Responsibilities

• Own the marketing‑sourced pipeline target (55% of new business pipeline) and deliver against quarterly and annual goals.
• Build and continuously refine a full‑funnel demand model (impressions → leads → MQL → SAL → SQL → opportunity → revenue) with clear volume, conversion, and velocity assumptions.
• Define and track core demand KPIs (by region, segment, product, and channel), including ROI, CPL, CAC, and payback period.
• Partner with Sales and Business Development (SDR Team) leadership on funnel targets, SLAs, and forecast cadence.
• Own the global demand generation strategy aligned to company growth targets, GTM focus segments, and product priorities.
• Design and run integrated campaigns across paid media, content syndication, email, website, webinars, events, and SDR programs to drive new logo and expansion pipeline.
• Work closely with Product Marketing to translate messaging and positioning into concrete offers, campaigns, and plays that resonate with IT, security, and operations audiences.
• Ensure a strong test‑and‑learn culture with clear hypotheses, A/B tests, and regular iteration based on results.
• Paid Demand: Own paid search, paid social, display, and sponsorships. Set budget, targets, and optimisation strategy to maximise ROI and pipeline impact.
• Website & Conversion: Partner with Web/SEO to improve traffic quality, landing page performance, and on‑site conversion (forms, demos, trials, content).
• Email & Nurture: Build and optimise nurture programs and lifecycle journeys that move accounts and buying groups through the funnel.
• Events & Field: Partner with Field Marketing Team across EMEA, APAC and the US to define how events (virtual and in‑person) contribute to pipeline, including pre‑event, at‑event, and post‑event plays.
• Partner & Channel: Collaborate with Channel/Alliances and Field teams to design and execute joint marketing campaigns and scalable partner plays that generate opportunity.
• Data, Operations & Tooling: Use Salesforce, HubSpot (or similar), and BI tools to get to a single view of performance and forecast.
• Improve marketing efficiency by identifying what to scale, fix, or stop, using data rather than opinion.
• Contribute to the evolution of our attribution model (e.g. first‑touch + assist reporting) and ensure it supports clear decision‑making.
• Leadership & Cross‑Functional Alignment: Lead, develop, and mentor a global demand generation team (paid, digital, events, regional/field).
• Build a strong operating rhythm with Sales, Business Development, Product Marketing, and Channel teams (QBRs, pipeline reviews, campaign planning).
• Communicate performance and plans clearly to executive stakeholders, including data‑driven updates on what’s working, what isn’t, and where we are betting next.
• Contribute as a senior member of the marketing leadership team on strategy, planning, and budget.