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About the Role

Cogent is building autonomous cyber defense with AI agents to help security teams move from finding risk to fixing it. We are hiring a Head of Demand Generation to lead all pipeline-generating functions across marketing, digital, partner, and field, and sales development. This senior player-coach role reports into the Head of Growth and owns the front end of the revenue engine: creating, converting, and scaling qualified pipeline.

Responsibilities

Own the pipeline generation plan across targets, source mix, budget, quarterly plays, and operating cadence.
Define the Lead to SQL model, including lead capture, routing, follow-up, nurture, recycle, and conversion expectations.
Translate ICP, account signals, category trends, partner opportunities, and sales feedback into campaigns and target-account plays.
Partner with Growth, Finance, Sales, RevOps, Partnerships, and Product Marketing on pipeline coverage, weighted rollover, conversion assumptions, CAC/payback, and net-new pipeline gaps.
Scale field and channel as a core pipeline engine: repeatable event formats, regional plans, account targeting, rep/partner workflows, follow-up SLAs, and event-to-meeting reporting.
Build digital/content, inbound, nurture, and paid motions that amplify field/channel before, during, and after programs.
Turn tech alliances, channel partners, co-marketing, and co-sell motions into qualified pipeline with the internal Partnerships team.
Build ABM and whale-hunting plays for named accounts, including competitive replacement, category education, executive outreach, and sales follow-up.
Own outbound strategy: where we focus, what we test, how we message, and how outbound connects to the broader demand engine.
Partner with RevOps, Finance, Sales, SDR, and Partnerships to understand funnel performance.
Track source performance, spend efficiency, conversion rates, follow-up quality, sales acceptance, stage progression, partner contribution, sourced/influenced pipeline, ROI, and pipeline coverage.
Run a weekly operating loop that informs scaling, stopping, fixing, and testing.

Requirements

10+ years in B2B demand generation, growth, or integrated revenue marketing, ideally in enterprise cybersecurity, infrastructure, or technical SaaS.
Experience owning pipeline creation targets, budget, source mix, and funnel conversion in partnership with Sales and Finance.
Proven ability to build a demand generation function, not just run campaigns.
AI-native marketer who uses agents and automation to increase speed and quality across account research, personalization, campaign production, nurture, reporting, and experimentation.
Strong command of field and channel program execution, sales development partnership, ABM, digital, content, webinars, partner programs, customer marketing, and executive programs.
Experience building demand for enterprise sales motions with technical buyers, economic buyers, long sales cycles, and multi-threaded account strategies.
High judgment around quality: you know the difference between activity, meetings, Sales-accepted meetings, SQLs, qualified pipeline, and revenue.
Comfort working inside a Growth function that owns revenue marketing and revenue operations, partnering directly with Sales, SDR, RevOps, Finance, Product Marketing, Product, Partnerships, and executive leadership.

Skills

Demand Generation
Growth Marketing
Integrated Revenue Marketing
Enterprise Cybersecurity
Infrastructure SaaS
Technical SaaS
Pipeline Creation
Budget Management
Source Mix Optimization
Funnel Conversion
AI Agents
Automation
Account Research
Personalization
Campaign Production
Nurture Campaigns
Reporting
Experimentation
Field Marketing
Channel Marketing
Sales Development Partnership
Account-Based Marketing (ABM)
Digital Marketing
Content Marketing
Webinar Management
Partner Programs
Customer Marketing
Executive Programs
Enterprise Sales
Technical Buyers
Economic Buyers
Long Sales Cycles
Multi-threaded Account Strategies

Experience Level

10+ years

About the Company

Cogent is building autonomous cyber defense with AI agents that help security teams move from finding risk to actually fixing it.