Director, Demand Generation

This is a rare one: a chance to own and build the demand engine for a challenger brand as its market breaks open. Demand generation is where our next stage of growth gets built, and this role owns how we build and convert pipeline end to end. You will not inherit someone else's playbook. You will write the one that takes us to the next stage.

We run more than one go-to-market motion, and you own the strategy that makes them work as one engine and generates the fuel for our Sales machine. It is a high-autonomy, high-visibility player-coach role. You will lead a small team and agency partners, and you will also be in the work: running campaigns, drafting creative, and digging into the data yourself. Our growth goals are aggressive, and you will have both the room to run and the accountability that comes with it. You should want both going in.

Our buyers are security practitioners, and the way they find vendors is shifting. More of them are surfacing shortlists through AI assistants and generative search before they ever run a Google query. We want someone who understands this changing top-of-funnel and actually uses AI day to day, building workflows and automation that let a lean team punch above its weight.

· The number. Marketing-sourced and influenced pipeline, and the model behind it: channel mix, spend, conversion, CAC, and stage-by-stage targets.

· The engine. The demand strategy, the ABM platform and broader tech stack, and the programs and playbooks that scale behind them.

· The budget. You own it and you defend it.

· The team. A small team and a portfolio of agency partners you lead, grow, and get leverage from.

· Own the demand strategy across the full funnel: top-of-funnel programs, mid-funnel nurture, and pipeline acceleration, across every go-to-market motion at once so they work as one engine.

· Build and scale ABX programs against priority verticals and named accounts, in partnership with Sales.

· Build and refine lead lifecycle programs: scoring, routing, nurture, and follow-up that maximize conversion and pipeline contribution.

· Expand and optimize the channel mix: paid, email, ABM, lifecycle and nurture, webinars, content syndication, and partner-led demand.

· Own and optimize the ABM platform and broader demand-gen tech stack to drive segmentation, targeting, execution, and reporting.

· Own demand reporting and forecasting: pipeline contribution, conversion, CAC, channel ROI, attribution, and forecast accuracy. Partner with RevOps and Marketing Operations on measurement, data quality, and the systems behind it.

· Use AI and automation across campaign builds, personalization, and reporting to scale output without scaling headcount at the same rate, and track how AI-driven discovery is reshaping how security buyers find vendors.

· Lead and develop a small team, and manage a portfolio of agency and contractor relationships.

· Align tightly with Sales and SDR leadership on account prioritization, lead flow, SLAs, and pipeline reviews.

· A proven director who has scaled. You have led demand at the director level, built programs from scratch, and scaled them. Plenty of people say they helped a company grow. We want you to prove it: you have helped take a venture-backed company through a major growth-stage revenue leap, the kind that carries a scale-up into its next tier, and you can point to the pipeline and revenue you drove to get there. You are ready for the scope and visibility of your next step up.

· A builder who ships. You see a gap, build the solution, and ship it. You are comfortable with a blank page and create structure and systems where there is none. You lead by doing and are equally credible in an executive pipeline review and in the campaign build itself.

· High integrity, high autonomy. You do what you say you will do, you are straight about what is and isn't working, and you thrive with real ownership and little oversight.

· You do more with less. You have driven real pipeline with a small team and a disciplined budget. You prioritize hard, sequence well, and get leverage out of a lean function.

· Multiple GTM motions and ABX at scale. You have run more than one go-to-market motion at once, and you have built account-based programs well beyond one-off pilots. Experience across direct, partner/channel, and product-led (PLG) motions is a strong plus.

· You own the number and the math. You have carried a pipeline target and consistently beaten it, and you can defend the channel mix, spend, and conversion model underneath it to sales and executive leadership.

· AI-native, data-driven operator. You use AI, automation, and intent data as defaults in your own work, and you build reporting that drives decisions rather than decorates a dashboard. You are hands-on with a modern marketing/sales stack (marketing automation, Salesforce, ABM and intent tooling).

Preferred Experience

· Email security, cybersecurity, or human risk management (HRM), or another technical B2B SaaS category.

· Marketing to technical or security audiences.

· Building partner or channel demand programs.

What Success Looks Like

Audit the current demand mix, reporting, and systems. Establish the pipeline baseline and the metrics that matter.

Ship the integrated campaign plan and the demand reporting that Sales and the executive team trust.

Have new programs in market and a clear, data-backed view of where to scale spend heading into the growth year.

IRONSCALES is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive environment for every employee.