Demand Generation Manager

Description

Wallarm is an enterprise security company that helps organizations secure their APIs and AI applications. Security teams use our platform to see what their AI and APIs are doing and to block attacks in real time. Wallarm is headquartered in Austin, Texas and is backed by Toba Capital, Y Combinator, Partech and other investors.

We’re an AI-first company. AI shapes both what we build and how we work every day, from engineering to marketing. In this role, you’ll use AI tools to move faster, test ideas and scale what works.

We’re a small, close-knit marketing team. You’ll partner with our VP Product & Marketing and a Product Marketing Manager to grow pipeline, working mainly through events, webinars and our owned channels.

Most of our pipeline today comes from events, and webinars, followed by inbound and sales-sourced opportunities. Leads are routed directly to account executives (AEs), who use a variety of tools, including a virtual SDR, for follow-up. You’ll work with them closely to support effective conversion to opportunities.

What you’ll do

• Lead our webinar program. The Product Marketing Manager leads content and speakers; you’ll guide promotion, registration, production, on-demand distribution and follow-up.

• Turn events into pipeline. Partner with AEs to set meetings before events, provide timely, tailored follow-up afterward, and help us understand the return on each event.

• Shape lead management. Refine our lead scoring and routing, and work with sales on a shared agreement for how leads are handed off and followed up.

• Build nurture programs. Create and test email journeys for contacts who aren’t ready to talk with sales yet, using messaging developed with the Product Marketing Manager.

• Grow our owned channels. Email, landing pages, website conversion paths, organic social and search fundamentals for what we publish.

• Care for our marketing systems. Manage our marketing automation platform, its connection to our CRM, campaign tracking and data quality.

• Share what’s working. Report on pipeline by source and program, with a monthly update for marketing and sales leadership.

What success looks like in your first 6 months

• Event and webinar leads reach the right AE quickly, with high-intent leads followed up within a day.

• Marketing and sales share a clear, trusted view of which programs create pipeline.

• Marketing-sourced pipeline reaches 50% of new pipeline.

• The webinar program runs on a steady rhythm, with more attendees becoming opportunities over time.

• Nurture programs bring contacts back into sales conversations.

• Event investments are guided by pipeline data.

Requirements

We believe that great candidates come from many backgrounds and career paths. If this role excites you but your experience doesn’t match every point below, we’d still love to hear from you.

• Experience in B2B demand generation, campaign or marketing programs roles, typically around five years, ideally with technical audiences in security, infrastructure or developer tools

• Hands-on experience using AI tools in your day-to-day work

• A track record of running recurring webinars or events and connecting them to pipeline

• Comfort working in a marketing automation platform (HubSpot, Marketo or Pardot) and Salesforce, including lead scoring, routing and campaign tracking

• Experience working toward pipeline or opportunity goals

• A collaborative approach to working with sales and building shared processes across teams

• Creativity in reaching audiences through owned channels, partners, co-hosted webinars and colleagues’ networks

• Clear, engaging writing for email and landing pages

• Ability to travel to conferences and events as needed

Bonus points

• Security or infrastructure industry experience

• Familiarity with webinar platforms such as ON24, Goldcast or Zoom Webinars

• Experience planning events

• Co-marketing with cloud providers or channel partners

What we offer

• Remote work anywhere in the US

• Competitive salary.

• Paid time off.

• Health insurance.

• Work equipment provided.

• The opportunity to shape a growing marketing function and see the direct impact of your work