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 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

• Experience scaling B2B demand generation in a technical, developer-oriented market. 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
• Retirement Benefits
• Mental Wellbeing Benefits
• And more!