Role Description
We are seeking a Director of Demand Generation to establish and scale our demand engine, driving predictable pipeline creation across enterprise (B2B) and government (B2G) accounts.
As our first dedicated Demand Generation leader, you will design, execute, and optimize multi-channel campaigns that fuel pipeline creation. You’ll build programs across digital, events, email, and community channels.
Reporting to the VP of Marketing, you will own demand strategy execution end-to-end: from campaign planning and martech stack optimization to performance analysis and pipeline reporting. This role is hands-on, high-visibility, and foundational to our next stage of growth.
- High-Impact Role: Build the demand gen function from the ground up. Your work will directly influence our ability to achieve our growth targets.
- Mission-Driven: Contribute to national security by delivering modern software at the speed of relevance.
- Growth Environment: Join a scaling startup with strong momentum and top tier customers.
- Collaborative Culture: Work with a high caliber team of engineers, veterans, and innovators who value execution and integrity.
Responsibilities
- Integrated Campaigns: Develop and execute full-funnel campaigns (digital, email, webinars, paid media) to create marketing-sourced pipeline.
- Account-driven Programs: Build and operationalize scalable 1:1 account personalized outreach for high-value federal and enterprise accounts.
- Channel Strategy: Own paid and organic channels (LinkedIn, Google Ads, content syndication, retargeting, etc.) and optimize performance for pipeline contribution.
- Conversion Optimization: Continuously refine targeting, CTAs, and landing pages to maximize lead quality and MQL-to-SQL conversion rates.
- Analytics & Reporting: Track and report on key KPIs: Campaign ROI, conversion rates, pipeline sourced/influenced ect.
- Sales Partnership: Collaborate with Sales to build lead handoff processes, account-based plays, and meeting-driving programs around key events and tradeshows.
- Content Activation: Partner with Product Marketing and Content to fuel campaigns with persona-specific messaging mapped to the buyer’s journey (using frameworks like Messaging Nautilus).
- Technology & Operations: Partner with Marketing Ops to manage and optimize HubSpot, PostHog, and other Martech tools to enable scalable, repeatable demand programs.
- Experimentation: Test new channels, and tactics to expand our reach and accelerate learning velocity.
Requirements
- 6–10+ years of B2G and/or B2B demand generation experience (startup or high-growth SaaS preferred).
- Proven success building pipeline-focused campaigns that directly impacted revenue.
- Deep expertise in ABM strategy, campaign orchestration, and marketing automation/CRM (HubSpot expertise strongly preferred).
- Strong analytical skills and fluency with attribution, funnel reporting, and campaign ROI measurement.
- Experience marketing to complex buying groups in enterprise or government contexts a plus.
- Excellent communication skills. Able to collaborate cross-functionally and align Marketing + Sales.
- Entrepreneurial mindset: comfortable building from zero, testing quickly, and iterating toward scale.
Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.
Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market.
What We DoWe create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily.
Who We ServeDefense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products.
What We Work On- Kubernetes
- Cloud Environments (AWS/GCP and Azure)
- Infrastructure-as-code (like Terraform/Pulumi)
- Continuous Delivery and automation tooling
- GitOps
- Containers
- CNCF projects and open source products and packages
- Helm/Kustomize-Value Stream Mapping
- Building and improving security delivery
- Building Kubernetes and cloud native applications
- Medical/Dental/Vision
- Premiums are 100% Company Paid
- Health Reimbursement Account
- Life Insurance
- Disability Insurance
- 401k Retirement Plan
- Company Stock Options
- Home Office Budget
- Unlimited paid time off, with a mandatory 10 days off on top of 11 federal government holidays, week of Thanksgiving, last two weeks of December (including New Year’s Day)
- Paid Parental Leave
- Reimbursement for approved trainings/subscriptions
- Conferences (travel, lodging, and fees)
Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed.
At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
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Defense Unicorns Colorado Springs, Colorado, USA Office
555 E Pikes Peak Ave, Colorado Springs, CO, United States, 80903
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