Senior Director of Marketing

Arkose Labs • San Mateo, CA

18h • Remote

About The Position

Arkose Labs is seeking a Senior Director of Marketing with a primary focus on pipeline generation and conversion. This role is central to the company's go-to-market strategy, responsible for the end-to-end demand generation function. The ideal candidate will build and optimize programs, systems, and processes to create pipeline, accelerate deals, and convert opportunities into revenue. This is a hands-on, execution-heavy leadership position requiring a data-driven approach, a focus on conversion rates across all funnel stages, and the ability to leverage AI-powered tools for a lean, high-performing team. Strong domain credibility in cybersecurity, fraud prevention, or digital trust is essential to create campaigns that resonate with technical buyers and security leaders.

Requirements

• Demonstrated experience marketing cybersecurity, fraud prevention, bot management, digital identity, account security, or trust and safety solutions to enterprise buyers.
• Fluency in the personas and buying processes of CISOs, VP/Director of Fraud, trust and safety leaders, and IT security decision-makers.
• Ability to translate technical security concepts (bot detection, credential stuffing, account takeover, agentic AI threats) into compelling demand generation campaigns.
• Understanding of the competitive landscape in bot management, fraud deterrence, and emerging AI security categories.
• 8+ years of B2B marketing experience with at least 3-5 years leading demand generation at high-growth enterprise technology or cybersecurity companies.
• Proven, quantifiable track record of owning pipeline targets and delivering marketing-sourced and marketing-influenced revenue.
• Deep hands-on expertise with ABM platforms, intent-data tools, marketing automation (Marketo, HubSpot, or similar), CRM (Salesforce), and full-funnel attribution.
• Demonstrated fluency deploying AI-powered marketing tools with measurable pipeline impact.
• Experience building demand programs that sell into large enterprises with complex, multi-stakeholder, 6-12+ month buying processes.
• Strong analytical skills with the ability to build dashboards, interpret pipeline data, and translate insights into campaign action.
• Hands-on leader who operates with urgency and is comfortable building programs, not just managing them.
• Known for elevating team performance and developing talent in place rather than defaulting to headcount growth.
• Strong communicator who can translate pipeline data into clear narratives for executive leadership, presenting program performance, funnel trends, and investment recommendations with confidence and clarity.
• Skilled at coordinating with Sales at all levels—from leadership to individual contributors—to ensure shared pipeline mentality, aligned account targeting, and consistent funnel accountability.
• Bachelor’s degree required.

Nice To Haves

• MBA or equivalent experience preferred.

Responsibilities

• Own the pipeline number, being directly accountable for marketing-sourced pipeline creation, progression, velocity, and conversion to closed-won revenue against quarterly and annual targets.
• Build, execute, and continuously optimize a full-funnel demand generation engine spanning inbound, outbound, ABM, paid media, content syndication, email nurture, and partner-driven programs.
• Design and operate a metrics-driven ABM strategy targeting enterprise accounts across Arkose Labs’ core verticals: financial services, gaming, social media, technology platforms, retail, travel, and telecom.
• Own the marketing-to-sales handoff process, including MQL/SQL definitions, SLA frameworks, lead scoring models, and shared funnel accountability with Sales.
• Analyze pipeline data daily and weekly to identify conversion bottlenecks, underperforming programs, and acceleration opportunities, acting on insights with urgency.
• Develop and execute integrated GTM programs with IaaS partners (AWS, Azure, GCP) and strategic alliances focused on pipeline contribution.
• Architect and maintain a full-funnel attribution model that clearly connects every marketing dollar to pipeline and revenue outcomes.
• Own campaign ROI measurement end to end, from budget allocation and program design through post-campaign analysis.
• Own and operate the full marketing technology stack: MAP (Marketo), CRM and marketing leads/campaigns (Salesforce), lead-to-account matching and routing (LeanData), ABM and intent platforms (Demandbase, Bombora), data enrichment (Clay), and analytics/revenue attribution (HockeyStack).
• Deploy and manage AI-powered tools across the demand generation stack: intent-signal platforms (Bombora, 6sense, or similar), predictive lead scoring, AI SDRs, conversation intelligence, content personalization engines, data enrichment and outreach automation (Clay), and AI writing and research assistants (Claude).
• Use AI and machine learning to improve audience segmentation, campaign targeting, bid optimization, and real-time campaign adjustments.
• Implement AI-assisted content workflows to scale personalized nurture sequences, SEO content, and ABM creative without proportional headcount.
• Evaluate emerging AI tools (autonomous campaign optimization, generative content at scale, AI-driven analytics) and bring a clear investment vs. experimentation framework.
• Lead and develop a team spanning demand generation, content, global events, and customer marketing with a pipeline-first operating model.
• Partner closely with Sales leadership on pipeline reviews, campaign alignment, account targeting, and win/loss analysis.
• Collaborate with product marketing to ensure messaging, competitive positioning, and launch programs drive pipeline.
• Build a culture of accountability, experimentation, and velocity.
• Report on pipeline metrics to executive leadership on a weekly and monthly cadence with clear analysis and action plans.

Benefits

• Competitive salary + Equity
• 401k plan
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior