Senior Director of Marketing in National Harbor, Maryland at Cloudforce

Cloudforce is building the go-to-market engine for nebulaONE®, our governed AI platform for institutions that need secure, scalable, human-centric AI adoption. The Senior Director of Marketing serves as the operational and strategic engine behind our demand generation motion.

This role owns the programs, pipeline contribution, and demand generation team that convert Cloudforce’s credibility, Microsoft partnership, and market opportunity into measurable revenue impact. The right person can set strategy, manage people, pressure-test campaign execution, interpret pipeline data, and stay close enough to the work to know what is working, what is not, and why.

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.

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.

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.