Job Description
Arkose Labs is on a mission to create an online environment where all consumers are protected from spam and abuse. As a Fast Company 2025 Best Workplace for Innovators, we provide a proactive fraud deterrence platform, Arkose Titan, designed to neutralize modern attacks powered by Agentic AI and LLMs. By combining proprietary intelligence with dynamic friction, we undermine attacker ROI to protect global giants like Microsoft, Meta, and Roblox. Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA. 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. This role is the engine room of Arkose Labs’ go-to-market motion. You will own the demand generation function end to end, building and optimizing the programs, systems, and processes that create pipeline, accelerate deals, and convert opportunities to revenue. This is a hands-on, execution-heavy leadership role for someone who lives in the data, obsesses over conversion rates at every funnel stage, and views AI-powered tools as force multipliers for a lean, high-performing team. You must bring strong domain credibility in cybersecurity, fraud prevention, or digital trust to build campaigns that resonate with technical buyers and security leaders. 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. This is a hands-on, execution-heavy leadership role for someone who lives in the data, obsesses over conversion rates at every funnel stage, and views AI-powered tools as force multipliers for a lean, high-performing team. 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