Responsibilities
- Own net-new qualified meetings and pipeline generation as your core metric
- Be directly accountable for marketing-sourced and influenced revenue
- Stand up and scale core growth channels: paid, SEO, lifecycle, and conversion systems
- Define how Nightfall captures, nurtures, and converts demand end-to-end
- Create the foundation for a repeatable, scalable demand generation engine
- Translate technical shifts (AI agents, MCP, SaaS sprawl, data movement) into compelling demand hooks
- Build campaigns that resonate with CISOs, security, and risk leaders
- Own and scale paid acquisition (LinkedIn, Google, Reddit, emerging channels)
- Design and execute ABM programs for high-value enterprise accounts
- Partner with outbound to create coordinated, full-funnel plays
- Use AI tools to accelerate campaign creation, personalization, testing, and optimization
- Identify and partner with security influencers, practitioners, and niche creators
- Build repeatable influencer programs (LinkedIn, newsletters, podcasts, communities)
- Turn subject matter experts (internal + external) into scalable demand channels
- Experiment aggressively with modern distribution (micro-influencers, founder-led content, dark social)
- Continuously test messaging, channels, audiences, and creative
- Operate with speed and rigor - clear hypotheses, fast iteration, decisive scaling
- Use AI to generate variants, analyze performance, and accelerate learnings
- Turn winning strategies into repeatable, documented systems
- Build and maintain clear attribution from campaign → meeting → pipeline → revenue
- Make budget and strategy decisions based on real performance data
- Continuously improve cost per meeting and pipeline efficiency
- Work tightly with sales, SDRs, product marketing, and content
- Ensure messaging, targeting, and pipeline goals are fully aligned
- Feed market insights back into positioning and GTM strategy
Requirements
- 3–7+ years in B2B growth, demand gen, or acquisition
- Track record of owning and hitting pipeline targets
- Has built demand engines from scratch - not just optimized existing programs
- Actively uses AI tools (ChatGPT, Claude, etc.) to create leverage and move faster
- Uses AI for campaign creation, personalization, testing, and analysis
- Thinks in systems, automation, and scale—not manual execution
- Hands-on experience with paid acquisition (LinkedIn, Google, Reddit, X)
- Familiar with ABM and enterprise GTM motions
- Knows how to convert attention into qualified pipeline—not just clicks
- Fluent in attribution, funnel metrics, and performance analysis
- Comfortable owning dashboards, tracking, and reporting
- Experience with HubSpot (or similar), CRM systems, and campaign tooling
