Director, Demand Generation (Remote)

What we do

At runZero, we're a team of dreamers and creative thinkers who aren't afraid to shake up the status quo. Fixing what’s broken with legacy vulnerability management and overcoming persistent, decades-old problems requires a new approach.

Our platform provides a single source of truth for exposure management across the total attack surface. Without requiring agents, authentication, or appliances, runZero delivers  the most complete and accurate visibility into every asset and exposure across  internal, external, IT, OT, IoT, mobile, and cloud environments — including uncovering  unknown and unmanageable devices and broad classes of exposures that evade traditional tools. 

Founded by HD Moore (creator of Metasploit), runZero is trusted by more than 500 companies and 30,000 users worldwide to find and mitigate risks faster, meet compliance requirements, and improve overall security. See for yourself with a free trial!

Role

We are looking for a Director of Demand Generation who has a proven track record of generating demand and pipeline in a cybersecurity environment. In this role, you will have the opportunity to develop and execute a comprehensive marketing plan designed to increase awareness of runZero, acquire new customers, build pipeline, and grow revenue. 

We are looking for someone who is passionate about their craft and loves to develop innovative campaigns, incorporate cross-functional input, analyze performance data, and then launch, test, and optimize programs based on the results.

The ideal candidate won’t be afraid to roll up their sleeves and be hands-on in executing an array of programs, but also has the capacity to hire, mentor, and manage a team that will grow with runZero. Additionally, this candidate will be able to source strategic contract resources and agency partners, and then manage multiple work streams with their support.

This role will report directly to our Chief Marketing Officer, and will also collaborate closely with sales, product marketing, content marketing, and other stakeholders across our GTM team.  This role goes beyond running campaigns by aligning marketing efforts with business objectives and translating that engagement into revenue. Fluency in data, analytics, and systems is a must.

Responsibilities

• Own the demand generation engine, creating and executing comprehensive, multi-channel strategies to acquire and nurture leads that convert to pipeline
• Design and execute account-based tactics and campaigns using intent data, persona research, and personalized multi-touch strategies to engage our ideal customer profile 
• Evolve, manage, and scale a broad spectrum of digital marketing channels in collaboration with strategic contractors and agency partners, including email programs, third-party programs, content syndication, and digital marketing campaigns
• Work with operations, the BDR team, and sales leadership to manage the flow of leads and ensure they are properly nurtured and followed up on
• Oversee and optimize the PLG funnel, focusing on turning trial users into long-term customers, ensuring a seamless transition from product engagement to conversion
• Negotiate sponsorships and manage every aspect of our programs with third-party entities
• Manage the demand generation budget to ensure we achieve our lead generation and cost-per-lead goals on time and on budget
• Create a comprehensive email marketing program designed to nurture and engage leads
• Continually track and optimize the performance of our marketing programs 
• Model, forecast, and measure lead volumes and ROI by channel, leveraging learnings to refine future investments
• Report on what’s working and what’s not – and make recommendations and improvements to ensure we hit our marketing and sales goals, with a focus on net-new pipeline generation
• Source and manage a small team of contractors to support your overall strategy 
• Hire, mentor, and scale an internal team over time
• Develop and refine marketing models to inform budgeting, programmatic spend, and hiring

Requirements 

• 10+ years of experience in demand generation and revenue marketing, with 5+ years in leadership
• Experience in a cybersecurity startup environment
• Hands-on expertise with ABM strategies and multi-channel digital campaigns, leveraging intent data and personalization
• Well versed in all of the core digital and PLG channels, including email marketing, lead nurturing, digital advertising, third-party programs, and content syndication
• Strong data and analytics skills, with fluency in Marketo, Salesforce, Google Analytics, and ABM platforms 
• Demonstrable mastery of tracking KPIs, campaign ROI, and attribution
• Abi