Director of Demand Generation at DomainTools

United States

<p>The Mission</p><p>The internet is the world's most dangerous attack surface. DomainTools maps it, and we're moving faster than ever.</p><p>For more than 25 years, the world's most advanced security teams have relied on DomainTools to identify malicious infrastructure before attacks happen. But this isn't a company coasting on legacy. We're in an active growth phase: shipping new products, expanding our intelligence platform well beyond our DNS roots, and positioning at the center of where cybersecurity is heading in the age of AI.</p><p>Today, DomainTools delivers a comprehensive internet intelligence platform covering domains, IPs, hostnames, SSL certificates, passive DNS, real-time threat feeds, and AI-native integrations, with visibility into 97% of the internet. Our Iris platform, DNSDB, real-time threat feeds, and newly launched MCP Server are the intelligence backbone for security teams at Fortune 500 companies, U.S. federal agencies, and the world's most sophisticated SOCs.</p><p>We're not a startup chasing a trend. We're the category, and we're accelerating.</p><p></p><p>The Opportunity</p><p>DomainTools is at an inflection point. Strong product-market fit. A platform expanding rapidly in capability and scope. A market shifting decisively toward AI-native security operations, where 30% of security teams have already integrated AI tools into production workflows and another 42% are actively evaluating deployment. </p><p>What we're building now is the demand generation engine to match that momentum: one that creates predictable, high-quality pipeline at scale, accelerates top-of-funnel growth across new segments, and turns DomainTools' deep technical differentiation into qualified opportunities that close.</p><p>This is a builder role with real ownership. You'll define the strategy, build the programs, own the number, and lead the team. You'll manage the full demand gen budget across paid programs, website, tools, and event attendance, and partner tightly with Sales, Product Marketing, RevOps, and Customer Success to drive revenue growth across enterprise, public sector, SME, and expansion motions.</p><p>This role reports to the SVP of GTM Operations and sits at the center of DomainTools' go-to-market motion. If you want to build something that matters, and do it at a company that's genuinely in motion, this is your role.</p><p></p><p>What You'll Own</p><p>Pipeline Creation and Top-of-Funnel Growth</p><ul><li>Pipeline ownership: Own marketing-sourced and influenced pipeline targets end-to-end, including qualified opportunities, accepted pipeline, conversion rates, velocity, and closed-won influence.</li><li>Segment-specific programs: Build and scale top-of-funnel programs that generate consistent, high-quality demand from ICP enterprise, public sector, SME, and expansion segments, with distinct motions for each.</li><li>Multi-channel campaigns: Design and execute campaigns across paid media, content syndication, ABM, email nurture, webinars, events, and emerging channels with a relentless focus on ICP fit and pipeline quality.</li><li>Technical ABM programs: Build outbound and ABM programs anchored in specific pain signals, trigger events, integration use cases, and DomainTools research. DomainTools' buyer is technical and specialized, and the programs need to match.</li><li>Credibility-first content motions: Create technically substantive demand assets, including research-backed narratives, solution briefs, integration-focused workshops, and practitioner-grade proof content, that earn trust with CISOs, SOC Directors, and threat intelligence teams. In the cybersecurity space, peer recommendations and research reports drive vendor selection; generic messaging doesn't.</li><li>Product-to-pipeline translation: Translate a rapidly expanding product portfolio spanning threat detection, enrichment, investigation, real-time feeds, and AI-native workflows into demand programs that reach the right buyers with the right message at the right time.</li></ul><p>Inbound System and Lead Flow</p><ul><li>End-to-end lead ownership: Own the complete lead flow from first touch to sales-accepted opportunity, including routing logic, qualification SLAs, disqualification rules, recycling workflows, and attribution integrity across Salesforce, Marketo, and 6sense.</li><li>Speed and precision: Ensure every high-value inbound request is routed, followed up, and measured with speed and precision. No friction, no leakage.</li></ul><p>Website, Digital, and Search</p><ul><li>Website as a demand asset: Own the DomainTools website as a demand generation engine, with accountability for performance, conversion optimization, and user experience.</li><li>Modern search strategy: Lead SEO strategy including traditional search, AEO (Answer Engine Optimization), and GEO (Generative Engine Optimization) to ensure DomainTools is visible wherever buyers are searching, including AI-powered search interfaces where more than half of enterprise security buyers now conduct product research.</li><li>Paid digital discipline: Manage paid digital programs with clear ROI and CAC accountability.</li></ul><p>Sales Partnership and Pipeline Execution</p><ul><li>Joint revenue motions: Partner closely with Sales leadership on pipeline forecasting, account coverage, BDR alignment, and shared revenue goals.</li><li>Plays sales will actually run: Build target-account campaigns, event follow-up plays, thought leadership outreach, renewal and expansion plays, and live opportunity acceleration programs.</li><li>Frontline credibility: Build trust with frontline reps, not just sales leadership. This role wins when sales wins.</li></ul><p>AI and MarTech, With Discipline</p><ul><li>Evidence-based AI adoption: Evaluate and deploy AI-powered demand tools, including intent data, AI BDR workflows, predictive scoring, and automated campaigns, based on what actually improves ICP pipeline quality, not what generates activity metrics.</li><li>Lean, high-performing stack: Maintain a focused tech stack, avoid tool sprawl, and train AI tools on DomainTools-specific messaging and buyer context.</li><li>Agentic marketing workflows: Build agentic workflows that accelerate investigation, personalization, and campaign execution, bringing the same AI-native thinking to your demand engine that DomainTools brings to the SOC through our MCP Server. The goal is evidence-based experimentation at scale, not automation for its own sake.</li></ul><p>Analytics, Attribution, and Operating Cadence</p><ul><li>Full-funnel dashboards: Own dashboards covering funnel metrics, source and channel performance, lead response SLAs, ICP vs. SME mix, campaign conversion, and closed-won/closed-lost feedback.</li><li>Weekly operating rhythm: Run a weekly demand gen operating review, diagnose problems fast, and iterate without waiting a quarter.</li><li>Attribution models that earn trust: Build attribution models that give Sales and leadership confidence in where pipeline is coming from and why.</li></ul><p>Team and Budget Leadership</p><ul><li>Team development: Hire, develop, and lead a high-performing demand generation team, balancing strategic direction with hands-on execution.</li><li>Budget ownership: Own and optimize the demand gen budget across paid programs, website, tools, and event attendance.</li><li>Vendor relationships: Manage agency and vendor relationships for maximum efficiency and scalability.</li></ul> <p>What You Bring</p><p>Must-haves:</p><ul><li>8–12+ years in B2B demand generation or revenue marketing, with 4+ years at Director level or equivalent</li><li>Proven pipeline ownership in mid-market to enterprise environments with complex, long sales cycles. </li><li>Deep experience in cybersecurity, enterprise SaaS, or highly technical B2B markets. You understand buyers like CISOs, SOC Directors, and threat intelligence teams, and you know the difference between messaging that earns practitioner trust and messaging that gets ignored.</li><li>Strong top-of-funnel and ABM background. You've built programs from weak foundations, not just optimized existing ones.</li><li>Hands-on fluency with modern MarTech: Salesforce, Marketo, 6sense and ZoomInfo</li><li>Website and digital experience managing sites as demand assets, including SEO, paid search, and conversion optimization</li><li>AI and automation fluency with practical skepticism. You know the difference between tools that improve ICP pipeline and tools that automate noise. You experiment with measurement discipline, not enthusiasm alone.</li><li>Strong sales partnership instincts. You've built trust with sales teams and co-owned outcomes, not just handed off leads.</li><li>Segmentation depth: the ability to build distinct motions for enterprise ICP, public sector, SME, and expansion. You don't treat all demand the same.</li><li>Executive-level communication and the ability to run a rigorous inspection cadence</li></ul><p>Strong plus:</p><ul><li>Experience marketing a platform that spans multiple product lines or intelligence categories, not just a single-point solution</li><li>Familiarity with security workflows: SOC operations, incident response, threat hunting, SIEM/SOAR/TIP integrations, and how security teams operationalize intelligence in tools like Splunk, CrowdStrike, or Palo Alto Networks</li><li>Experience marketing to or within the public sector or federal government</li><li>Background building demand in a high-growth phase with new products shipping fast, a category expanding, and messaging evolving</li><li>Experience building community-driven or peer-influence programs, given that peer recommendations are now the leading driver of vendor discovery among enterprise security buyers</li></ul><p></p>Why DomainTools<p>The product is real, and growing fast. DomainTools has shipped more new capabilities in the past 12 months than in several prior years combined: real-time threat feeds, the MCP Server for AI-native security workflows, IrisQL for programmatic investigation, new integrations with Google SecOps, Anomali, Cortex XSOAR, and more, with the roadmap accelerating, not slowing. </p><p>The category is at an inflection point. The shift to AI-native security operations, the growth of agentic SOC workflows, and the retirement of legacy threat intelligence platforms are creating a window of competitive opportunity that favors DomainTools. Security teams are already deploying AI in production, and they need intelligence infrastructure that meets them where they are. We're built for exactly that moment, and this role is central to how we capture it.</p><p>The customers are the proof. Security teams at Fortune 500 companies, federal agencies, and the world's most sophisticated SOCs use DomainTools every day. The product earns its renewals. Your job is to make sure more of the right buyers find it.</p><p>The culture is real. We value integrity, customer focus, impact, teamwork, innovation, and joy. We love what we do, and it shows.</p><p></p> <p>DomainTools is the global leader for Internet intelligence and the first place security practitioners go when they need to know. The world’s most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time. </p><p>DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits. </p><p>DomainTools embraces diversity, equity and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth, and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability or any other characteristic protected by law.</p>