Senior Director of Marketing

Job Title: Senior Director of Marketing

Location: National Harbor, MD (Hybrid)

Type: Full Time

Compensation: $150,000 to $175,000 Annually, subject to experience 

Responsibilities

Demand Generation Strategy and Execution 

• Own end-to-end demand generation strategy for nebulaONE® across higher education and secondary verticals, including potential for expansion into state and local government and other highly regulated, public-sector verticals. 

• Develop the annual demand generation plan, mapping channels, campaigns, content, events, and budget to pipeline goals. 

• Build and optimize a full-funnel campaign motion from awareness through conversion, tied to the ICP, buying committee framework, buying stage, and approved messaging. 

• Drive channel strategy across LinkedIn, sponsored webinars, publisher partnerships, email, content syndication, intent data, and events. 

• Own campaign launch readiness, UTM compliance, HubSpot campaign setup, routing, attribution, and reporting. 

• Build the account-based marketing motion for target accounts in close partnership with Sales. 

• Oversee events to ensure every conference, webinar, sponsored session, and executive dinner has a clear pipeline strategy before, during, and after the event. 

• Partner with the VP of Marketing in overseeing website strategy, experience and conversion rate optimization. 

Pipeline Ownership and Revenue Alignment 

• Own marketing’s pipeline contribution as a business commitment, including marketing-sourced and marketing-influenced pipeline. 

• Optimize and maintain pipeline reporting for the VP of Marketing, CRO, executive team, and board. 

• Lead weekly sales-marketing alignment, bringing campaign performance, account intelligence, MQA status, coalition coverage gaps, and sales follow-up needs into one operating rhythm. 

• Own the marketing metrics framework, including channel performance, MQA velocity, pipeline generated and influenced, marketing-sourced revenue, marketing ROI, and more. 

• Partner with RevOps on HubSpot configuration, attribution modeling, MQA criteria, account-level engagement scoring, lead routing, and reporting. 

Brand, Content, Team Leadership, and Microsoft Activation 

• Ensure brand, content, campaign, and sales enablement decisions support the demand generation motion and reflect Cloudforce’s ICP, messaging, and buying committee framework. 

• Partner with Content and Product Marketing to prioritize themes, assets, formats, and proof points most likely to advance pipeline. 

• Help shape thought leadership around governed AI, campus-wide AI adoption, shadow AI, equity, data sovereignty, and the Microsoft ecosystem. 

• Directly manage demand generation functions, including email marketing, event marketing, relevant agencies, and future demand generation hires. 

• Build a high-performing, pipeline-oriented team with clear goals, performance visibility, accountability, and a culture of experimentation. 

• Serve as the VP of Marketing’s primary delegate across marketing operations, executive communication, and cross-functional alignment when needed. 

• Own the demand generation expression of Cloudforce’s Microsoft partnership, including Microsoft’s 2025 Education Partner of the Year recognition, M12 investment, Azure Marketplace presence, and Copilot + nebulaONE® Integration story. 

• Develop co-marketing programs with Microsoft and other key partners, including joint webinars, co-branded content, sponsored sessions, event activations, field-aligned campaigns, and more.

Qualifications

Required

• 7–10 years of B2B marketing experience, including at least 4 years in demand generation leadership within SaaS, enterprise technology, or a comparable complex B2B environment. 

• Demonstrated ownership of full-funnel demand generation, from ICP-aligned targeting and channel activation through MQA qualification, pipeline reporting, and revenue contribution. 

• Proven experience holding a pipeline number and credibly reporting marketing’s contribution to revenue to Sales, the CRO, executive leadership, and board-level stakeholders. 

• Strong HubSpot proficiency, including campaign attribution, account-level engagement, MQA designation, scoring, routing, and pipeline reporting. 

• Experience managing and developing demand generation teams, including hiring, coaching, goal setting, and performance accountability. 

• Strong analytical ability and comfort using campaign, funnel, and pipeline data to make prioritization and optimization decisions. 

• Strong executive communication skills, including the ability to present performance, strategy, risks, and recommendations clearly. 

Strongly Preferred

• Experience marketing to higher education and/or other regulated institutional buyers. 

• Experience with account-based marketing, including target account lists, buying committee engagement, account scoring, and multi-stakeholder campaign design. 

• Familiarity with the Microsoft partner ecosystem, including co-sell, Marketplace, partner programs, or Microsoft-aligned go-to-market motions. 

• Experience building demand generation at a company in a transitional stage. 

• Familiarity with AI governance, shadow AI, responsible AI adoption, or the higher education AI conversation. 

What Makes This Role Challenging

Cloudforce is building a product-led demand generation motion while delivering against near-term revenue goals. The Senior Director must know what to build first, avoid over-engineering before the fundamentals are working, and make confident decisions with incomplete information.

The buying motion is complex. nebulaONE® is sold to complex buying committees made up of stakeholders across IT, security, academic leadership, operations, data governance, procurement, executive leadership, and end users. Demand generation is not about volume alone; it is about reaching the right people at the right institutions with the right message at the right stage the buying cycle.