Director of Demand Generation

DomainTools•Austin, TX

About The Position

DomainTools is experiencing a significant growth phase, expanding its internet intelligence platform beyond DNS roots and positioning itself at the forefront of AI in cybersecurity. The company offers a comprehensive platform covering domains, IPs, hostnames, SSL certificates, passive DNS, and real-time threat feeds, utilized by leading security teams. DomainTools is not a startup but a category leader accelerating its growth with a focus on AI-native security operations. This role is crucial for building the demand generation engine to match this momentum, aiming to create predictable, high-quality pipeline, accelerate top-of-funnel growth, and convert technical differentiation into qualified opportunities. The position offers significant ownership, allowing the individual to define strategy, build programs, manage the full demand gen budget, and lead a team, while collaborating closely with Sales, Product Marketing, RevOps, and Customer Success to drive revenue across various market segments.

Requirements

8–12+ years in B2B demand generation or revenue marketing, with 4+ years at Director level or equivalent
Proven pipeline ownership in mid-market to enterprise environments with complex, long sales cycles.
Deep experience in cybersecurity, enterprise SaaS, or highly technical B2B markets.
Understanding of buyers like CISOs, SOC Directors, and threat intelligence teams.
Strong top-of-funnel and ABM background; experience building programs from weak foundations.
Hands-on fluency with modern MarTech: Salesforce, Marketo, 6sense and ZoomInfo
Website and digital experience managing sites as demand assets, including SEO, paid search, and conversion optimization
AI and automation fluency with practical skepticism; ability to differentiate tools that improve ICP pipeline from those that automate noise.
Strong sales partnership instincts; experience building trust with sales teams and co-owning outcomes.
Ability to build distinct demand motions for enterprise ICP, public sector, SME, and expansion.
Executive-level communication skills.
Ability to run a rigorous inspection cadence.

Nice To Haves

Experience marketing a platform that spans multiple product lines or intelligence categories, not just a single-point solution
Familiarity with security workflows: SOC operations, incident response, threat hunting, SIEM/SOAR/TIP integrations, and how security teams operationalize intelligence in tools like Splunk, CrowdStrike, or Palo Alto Networks
Experience marketing to or within the public sector or federal government
Background building demand in a high-growth phase with new products shipping fast, a category expanding, and messaging evolving
Experience building community-driven or peer-influence programs.

Responsibilities

Own marketing-sourced and influenced pipeline targets end-to-end, including qualified opportunities, accepted pipeline, conversion rates, velocity, and closed-won influence.
Build and scale top-of-funnel programs that generate consistent, high-quality demand from ICP enterprise, public sector, SME, and expansion segments, with distinct motions for each.
Design and execute multi-channel campaigns across paid media, content syndication, ABM, email nurture, webinars, events, and emerging channels with a relentless focus on ICP fit and pipeline quality.
Build outbound and ABM programs anchored in specific pain signals, trigger events, integration use cases, and DomainTools research.
Create technically substantive demand assets, including research-backed narratives, solution briefs, integration-focused workshops, and practitioner-grade proof content.
Translate a rapidly expanding product portfolio into demand programs that reach the right buyers with the right message at the right time.
Own the complete lead flow from first touch to sales-accepted opportunity, including routing logic, qualification SLAs, disqualification rules, recycling workflows, and attribution integrity across Salesforce, Marketo, and 6sense.
Ensure every high-value inbound request is routed, followed up, and measured with speed and precision.
Own the DomainTools website as a demand generation engine, with accountability for performance, conversion optimization, and user experience.
Lead SEO strategy including traditional search, AEO (Answer Engine Optimization), and GEO (Generative Engine Optimization).
Manage paid digital programs with clear ROI and CAC accountability.
Partner closely with Sales leadership on pipeline forecasting, account coverage, BDR alignment, and shared revenue goals.
Build target-account campaigns, event follow-up plays, thought leadership outreach, renewal and expansion plays, and live opportunity acceleration programs.
Evaluate and deploy AI-powered demand tools, including intent data, AI BDR workflows, predictive scoring, and automated campaigns.
Maintain a focused tech stack, avoid tool sprawl, and train AI tools on DomainTools-specific messaging and buyer context.
Build agentic workflows that accelerate investigation, personalization, and campaign execution.
Own dashboards covering funnel metrics, source and channel performance, lead response SLAs, ICP vs. SME mix, campaign conversion, and closed-won/closed-lost feedback.
Run a weekly demand gen operating review, diagnose problems fast, and iterate.
Build attribution models that give Sales and leadership confidence in where pipeline is coming from and why.
Hire, develop, and lead a high-performing demand generation team, balancing strategic direction with hands-on execution.
Own and optimize the demand gen budget across paid programs, website, tools, and event attendance.
Manage agency and vendor relationships for maximum efficiency and scalability.