, and funnel conversion across paid digital, content syndication, webinars, and direct outreach programs
• Develop the Sales & BDR interface: define how marketing-sourced leads are handed off, nurtured, and followed up, ensuring tight alignment with the BDR team on SLAs and qualification criteria
• Own the event strategy and execution: set the portfolio of events (owned, sponsored, partner-led) that generate pipeline and build brand presence in the US security market, including flagship events like RSA, Black Hat, ISACs, and GitGuardian-hosted practitioner events
• Activate regional GTM: deploy field programs that support territory-level sales goals, from executive dinners and lunch & learns to hands-on security workshops
• Lead GTM tech stack decisions: in partnership with RevOps, own the tooling layer that powers marketing execution: intent data, enrichment, automation, and attribution infrastructure
• Drive GTM efficiency: identify and eliminate friction in the lead and account journey from first touch to SQL, using data and tooling as force multipliers
• Enable AI-powered GTM programs: leverage the emerging stack of AI-native GTM tools to scale personalization, outreach quality, and campaign velocity
• Own the growth roadmap: translate the company's ARR ambitions into a quarterly marketing plan with clear investments, expected returns, and accountability mechanisms
• Develop the team: manage, coach, and recruit across Demand Gen, Field Marketing, and GTM Engineering; build a team that can scale with the company
• Report to the CMO and executive committee: present pipeline performance, channel effectiveness, and strategic recommendations at the executive level; bring both numbers and judgment to the table
• Operate as a senior GTM partner: work closely with the VP of GTM, Sales leadership, and RevOps to align on targets, account priorities, and quarterly plays.

Requirements

• 10+ years of experience in B2B marketing, with a meaningful portion in demand generation, growth, or integrated marketing leadership
• Background in the cybersecurity industry, or a closely adjacent technical category
• Proven track record owning pipeline targets: you've had a number, you've hit it, and you can explain how
• Experience managing cross-functional marketing teams, including demand gen and field; bonus if you've managed technical marketers or GTM engineers
• Deep understanding of enterprise GTM motions: multi-touch ABM, sales-marketing alignment, BDR programs, and the full funnel from intent signal to closed deal
• High business acumen: you think in terms of revenue, not activities; you're comfortable in a room with the VP of Sales or CFO
• Hands-on and strategic in equal measure: you can set a six-month roadmap and then roll up your sleeves to unblock a campaign launch the next morning.

Tech Stack

• Cyber Security
• SQL

Benefits

• 25 days of PTO (employees are strongly encouraged to use all of it!)
• 10 public holidays
• Health, Dental & Vision insurance (80% coverage), for individuals and their families
• Short term & long term disability insurance (100% paid)
• Travel policy including to our annual off-sites ('23 was South of France!)
• Up to $300 towards your home office set-up
• Monthly remote work stipend $70
• Complimentary access to Talk Space
• Referral bonus of $4000 for any new Guardians we might hire thanks to you
• Pre-tax commuter plan access
• 401(k) with Empower
• 3% match!