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Arkose Labs

Senior Director of Marketing (Remote OK)

Job summary

San Mateo
Marketing

Work model

Remote first
Only US
2 days ago
Job description

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.

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 leader 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.

Key Responsibilities

Demand Generation and Pipeline Ownership (60%)

  • Own the pipeline number. Directly accountable for marketing-sourced pipeline creation, progression, velocity, and conversion to closed-won revenue against quarterly and annual targets.
  • 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.
  • 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.
  • Own the marketing-to-sales handoff process, including MQL/SQL definitions, SLA frameworks, lead scoring models, and shared funnel accountability with Sales.
  • Analyze pipeline data daily and weekly to identify conversion bottlenecks, underperforming programs, and acceleration opportunities.
  • Develop and execute integrated GTM programs with IaaS partners (AWS, Azure, GCP) and strategic alliances.
  • Architect and maintain a full-funnel attribution model that connects marketing spend to pipeline and revenue outcomes.
  • Own campaign ROI measurement end to end.

Marketing Technology Stack Ownership

  • Own and operate the full marketing technology stack: MAP (Marketo), CRM (Salesforce), lead-to-account matching (LeanData), ABM/intent platforms (Demandbase, Bombora), data enrichment (Clay), and analytics (HockeyStack).
  • Accountable for integration quality, data hygiene, and stack ROI.

AI-Powered Demand Generation (20%)

  • Deploy and manage AI-powered tools across the demand generation stack: intent-signal platforms, predictive lead scoring, AI SDRs, conversation intelligence, content personalization, data enrichment (Clay), and AI writing assistants (Claude).
  • Use AI and machine learning to improve audience segmentation, campaign targeting, and bid optimization.
  • Implement AI-assisted content workflows to scale personalized nurture sequences, SEO content, and ABM creative.
  • Evaluate emerging AI tools and bring a clear investment vs. experimentation framework.

Team Leadership and Cross-Functional Alignment (20%)

  • Lead and develop a team spanning demand generation, content, global events, and customer marketing.
  • Partner closely with Sales leadership on pipeline reviews, campaign alignment, account targeting, and win/loss analysis.
  • Collaborate with product marketing to ensure messaging, competitive positioning, and launch programs drive pipeline.
  • Build a culture of accountability, experimentation, and velocity.
  • Report on pipeline metrics to executive leadership.

Qualifications

Domain Expertise

  • Demonstrated experience marketing cybersecurity, fraud prevention, bot management, digital identity, account security, or trust and safety solutions to enterprise buyers.
  • Fluency in the personas and buying processes of CISOs, VP/Director of Fraud, trust and safety leaders, and IT security decision-makers.
  • Ability to translate technical security concepts into compelling demand generation campaigns.

Demand Generation Expertise

  • 8+ years of B2B marketing experience with at least 3-5 years leading demand generation at high-growth enterprise technology or cybersecurity companies.
  • Proven, quantifiable track record of owning pipeline targets and delivering marketing-sourced and marketing-influenced revenue.
  • Deep hands-on expertise with ABM platforms, intent-data tools, marketing automation, CRM, and full-funnel attribution.
  • Demonstrated fluency deploying AI-powered marketing tools with measurable pipeline impact.
  • Experience building demand programs that sell into large enterprises with complex, multi-stakeholder, 6-12+ month buying processes.

Leadership and Execution

  • Hands-on leader who operates with urgency and is comfortable building programs.
  • Known for elevating team performance and developing talent.
  • Strong communicator who can translate pipeline data into clear narratives for executive leadership.
  • Bachelor's degree required; MBA or equivalent experience preferred.

Why Arkose Labs?

  • Award-Winning Culture & Design: Best Workplace for Innovators; 2025 Fast Company Innovation by Design honoree.
  • Proven Technology & Trust: Trusted by 20% of the Fortune 500.
  • Market Leadership: Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation.
  • Continuous Innovation: Staying ahead of adversaries in an AI-driven threat landscape.
  • Experienced Leadership: Seasoned executives with a proven history of driving growth.

Benefits

  • Competitive salary + Equity
  • 401k plan
  • Robust benefits package (85% medical/dental/vision for employees, 75% for dependents)
  • Flexible PTO
  • Life insurance and Disability Insurance
  • Generous nationwide parental leave policy
  • Wellbeing package and employee discounts
  • Flexible working hours

Arkose Labs is an Equal Opportunity Employer. The anticipated total OTE is $230,000.00 to $250,000.00.