Director, Demand Generation
Airlock Digital · Colorado, United States · 3 wk ago
OTHRFull-time
We need to output HTML fragment with sections: About the role? Actually we need headings for sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use for each section heading. Only include sections when posting has real specific content. We must not repeat job title as heading. We must not include Job ID etc. Remove boilerplate, navigation, legal, EEO, scam warning, duplicated lines, application instructions. Also remove "Who Are We? About Airlock Digital" maybe part of About the role? The posting includes "Who Are We? About Airlock Digital" describing company. That could be considered "About the role"? Actually "About the role" is typical heading for description of role. The posting includes "What We Are Looking For" which is about role. Also "Key Responsibilities etc. So we need to map.
We need sections: About the role (maybe from "What We Are Looking For" and description). Responsibilities (Key Responsibilities). Requirements (maybe Required Skills & Qualifications). Qualifications (maybe same as Requirements? Could combine). Skills (maybe Bonus Points). Benefits (What We Offer). Pay (not present, so omit). Schedule (not present, omit). Also maybe "Lead and Develop the Team" part of responsibilities.
We must preserve all substantive information, not invent or summarize away detail. Must not include filler like "commensurate with experience". Not present.
We need to output only HTML fragment, no /, no markdown fences.
We need to use
for each section heading. Only include sections when posting has real specific content. We must not repeat job title as heading. We must not include Job ID etc. Remove boilerplate, navigation, legal, EEO, scam warning, duplicated lines, application instructions. Also remove "Who Are We? About Airlock Digital" maybe part of About the role? The posting includes "Who Are We? About Airlock Digital" describing company. That could be considered "About the role"? Actually "About the role" is typical heading for description of role. The posting includes "What We Are Looking For" which is about role. Also "Key Responsibilities etc. So we need to map.
We need sections: About the role (maybe from "What We Are Looking For" and description). Responsibilities (Key Responsibilities). Requirements (maybe Required Skills & Qualifications). Qualifications (maybe same as Requirements? Could combine). Skills (maybe Bonus Points). Benefits (What We Offer). Pay (not present, so omit). Schedule (not present, omit). Also maybe "Lead and Develop the Team" part of responsibilities.
We must preserve all substantive information, not invent or summarize away detail. Must not include filler like "commensurate with experience". Not present.
We need to output only HTML fragment, no /, no markdown fences.
We need to use - for any list of duties/requirements/benefits, and
for prose.
We need to decide how to structure content: For each section, we can have
Section
then either prose or
- items.
We must not duplicate lines.
Let's extract content.
First, "Who Are We? About Airlock Digital" paragraph: "Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity."
That's about company, could go under "About the role" maybe as introductory description. But "About the role" usually about the role, not company. However we have no explicit "About the role" section; we could treat "What We Are Looking For" as about the role. The "Who Are We?" could be considered company overview, maybe we can include under "About the role" as context. The instruction: "use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." So we can include About the role heading and put company overview there.
Next, "What We Are Looking For" paragraph: "We’re looking for a strategic, analytical, and results-driven Director of Demand Generation to lead Airlock Digital’s global demand generation strategy and growing team. You will translate company and marketing goals into integrated programs that build awareness, generate qualified demand, and support at least 3x pipeline coverage. Your remit will span both new-logo acquisition and growth within our existing customer base. You will develop and optimize the right mix of digital advertising, paid search, SEO, account-based marketing, events, and other relevant channels to achieve our pipeline and revenue goals. This is both a strategic and operational leadership role. You will set the direction, establish priorities, manage budgets and resources, and ensure high-quality execution. You will use data to evaluate program performance, identify opportunities, and continually optimize our channel mix, processes, and investment. The ideal candidate has deep B2B SaaS technology experience, a strong command of the full lead lifecycle, and a track record of partnering with Sales to improve lead management, conversion and pipeline performance. You will also help Airlock Digital adopt practical AI capabilities that make our demand-generation programs more efficient, personalized, and effective."
That is role description; could be part of About the role or separate. We'll put under About the role.
Then "Key Responsibilities" with bullet-like paragraphs each starting with a bold heading? Actually the text: "Key Responsibilities Translate company growth targets and marketing goals and objectives into a comprehensive, measurable demand generation strategy. Build integrated plans designed to generate qualified demand and support at least 3x pipeline coverage.Establish clear audience, geographic, channel, and campaign priorities based on business goals and market opportunity.Balance short-term pipeline generation with longer-term market development and account engagement. Drive Integrated Campaigns and Programs Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts.Partner with Product Marketing and Content to develop compelling campaign themes, messaging, and conversion paths.Ensure programs are executed effectively, on schedule, on budget, and in alignment with brand and business priorities.Manage agency and vendor relationships where appropriate, holding partners accountable for performance and value. Own Pipeline Performance and Optimization Establish campaign goals, forecasts, performance benchmarks, and reporting frameworks tied to pipeline and revenue outcomes.Partner with Marketing Operations to monitor and analyze metrics across the funnel, including engagement, conversion, cost per lead, customer acquisition cost, sourced and influenced pipeline, velocity, and return on investment.Regularly communicate program performance, insights, risks, and recommendations to Marketing, Sales, and company leadership.Use data to optimize campaigns, channel mix, audience targeting, budget allocation, and follow-up strategies.Build a disciplined testing and experimentation practice that continually improves conversion and program effectiveness. Strengthen the Lead Lifecycle Define and continually improve lead lifecycle stages, scoring, routing, nurture, handoff, and follow-up processes.Partner closely with Sales / Revenue Operations and Marketing Operations to establish shared definitions, service-level expectations, and feedback loops.Identify and resolve friction across the buyer journey, from initial engagement through sales acceptance and opportunity creation.Ensure marketing and sales teams have visibility into lead status, campaign engagement, and pipeline progression.Improve nurture and re-engagement programs to maximize conversion across the prospect and customer database. Advance Account-Based Marketing Develop and scale Airlock Digital’s account-based marketing strategy in partnership with Sales and Customer Success.Define target-account tiers, buying groups, engagement strategies, plays, and measurement standards.Create coordinated plans across advertising, content, events, outbound support, and sales activation.Measure account engagement, pipeline progression, and revenue impact to continuously refine the ABM approach. Build AI-Enabled Demand Generation Capabilities Stay current on evolving demand generation practices, technologies, buyer behaviors, and market trends.Identify practical opportunities to incorporate AI into audience research, campaign development, personalization, content adaptation, testing, analytics, and optimization.Establish responsible processes for using AI while maintaining quality, accuracy, brand consistency, data privacy, and human oversight.Evaluate emerging tools based on their ability to improve efficiency, performance, scalability, and ROI. Lead and Develop the Team Lead, coach, and develop a growing demand generation team, establishing clear goals, responsibilities, and performance expectations.Create a culture of accountability, collaboration, experimentation, and continuous improvement.Assess team capabilities and identify the talent, processes, tools, and external resources needed to support growth.Partner effectively across Sales, Revenue Operations, Product Marketing, Content, Customer Success, and company leadership.Manage the demand generation budget and allocate resources based on expected business impact"
These are sentences without line breaks; we need to split into list items. Each sentence seems to be a responsibility. We'll create - for each responsibility.
We need to preserve all substantive information; we must not lose any detail. So we need to break at each period that starts a new capitalized phrase? The text has no spaces after periods sometimes (e.g., "coverage.Establish"). We'll need to parse manually.
Let's split:
1. Translate company growth targets and marketing goals and objectives into a comprehensive, measurable demand generation strategy.
2. Build integrated plans designed to generate qualified demand and support at least 3x pipeline coverage.
3. Establish clear audience, geographic, channel, and campaign priorities based on business goals and market opportunity.
4. Balance short-term pipeline generation with longer-term market development and account engagement.
5. Drive Integrated Campaigns and Programs Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts.
Actually "Drive Integrated Campaigns and Programs Develop full-funnel..." Might be two sentences? The heading "Drive Integrated Campaigns and Programs" then sentence. We'll treat as one bullet: "Drive Integrated Campaigns and Programs: Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts."
But we need to keep original wording. Could keep as is: "Drive Integrated Campaigns and Programs Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts." It's okay.
6. Partner with Product Marketing and Content to develop compelling campaign themes, messaging, and conversion paths.
7. Ensure programs are executed effectively, on schedule, on budget, and in alignment with brand and business priorities.
8. Manage agency and vendor relationships where appropriate, holding partners accountable for performance and value.
9. Own Pipeline Performance and Optimization Establish campaign goals, forecasts, performance benchmarks, and reporting frameworks tied to pipeline and revenue outcomes.
10. Partner with Marketing Operations to monitor and analyze metrics across the funnel, including engagement, conversion, cost per lead, customer acquisition cost, sourced and influenced pipeline, velocity, and return on investment.
11. Regularly communicate program performance, insights, risks, and recommendations to Marketing, Sales, and company leadership.
12. Use data to optimize campaigns, channel mix, audience targeting, budget allocation, and follow-up strategies.
13. Build a disciplined testing and experimentation practice that continually improves conversion and program effectiveness.
14. Strengthen the Lead Lifecycle Define and continually improve lead lifecycle stages, scoring, routing, nurture, handoff, and follow-up processes.
15. Partner closely with Sales / Revenue Operations and Marketing Operations to establish shared definitions, service-level expectations, and feedback loops.
16. Identify and resolve friction across the buyer journey, from initial engagement through sales acceptance and opportunity creation.
17. Ensure marketing and sales teams have visibility into lead status, campaign engagement, and pipeline progression.
18. Improve nurture and re-engagement programs to maximize conversion across the prospect and customer database.
19. Advance Account-Based Marketing Develop and scale Airlock Digital’s account-based marketing strategy in partnership with Sales and Customer Success.
20. Define target-account tiers, buying groups, engagement strategies, plays, and measurement standards.
21. Create coordinated plans across advertising, content, events, outbound support, and sales activation.
22. Measure account engagement, pipeline progression, and revenue impact to continuously refine the ABM approach.
23. Build AI-Enabled Demand Generation Capabilities Stay current on evolving demand generation practices, technologies, buyer behaviors, and market trends.
24. Identify practical opportunities to incorporate AI into audience research, campaign development, personalization, content adaptation, testing, analytics, and optimization.
25. Establish responsible processes for using AI while maintaining quality, accuracy, brand consistency, data privacy, and human oversight.
26. Evaluate emerging tools based on their ability to improve efficiency, performance, scalability, and ROI.
27. Lead and Develop the Team Lead, coach, and develop a growing demand generation team, establishing clear goals, responsibilities, and performance expectations.
28. Create a culture of accountability, collaboration, experimentation, and continuous improvement.
29. Assess team capabilities and identify the talent, processes, tools, and external resources needed to support growth.
30. Partner effectively across Sales, Revenue Operations, Product Marketing, Content, Customer Success, and company leadership.
31. Manage the demand generation budget and allocate resources based on expected business impact.
That seems comprehensive.
Now "Required Skills & Qualifications" section: list of bullet-like sentences.
We need to decide sections: Requirements, Qualifications, Skills. The posting has "Required Skills & Qualifications". Could split into
for prose. We need to decide how to structure content: For each section, we can have
Section
then eitherprose or
- items.
We must not duplicate lines.
Let's extract content.
First, "Who Are We? About Airlock Digital" paragraph: "Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity."
That's about company, could go under "About the role" maybe as introductory description. But "About the role" usually about the role, not company. However we have no explicit "About the role" section; we could treat "What We Are Looking For" as about the role. The "Who Are We?" could be considered company overview, maybe we can include under "About the role" as context. The instruction: "use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." So we can include About the role heading and put company overview there. Next, "What We Are Looking For" paragraph: "We’re looking for a strategic, analytical, and results-driven Director of Demand Generation to lead Airlock Digital’s global demand generation strategy and growing team. You will translate company and marketing goals into integrated programs that build awareness, generate qualified demand, and support at least 3x pipeline coverage. Your remit will span both new-logo acquisition and growth within our existing customer base. You will develop and optimize the right mix of digital advertising, paid search, SEO, account-based marketing, events, and other relevant channels to achieve our pipeline and revenue goals. This is both a strategic and operational leadership role. You will set the direction, establish priorities, manage budgets and resources, and ensure high-quality execution. You will use data to evaluate program performance, identify opportunities, and continually optimize our channel mix, processes, and investment. The ideal candidate has deep B2B SaaS technology experience, a strong command of the full lead lifecycle, and a track record of partnering with Sales to improve lead management, conversion and pipeline performance. You will also help Airlock Digital adopt practical AI capabilities that make our demand-generation programs more efficient, personalized, and effective." That is role description; could be part of About the role or separate. We'll put under About the role. Then "Key Responsibilities" with bullet-like paragraphs each starting with a bold heading? Actually the text: "Key Responsibilities Translate company growth targets and marketing goals and objectives into a comprehensive, measurable demand generation strategy. Build integrated plans designed to generate qualified demand and support at least 3x pipeline coverage.Establish clear audience, geographic, channel, and campaign priorities based on business goals and market opportunity.Balance short-term pipeline generation with longer-term market development and account engagement. Drive Integrated Campaigns and Programs Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts.Partner with Product Marketing and Content to develop compelling campaign themes, messaging, and conversion paths.Ensure programs are executed effectively, on schedule, on budget, and in alignment with brand and business priorities.Manage agency and vendor relationships where appropriate, holding partners accountable for performance and value. Own Pipeline Performance and Optimization Establish campaign goals, forecasts, performance benchmarks, and reporting frameworks tied to pipeline and revenue outcomes.Partner with Marketing Operations to monitor and analyze metrics across the funnel, including engagement, conversion, cost per lead, customer acquisition cost, sourced and influenced pipeline, velocity, and return on investment.Regularly communicate program performance, insights, risks, and recommendations to Marketing, Sales, and company leadership.Use data to optimize campaigns, channel mix, audience targeting, budget allocation, and follow-up strategies.Build a disciplined testing and experimentation practice that continually improves conversion and program effectiveness. Strengthen the Lead Lifecycle Define and continually improve lead lifecycle stages, scoring, routing, nurture, handoff, and follow-up processes.Partner closely with Sales / Revenue Operations and Marketing Operations to establish shared definitions, service-level expectations, and feedback loops.Identify and resolve friction across the buyer journey, from initial engagement through sales acceptance and opportunity creation.Ensure marketing and sales teams have visibility into lead status, campaign engagement, and pipeline progression.Improve nurture and re-engagement programs to maximize conversion across the prospect and customer database. Advance Account-Based Marketing Develop and scale Airlock Digital’s account-based marketing strategy in partnership with Sales and Customer Success.Define target-account tiers, buying groups, engagement strategies, plays, and measurement standards.Create coordinated plans across advertising, content, events, outbound support, and sales activation.Measure account engagement, pipeline progression, and revenue impact to continuously refine the ABM approach. Build AI-Enabled Demand Generation Capabilities Stay current on evolving demand generation practices, technologies, buyer behaviors, and market trends.Identify practical opportunities to incorporate AI into audience research, campaign development, personalization, content adaptation, testing, analytics, and optimization.Establish responsible processes for using AI while maintaining quality, accuracy, brand consistency, data privacy, and human oversight.Evaluate emerging tools based on their ability to improve efficiency, performance, scalability, and ROI. Lead and Develop the Team Lead, coach, and develop a growing demand generation team, establishing clear goals, responsibilities, and performance expectations.Create a culture of accountability, collaboration, experimentation, and continuous improvement.Assess team capabilities and identify the talent, processes, tools, and external resources needed to support growth.Partner effectively across Sales, Revenue Operations, Product Marketing, Content, Customer Success, and company leadership.Manage the demand generation budget and allocate resources based on expected business impact" These are sentences without line breaks; we need to split into list items. Each sentence seems to be a responsibility. We'll create
- for each responsibility. We need to preserve all substantive information; we must not lose any detail. So we need to break at each period that starts a new capitalized phrase? The text has no spaces after periods sometimes (e.g., "coverage.Establish"). We'll need to parse manually. Let's split: 1. Translate company growth targets and marketing goals and objectives into a comprehensive, measurable demand generation strategy. 2. Build integrated plans designed to generate qualified demand and support at least 3x pipeline coverage. 3. Establish clear audience, geographic, channel, and campaign priorities based on business goals and market opportunity. 4. Balance short-term pipeline generation with longer-term market development and account engagement. 5. Drive Integrated Campaigns and Programs Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts. Actually "Drive Integrated Campaigns and Programs Develop full-funnel..." Might be two sentences? The heading "Drive Integrated Campaigns and Programs" then sentence. We'll treat as one bullet: "Drive Integrated Campaigns and Programs: Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts." But we need to keep original wording. Could keep as is: "Drive Integrated Campaigns and Programs Develop full-funnel, integrated, multi-channel campaigns for priority segments, buyer personas, regions, and target accounts." It's okay. 6. Partner with Product Marketing and Content to develop compelling campaign themes, messaging, and conversion paths. 7. Ensure programs are executed effectively, on schedule, on budget, and in alignment with brand and business priorities. 8. Manage agency and vendor relationships where appropriate, holding partners accountable for performance and value. 9. Own Pipeline Performance and Optimization Establish campaign goals, forecasts, performance benchmarks, and reporting frameworks tied to pipeline and revenue outcomes. 10. Partner with Marketing Operations to monitor and analyze metrics across the funnel, including engagement, conversion, cost per lead, customer acquisition cost, sourced and influenced pipeline, velocity, and return on investment. 11. Regularly communicate program performance, insights, risks, and recommendations to Marketing, Sales, and company leadership. 12. Use data to optimize campaigns, channel mix, audience targeting, budget allocation, and follow-up strategies. 13. Build a disciplined testing and experimentation practice that continually improves conversion and program effectiveness. 14. Strengthen the Lead Lifecycle Define and continually improve lead lifecycle stages, scoring, routing, nurture, handoff, and follow-up processes. 15. Partner closely with Sales / Revenue Operations and Marketing Operations to establish shared definitions, service-level expectations, and feedback loops. 16. Identify and resolve friction across the buyer journey, from initial engagement through sales acceptance and opportunity creation. 17. Ensure marketing and sales teams have visibility into lead status, campaign engagement, and pipeline progression. 18. Improve nurture and re-engagement programs to maximize conversion across the prospect and customer database. 19. Advance Account-Based Marketing Develop and scale Airlock Digital’s account-based marketing strategy in partnership with Sales and Customer Success. 20. Define target-account tiers, buying groups, engagement strategies, plays, and measurement standards. 21. Create coordinated plans across advertising, content, events, outbound support, and sales activation. 22. Measure account engagement, pipeline progression, and revenue impact to continuously refine the ABM approach. 23. Build AI-Enabled Demand Generation Capabilities Stay current on evolving demand generation practices, technologies, buyer behaviors, and market trends. 24. Identify practical opportunities to incorporate AI into audience research, campaign development, personalization, content adaptation, testing, analytics, and optimization. 25. Establish responsible processes for using AI while maintaining quality, accuracy, brand consistency, data privacy, and human oversight. 26. Evaluate emerging tools based on their ability to improve efficiency, performance, scalability, and ROI. 27. Lead and Develop the Team Lead, coach, and develop a growing demand generation team, establishing clear goals, responsibilities, and performance expectations. 28. Create a culture of accountability, collaboration, experimentation, and continuous improvement. 29. Assess team capabilities and identify the talent, processes, tools, and external resources needed to support growth. 30. Partner effectively across Sales, Revenue Operations, Product Marketing, Content, Customer Success, and company leadership. 31. Manage the demand generation budget and allocate resources based on expected business impact. That seems comprehensive. Now "Required Skills & Qualifications" section: list of bullet-like sentences. We need to decide sections: Requirements, Qualifications, Skills. The posting has "Required Skills & Qualifications". Could split into