Job Description

Core Responsibilties & Impact: This is a strategic marketing role focused on building and executing programs that drive measurable business outcomes – including pipeline coverage, deal velocity, and segment revenue. The right candidate thinks and operates as a marketer first, with the commercial instincts to connect every initiative back to growth.

1. Demand Generation & Pipeline Marketing

• Own pipeline creation strategy and execution for the cybersecurity services segment, from targeting through handoff to sales.
• Build and optimize multi-channel campaigns (digital, events, email, partner, and outbound support) to create marketing-sourced and influenced pipeline.
• Measure, forecast, and improve funnel conversion and deal velocity, tying activities directly to segment revenue goals.

2. GTM Strategy, Messaging & Market Intelligence

• Define and continuously refine ICP, personas, and segment positioning across the vertical(s) the company serves.
• Lead competitive intelligence and market messaging frameworks, translating technical capabilities into outcome-oriented narratives aligned to compliance and risk-reduction drivers.
• Partner closely with product marketing, delivery, and sales leadership to align GTM priorities, support new offering launches, and bring segment-level market intelligence into positioning decisions.

3. Marketing-Led Sales Enablement

• Create persona- and stage-specific enablement bundles (decks, one-pagers, talk tracks, short videos, email sequences) that support both technical and non-technical sellers.
• Develop battlecards, competitive matrices, and objection-handling frameworks for key competitors and alternatives (status quo, in-house, etc.).
• Support cross-sell motions across the full portfolio by designing campaigns and enablement that help legacy reps and acquired sellers confidently introduce cybersecurity services into existing accounts.
• Use buyer insights, campaign performance data, and regular feedback loops with sales leadership to continuously improve enablement effectiveness and shorten time-to-close.

4. Acquisition & Brand Integration

• Align brand and segment strategies across acquired entities to reduce GTM fragmentation while preserving differentiated strengths.
• Standardize ICPs, personas, messaging, and core campaign motions so that pipeline can be reported and managed consistently across the portfolio.
• Support consolidation of marketing systems, data sources, and reporting in partnership with RevOps and IT, improving data quality and PE-readiness.

Success Metrics

• Marketing-sourced and influenced pipeline and segment revenue (targets set jointly with Business Manager).
• Funnel conversion rates (lead ? MQL ? SQL ? opportunity ? contract) and pipeline velocity.
• Win rate improvement and average deal size in the target segment(s).
• Sales adoption and usage of enablement assets (by team and by rep).
• Progress toward unified reporting, standardized funnel definitions, and consistent GTM motions across acquired brands (PE diligence-ready).

MINIMUM QUALIFICATIONS: (To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the minimum knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

Experience:

• 7–10+ years in B2B marketing with a demonstrated focus on demand generation, integrated campaigns, and pipeline contribution in long-cycle, high-consideration environments (ideally cybersecurity, managed services, or adjacent IT services).
• Proven ability to design and execute integrated campaigns that generate and influence pipeline, not just leads.
• Track record of operating both strategically and tactically as a “player-coach” in lean teams, with clear impact on pipeline, win rate, and sales productivity.
• Experience partnering directly with sales leadership and technical SMEs to translate complex offerings into buyer-centric stories and programs.
• Comfortable working cross-functionally across sales, product marketing, delivery, RevOps, and finance to align GTM and measurement.

Tools & Systems:

• Proficiency with HubSpot or similar MAP/CRM stack (Marketo, Pardot, Salesforce) for campaign management, lead routing, and reporting.
• Experience building attribution and funnel reporting that links spend to pipeline, revenue, and CAC/LTV where data allows.
• Familiarity with integrations and automation tools (e.g., Zapier, APIs, enrichment tools) to connect marketing, sales, and service systems.
• Early adopter of AI tools (LLMs, copilots, analytics copilots) to accelerate research, content, business processes, and analysis while maintaining data security, quality, and brand standards.

Special Technical & Market Knowledge:

• Working fluency in cybersecurity and managed services (e.g., EDR, MDR/XDR, network security, identity, cloud security, managed IT, etc.).
• Experience with compliance-driven buyer environments (PCI, SOC 2, HIPAA, or similar regulatory frameworks) and how they drive urgency and budget.
• Understanding of multi-stakeholder buying committees (CIO, CISO, IT Director, Finance, Operations, Compliance) and how to create content and programs for each.
• Ability to translate technical solutions into outcome-based messaging for both technical and executive audiences.

TRAVEL REQUIRED: Ability to travel up to 25%.

PHYSICAL DEMANDS: (The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Ability to work long hours at a desk using a PC, video conferencing, and phone usage.
• Ability to occasionally lift and move computer equipment if necessary.
• Moderate overnight travel by land or air.

WORK ENVIRONMENT: (The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Ability to work in an office environment and remote if needed
• Extensive use of desktop computer, mobile technologies video conference, phone, cell phone is essential for this function.

We offer competitive salary and above average benefit packages. CloudWave is a drug-free, EEO employer.