Senior Director of Marketing (Remote OK) at Arkose Labs

San Mateo, CA Full-timeMarketingPosted about 1 month ago

About the Role

<div class="content-intro">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.</div>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. <h1>Key Responsibilities</h1> <h2>Demand Generation and Pipeline Ownership (Primary Focus - 60%)</h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Own the marketing-to-sales handoff process, including MQL/SQL definitions, SLA frameworks, lead scoring models, and shared funnel accountability with Sales.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Analyze pipeline data daily and weekly to identify conversion bottlenecks, underperforming programs, and acceleration opportunities. Act on insights with urgency.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Develop and execute integrated GTM programs with IaaS partners (AWS, Azure, GCP) and strategic alliances focused on pipeline contribution.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Architect and maintain a full-funnel attribution model that clearly connects every marketing dollar to pipeline and revenue outcomes.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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.</li> </ul> <h2>Marketing Technology Stack Ownership (included in the 60% above)</h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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).</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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.</li> </ul> <h2>AI-Powered Demand Generation (20%)</h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">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).</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Use AI and machine learning to improve audience segmentation, campaign targeting, bid optimization, and real-time campaign adjustments.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Implement AI-assisted content workflows to scale personalized nurture sequences, SEO content, and ABM creative without proportional headcount.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Evaluate emerging AI tools (autonomous campaign optimization, generative content at scale, AI-driven analytics) and bring a clear investment vs. experimentation framework.</li> </ul> <h2>Team Leadership and Cross-Functional Alignment (20%)</h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Lead and develop a team spanning demand generation, content, global events, and customer marketing with a pipeline-first operating model.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Partner closely with Sales leadership on pipeline reviews, campaign alignment, account targeting, and win/loss analysis.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Collaborate with product marketing (within the product organization) to ensure messaging, competitive positioning, and launch programs drive pipeline.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Build a culture of accountability, experimentation, and velocity. Every program should have a pipeline hypothesis, measurement plan, and optimization cadence.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Report on pipeline metrics to executive leadership on a weekly and monthly cadence with clear analysis and action plans.</li> </ul> <h1>Qualifications</h1> <h2>Domain Expertise</h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Demonstrated experience marketing cybersecurity, fraud prevention, bot management, digital identity, account security, or trust and safety solutions to enterprise buyers.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Fluency in the personas and buying processes of CISOs, VP/Director of Fraud, trust and safety leaders, and IT security decision-makers.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Ability to translate technical security concepts (bot detection, credential stuffing, account takeover, agentic AI threats) into compelling demand generation campaigns.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Understanding of the competitive landscape in bot management, fraud deterrence, and emerging AI security categories.</li> </ul> <h2>Demand Generation Expertise </h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">8+ years of B2B marketing experience with at least 3-5 years leading demand generation at high-growth enterprise technology or cybersecurity companies.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Proven, quantifiable track record of owning pipeline targets and delivering marketing-sourced and marketing-influenced revenue. Bring the numbers.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Deep hands-on expertise with ABM platforms, intent-data tools, marketing automation (Marketo, HubSpot, or similar), CRM (Salesforce), and full-funnel attribution.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Demonstrated fluency deploying AI-powered marketing tools with measurable pipeline impact.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Experience building demand programs that sell into large enterprises with complex, multi-stakeholder, 6-12+ month buying processes.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Strong analytical skills with the ability to build dashboards, interpret pipeline data, and translate insights into campaign action.</li> </ul> <h2>Leadership and Execution</h2> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Hands-on leader who operates with urgency and is comfortable building programs, not just managing them.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Known for elevating team performance and developing talent in place rather than defaulting to headcount growth.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Strong communicator who can translate pipeline data into clear narratives for executive leadership, presenting program performance, funnel trends, and investment recommendations with confidence and clarity.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Skilled at coordinating with Sales at all levels—from leadership to individual contributors—to ensure shared pipeline mentality, aligned account targeting, and consistent funnel accountability.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Bachelor’s degree required; MBA or equivalent experience preferred.</li> </ul> <h4>Why Arkose Labs?</h4> At Arkose Labs, you aren’t just defending a perimeter; you’re part of a visionary team disrupting organized fraud networks like Storm-1152. We are consistently recognized for excellence in both our technology and our workplace culture: <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Award-Winning Culture & Design: Beyond being a Best Workplace for Innovators, our Phishing Protection was a 2025 Fast Company Innovation by Design honoree.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Proven Technology & Trust: We offer the world’s first $1M warranties for credential stuffing and SMS toll fraud, trusted by 20% of the Fortune 500.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Market Leadership: Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation with the highest score in customer satisfaction.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Continuous Innovation: We foster a culture that prioritizes technological breakthroughs, ensuring we stay ahead of adversaries in an AI-driven threat landscape.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Experienced Leadership: Guided by seasoned executives with a proven history of driving successful growth and equity events.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Agile & Impactful: Large enough to provide global stability, yet small enough that your voice directly shapes our future.</li> </ul> <h3>Our Values</h3> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Team Work. We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Customer Focus. We empathize with our customers and obsess about solving their problems</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Execution with precision, professionalism and urgency</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Security. It’s the lens through which we implement our processes, procedures, and programs</li> </ul> Benefits: <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Competitive salary + Equity</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">401k plan </li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Flexible PTO</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Life insurance coverage</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Short and Long Term Disability Insurance paid by the company</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Generous nationwide parental leave policy</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Amazing discounts program </li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Wellbeing package including mental health and gym discounts</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt;">Flexible working hours to support personal well-being and mental health</li> <li style="font-family: helvetica, arial, sans-serif; font-size: 10pt; text-align: left;">Employee Assistance Program </li> </ul> Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities. The anticipated total OTE is $230,000.00 to $250,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion. #LI-Director #LI-Remote

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