Responsibilities

• Own pipeline creation across paid & organic. You own the number. Digital marketing strategy and execution across paid search, paid social, display, content syndication, and retargeting. Campaign strategy & planning (in tandem with Product Marketing), and performance optimization across all digital channels.
• Own the marketing technology stack end-to-end: and the enrichment and scoring layers that feed them. Drive tool rationalization and vendor management for all marketing-owned platforms.
• Own SDR operations: the revenue agent platform, prospecting automation, contact enrichment, event follow-up workflows, and Outreach/Nooks tooling. Your ops team builds the systems that the SDR organization runs their plays on.
• Own ICP modeling, account targeting, and the data infrastructure behind attribution and ROI reporting. Build the measurement framework that the team uses to make resource allocation decisions.
• Own the agentic-led account play motion. Cohort-based account selection, AI-assembled microsites, gifting triggers, event invitations, geo-targeted ads, and automated multi-channel execution. You provide strategic direction and operational infrastructure to scale this to X plays per week running semi-autonomously.
• With the web and design team build out the self-serve campaign execution infrastructure that lets the rest of the company run marketing plays with appropriate guardrails. This is the operational backbone of our marketing democratization thesis: anyone at Cockroach Labs with a good idea and a target audience should be able to launch a marketing play through the platform, with marketing providing oversight and quality governance, not labor.
• Build and manage a combined team of approximately 10 people across demand generation, marketing operations, and account programs. Recruit and develop high-performing marketing talent. Set the cadence: how the team plans, builds, ships, and measures.

Requirements

• 12+ years of experience in demand generation, marketing operations, or growth marketing within B2B SaaS, with a deep understanding of enterprise sales cycles and technical buyer personas.
• At least 5 years in a senior leadership role owning both pipeline creation and marketing infrastructure, with a proven ability to manage, mentor, and scale high-performing teams in a dynamic environment.
• Direct experience managing a combined demand gen and marketing ops function, or a strong track record of unifying previously siloed teams under a single operating model.
• Deep fluency in the modern marketing tech stack: Marketo (or HubSpot), Salesforce, ABM platforms, enrichment tools (Clay, ZoomInfo, Clearbit), orchestration layers, and campaign analytics. You understand how these systems work under the hood, not just how to manage vendors.
• A track record of designing and scaling AI-enabled workflows that improve how work gets done across teams or functions.
• Experience embedding AI into repeatable processes to increase speed, consistency, and output quality at a system level.
• A builder's mindset. You have personally architected or overseen the build of automated workflows, agentic systems, or marketing automation at scale.
• Experience scaling B2B demand generation in a technical, developer-oriented market. Enterprise infrastructure, database, or cloud software experience is a strong plus.
• A strategic mindset complemented by a hands-on approach. You can set a two-year vision and also get into the weeds on a Marketo workflow or a Clay integration when the situation requires it.
• Needs to have managed a team of 8-10 before and ideally larger. This role starts with ~10 directs and indirects across two functions.

Preferred

• Enterprise infrastructure, database, or cloud software experience is a strong plus.

Benefits

• Stock Options
• Medical Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Professional Development Funds
• Flexible Time Off
• Paid Holidays
• Paid Sick Days
• Paid Parental Leave