Senior Director, Demand Generation

Senior Director, Demand Generation

Hybrid (Austin, TX)

About Security Scorecard:

Security Scorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, Security Scorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting;

making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace," by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, Security Scorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing "forward-thinking employers for their unwavering commitment to employee engagement."

Security Scorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital.

About the Team:

Security Scorecard is accelerating its enterprise go-to-market strategy, with demand generation playing a central role in driving pipeline growth. The organization has aligned marketing, sales, business development, and customer success into dedicated regional pods, bringing together ABM, demand generation, BDRs, Account Executives, and Customer Success Managers around shared account ownership. As the company continues to invest in Enterprise Tier 1 and Tier 2 accounts, this role will partner closely with sales leadership to develop and execute programs that increase enterprise pipeline creation, improve cross-functional alignment, and drive predictable revenue growth.

About the Role:

Pipeline creation is the number one priority for this role. You will partner closely with sales leadership to build and scale enterprise pipeline, with account-based marketing (ABM) as a core, daily discipline.

Demand Generation & ABM Strategy:
Own and evolve Security Scorecard's demand generation strategy, with ABM as the core approach for targeting high-value enterprise accounts. Partner with sales to build personalized, pod-based campaigns aligned to account teams (BDR, AE, CSM).

Multi-Channel Campaigns:
Plan and execute multi-channel campaigns, including email, paid digital, social, webinars, and events, to generate and nurture pipeline through the funnel.

Marketing Operations & Analytics:
Operate with real fluency in Salesforce and at least one marketing automation platform (Marketo, Hub Spot, or Pardot). Partner closely with marketing operations on attribution tracking, lead management, and funnel reporting.

ABM Platform Ownership:
Use 6sense (or a comparable ABM/intent platform) to identify and engage target accounts; prior hands-on implementation experience is a strong plus.

AI-Driven Marketing:
Bring exposure to, and genuine enthusiasm for, AI-driven marketing and sales orchestration tools (AI BDR agents, Agentforce, or similar). This function is actively piloting AI-driven approaches to pipeline generation.

Sales

Collaboration:

Work as a true extension of the sales organization, aligning demand generation programs with regional pod structures and enterprise sales cycles.

Team Leadership:
Manage a team of two (a full-time demand generation manager and a contractor), with a hands-on, self-sufficient approach suited to a lean, decentralized marketing organization.

Budget Management:
Own the demand generation budget and ensure maximum ROI from marketing investment.

Market Research:
Stay current on industry trends, market conditions, and customer insights to keep strategy sharp.

Required Qualifications:

7 to 10 years of experience in demand generation, including hands-on account-based marketing (ABM), ideally supporting enterprise or tier 1/tier 2 account strategies.

Experience in a cybersecurity company, or marketing to technical or IT buyers (CISOs, CIOs, Dev Ops, developers).

Hands-on, power-user experience with Salesforce (building and pulling your own reports) and at least one marketing automation platform (Marketo, Hub Spot, Pardot, or similar).

Experience with 6sense or a comparable ABM/intent-data platform strongly preferred.

Solid grounding in marketing operations fundamentals: attribution tracking, lead management, and funnel management.

Comfort operating in a lean, decentralized marketing team, including hands-on campaign execution and copywriting when needed.

Exposure to AI-driven marketing or sales tools, and a genuine willingness to learn and adopt new AI orchestration approaches.

Proven track record of building demand generation programs that grew revenue and pipeline.

Excellent communication and cross-functional…