Senior Director of Marketing (Remote OK)

Position Summary

Arkose Labs is the leading proactive fraud deterrence provider. Our Arkose Titan platform protects the world’s most security-conscious brands from bots, AI-powered attacks, credential stuffing, account takeover, and human fraud networks through a unified platform encompassing bot management, device intelligence, email intelligence, phishing protection, and scraping defense. We are seeking a Senior Director of Marketing with a singular focus: pipeline generation and conversion.

Key Responsibilities

• Demand Generation and Pipeline Ownership (Primary Focus - 60%)

• Own the pipeline number. 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. Act 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. Every dollar of marketing spend should have a clear hypothesis going in and a performance verdict coming out.

• Marketing Technology Stack Ownership (included in the 60% above)

• 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).

• Accountable for integration quality, data hygiene, and stack ROI. This is not platform administration; it is strategic ownership of what to add, consolidate, or retire to maximize pipeline impact.

• AI-Powered Demand Generation (20%)

• 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.

• Team Leadership and Cross-Functional Alignment (20%)

• 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 (within the product organization) to ensure messaging, competitive positioning, and launch programs drive pipeline.

• Build a culture of accountability, experimentation, and velocity. Every program should have a pipeline hypothesis, measurement plan, and optimization cadence.

• Report on pipeline metrics to executive leadership on a weekly and monthly cadence with clear analysis and action plans.

Qualifications

• Domain Expertise

• 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.

• Demand Generation Expertise

• 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. Bring the numbers.

• 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.

• Leadership and Execution

• 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.