Director, Demand Generation (Baltimore)
Job Overview ZeroFox is seeking a strategic, data‑driven Director of Demand Generation to lead marketing‑sourced pipeline and revenue growth through new logo acquisition, customer expansion, partner marketing, account‑based marketing (ABM), and event marketing opportunities. This individual will manage integrated, AI‑powered demand generation programs that drive awareness, engagement, pipeline creation, and bookings throughout the buying lifecycle. Reporting to the EVP of Marketing, the Director will manage a global team and oversee the full‑funnel strategy, ensuring alignment between marketing investments and measurable outcomes. New Logo Acquisition and ABM Lead the planning, execution, optimization, and reporting of integrated marketing programs spanning awareness, engagement, pipeline creation, opportunity acceleration, and customer expansion. Serve as the primary driver of marketing‑sourced and marketing‑influenced pipeline opportunities and bookings. Drive new logo acquisition through campaigns and programs such as email marketing, ABM, in‑person events, virtual events, partner co‑marketing campaigns, and customer expansion campaigns. Partner with Sales to optimize lead generation, pipeline velocity, and conversion rates across target segments and regions. Evaluate and report on campaign performance and reallocate investments to maximize campaign ROI and revenue impact. Develop and lead the ABM strategy, partnering closely with Sales to identify and engage high‑value target accounts. Collaborate with Product Marketing and Sales leadership to create personalized messaging, content, and campaigns for key accounts and buying committees. Measure account progression, engagement, opportunity creation, and revenue contribution across ABM initiatives. Customer, Channel, and Event Marketing Develop customer lifecycle marketing programs that drive engagement, adoption, retention, advocacy, cross‑sell, and upsell opportunities. Partner with Customer Success and Account Management teams to support expansion pipeline and revenue goals. Create customer‑focused campaigns that strengthen relationships and increase customer lifetime value. Support channel, alliance, technology, and strategic partnerships through joint go‑to‑market campaigns, co‑branded programs, events, and pipeline‑generating activities. Oversee the global event strategy, including industry conferences, customer events, webinars, roadshows, and partner events. Ensure event investments contribute directly to pipeline creation, opportunity acceleration, and revenue growth. Build integrated pre‑event, onsite, and post‑event campaigns that maximize engagement and conversion. Early Adoption of AI Technologies Identify and leverage AI technologies to improve audience targeting, campaign personalization, content creation, and conversion optimization. Partner with Marketing Operations and Digital teams to integrate AI capabilities into campaign planning, execution, reporting, and optimization. Build a culture of experimentation and continuous improvement through testing and AI‑enabled insights. Collaboration and Team Management Partner with Marketing Operations to optimize lead flow management and campaign execution. Collaborate with Product Marketing to ensure campaigns and product launches are differentiated, compelling, and aligned with corporate positioning. Work closely with Digital and Web teams to optimize landing page performance, conversion rates, and user journeys across campaigns. Establish strong partnerships with Sales leadership to ensure alignment around pipeline targets, account priorities, and revenue outcomes. Lead, mentor, and develop a high‑performing global demand generation team. Establish goals, KPIs, weekly operating rhythms, and performance standards across the team. Foster a culture of accountability, innovation, collaboration, and continuous optimization. Requirements 10 years of B2B SaaS marketing experience, preferably in cybersecurity, that includes leadership responsibility for demand generation and experience owning marketing‑sourced pipeline, opportunity creation, and revenue performance metrics. Proven track record of exceeding pipeline and bookings targets in high‑growth SaaS organizations. Expertise in lead acquisition, ABM, digital marketing, customer marketing, partner marketing, and event marketing. Strong understanding of marketing operations, attribution, forecasting, analytics, and marketing technology platforms. Early adopter of AI technologies to improve marketing effectiveness, efficiency, and revenue outcomes. Strong executive presence and ability to influence cross‑functional stakeholders across Sales, Marketing, Channel, Customer Success, and executive leadership. Analytical mindset with the ability to translate data into actionable business insights and strategic decisions. Success in This Role Consistently achieve or exceed marketing‑sourced pipeline and bookings targets. Increase new logo acquisition and accelerate pipeline velocity across target accounts and through campaign and/or event experiences. Expand customer revenue through lifecycle, retention, and expansion marketing programs. Grow partner‑sourced and partner‑influenced pipeline contribution. Improve campaign efficiency and performance through AI‑driven optimization and data‑informed decision‑making. Build and lead a world‑class global demand generation organization that serves as a key driver of company growth. Benefits Competitive compensation. Community‑driven culture with employee events. Respectful and nourishing work environment, where every opinion is heard and everyone is encouraged to be an active part of the organizational culture. Equal Opportunity We aim to build a team that represents a variety of backgrounds, perspectives, and skills. We embrace inclusion and ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, military or veteran status, or any other personal characteristic. J-18808-Ljbffr
