StellenbeschreibungWhy This Role, Why Now QuoIntelligence is a European threat intelligence company. We help regulated mid-market businesses in banking, manufacturing, government, and transport to see, understand, and act on cyber threats before they hit. In April 2026, we closed a 7.3M EUR Series A (led by Elevator Ventures, co-led by BMH) and repositioned Mercury , our Unified Risk Intelligence platform, that same month. Over the next 24 months, we want to turn a strong category position into a predictable, traceable pipeline ahead of Series B. Over the past few months, we built and locked our marketing architecture: positioning, HubSpot attribution and scoring, an SDR doctrine across DACH, Spain, and Italy, the demand programme, the content engine, and the partner motion (a website rebuild is underway). It is in place, but it is not yet producing the pipeline it should. That is why we need a Director of Demand Generation: someone to own it, build a real pipeline, and keep improving it as the market changes. You will commit to a six-month pipeline target and report on it monthly and quarterly. This is the path up to VP Marketing as we grow into Series B . We are deliberately hiring a Director, not a VP or CMO: an expert in pipeline generation who commits to a number and delivers against it. If you want a role that is mostly board decks, comms, and strategy slides, this is not it. If you want to take a built engine, drive it into a real pipeline, and earn the scope to lead marketing as the company grows, keep reading. What You'll Own 1. The demand engine Run the demand programme through HubSpot. Execute the attribution model, lead scoring, and SDR doctrine that are already in place, and live in the system day to day. Own the weekly pipeline review and build MQL to SQL to Opportunity velocity toward the new business target. 2. Lead the marketing team You manage the people who deliver the work: events, design, and brand, a field marketing hire we plan to add, and any external agencies or freelancers we bring in. You set their priorities, keep them pointed at the pipeline number, and track what each one delivers. 3. Refine and scale what is built The architecture is locked, but it has to move with the market. You will iterate on LinkedIn Ads against the quarterly signal, sharpen ICP segmentation, and reshape the programme mix as buying behavior changes. LinkedIn is our channel because that is where our buyers are, but you test emerging channels against the demand problem and keep what converts. Part of the job is knowing when to challenge a piece of the build and when to ship and back, either call with data. You will own and manage our social media drumbeat across key channels, including our company page on LinkedIn. 4. DACH demand Scale DACH demand against the current state and bring MQL and SQL volume onto a trajectory that matches the quarterly top-of-funnel target. This is the engine's first proving ground and your clearest near-term mandate. DACH first, prove, then roll out across the rest of the European regulated markets we serve. 5. Regulatory-driven demand Our highest-leverage demand thesis is regulatory: NIS2, DORA, and TIBER-EU impose obligations on our buyers to act. You will run standing campaigns mapped to these mandates, each with a primary asset, a webinar sequence, a regulator-mapped landing page, and an SDR outbound sequence. A core part of this is turning our daily intelligence output into demand. We produce threat reports, vulnerability analyses, and supply-chain risk findings every day. You will build the engine that converts that flow into tiered assets: open, machine-readable briefs that win answer-engine and AI-search visibility (AEO); gated lead magnets mapped to a regulatory obligation that generate qualified MQLs; and account-specific intelligence that triggers automated outreach to named targets. The classification, drafting, and trigger logic should run on AI with human review, so a lean team can produce this at cadence without sacrificing the accuracy our buyers demand. 6. Customer evidence and partner motion Sustain a steady pipeline of customer case studies and references that sales and marketing can use. Support the channel partner route with the cadence and materials it needs to produce a pipeline. 7. Demand modeling and forecasting Work back from revenue to the demand funnel: how many opportunities, how much pipeline, how many meetings and leads, and the conversion rates between each stage. Turn estimates into a forecast you can defend as real performance data replaces guesswork. 8. Account-based marketing at pilot scale Bring ABM to pilot scale against the highest-value target accounts, measure it honestly, and decide whether it earns a larger investment. You will be in HubSpot regularly, designing nurturing campaigns and tracking funnel performance. 9. Working with leadership Run quarterly planning with the leadership team. Contribute to the board narrative and support analyst relationships alongside the CEO. Your written memos will be clear enough for the CEO to include in board prep. AI-First in Demand Generation AI is how we work here, not a tool we reach for when it is convenient. QuoIntelligence is Claude-native, with active workflows for LinkedIn, email outreach, and SDR messaging. You will be fully comfortable operating with Claude to stay efficient and to scale the output of a lean team. AI as your operating system . You use AI daily to build campaigns, draft and personalize outreach, analyze pipeline data, and produce content. Our existing Claude workflows are a starting point, not a ceiling. We expect you to push them further. Evaluate, integrate, repeat . You do not adopt whatever tool is in front of you. You test new AI capabilities (Clay, Instantly, AEO, and GEO tooling, and others) against your actual demand problems, keep what delivers, and drop what does not. You have informed opinions on which tools work and why, grounded in your own usage. For a senior hire, this judgment is one of the strongest signals we look for. Responsible AI . We sell to government and financial services buyers, where credibility is the product. Your claims and content are accurate, your compliance positioning is defensible, and you do not overstate what Mercury or Agent Karla can do. You understand the product well enough to keep the messaging honest. What You'll Bring Must-haves: Seven or more years in B2B SaaS demand generation, with pipeline and revenue ownership that shows in your title and your CV. If your story is built on brand, traffic, or impressions, this is not the right role for you. You have scaled a demand engine from under 2M EUR ARR to roughly 8 to 15M EUR ARR in mid-market territory: accounts in the 100M to 2B EUR revenue range (typically 500 to 10,000 employees), selling primarily to CISOs, Heads of Security Operations, and VPs of Risk. You understand the roles within the customer buying group and typical sales cycles of six months or more. You understand demand modeling. You work back from revenue and finance to the funnel, and you speak in ROI, pipeline impact, revenue impact, funnel conversion efficiency, and cost per acquisition. You are a hands-on HubSpot operator: workflows, scoring, attribution, sequences, and lifecycle hygiene. You build and fix it yourself, not just direct someone else's setup. You partner closely with sales. You are not a generalist who works around the sales team. You work with them on coverage, velocity, and conversion, and you run a disqualification feedback loop so every rejected MQL sharpens the next campaign. AI fluency. You actively use AI tools in your demand work and can show what you have built or delivered with them. You are comfortable operating in a Claude-native environment. You plan, build, and manage campaigns in HubSpot end-to-end across LinkedIn, SDR outreach, product update content, paid ads, and event promotion, and you track KPIs for each. You can run social media and community management, including monitoring and responding to mentions, tags, and comments, so nothing goes unanswered. You can manage people and external partners (agencies and freelancers) and hold them to a plan. This role manages a small team from the start. Startup or scaleup experience. You have worked in a company where mature processes did not yet exist, and you were comfortable moving to Plan B fast when something was not working. Nice-to-haves: Cybersecurity, threat intelligence, or another regulated-industry context (financial services, manufacturing, critical national infrastructure). B2B SaaS is fine if you understand the buyer and the buying cycle. German fluency is a strong advantage given the initial DACH focus. What Good Looks Like in 90 Days Day 1-30: Immersion and first shipped work Architecture immersion complete: positioning, HubSpot setup, SDR doctrine, and demand programme understood end to end HubSpot operating cadence yours Weekly pipeline review running with the sales team DACH MQL/SQL programme strategy committed against the lift target First measurable demand work shipped Day 31-60: Iteration and channels LinkedIn Ads iteration 2 live against measured monthly/quarterly signals CEO LinkedIn programme rolling on your cadence First-tiered intelligence assets live: an AEO-indexed brief cadence and at least one gated lead magnet mapped to a regulatory obligation Channel partner cadence opened Day 61-90: Pipeline trajectory and planning DACH MQL/SQL volume on a trajectory consistent with the CRO's quarterly top-of-funnel target Attribution-traceable MQL to SQL pipeline running through HubSpot First customer case study live Q3 and Q4 analyst briefings delivered with the CEO Q1 2027 planning underway By six months, you will have defined a new demand baseline with a credible glide path: today's state, the target, the gap, and the plan to close it. By twelve months, DACH demand is scaled and producing a predictable pipeline, you are operating against a forecast you can defend, and you have grown the team where results justify it, adding capacity in marketing operations, content, and demand programmes. What We Offer A built engine to drive, not a blank page. The positioning, attribution, and SDR doctrine are in place. Your job is pipeline, and you have the infrastructure to produce it from day one. A clear path to VP Marketing as the company grows into Series B. This role is the start of a multi-year story, not a holding pattern. A senior leadership seat. You will work closely with the CEO and VP of Sales and have direct influence over how the company goes to market. A ~45-person, remote-first team backed by a closed Series A and real customers. Early enough to shape the company, stable enough to build on. A culture built on six values: Trust, Sleek, Curiosity, Lean Strength, Impact, and Playful Teamwork. No-jerk, no-surprises, humor-forward, and transparent. Meaningful product. Mercury and Agent Karla are AI-native intelligence products, not dashboards with a chatbot bolted on. We hold the "Cybersecurity Made in Europe" label and serve clients in Financial Services, Defense, Energy, and Government. The Process Recruiter screen. Motivation, demand-gen background, startup readiness, and compensation expectations. Take-home task. Deep dive with the HM. Execution, judgment, and fit. Final presentation to Marco Riccardi (CEO), Antonio Arias (COO), and our VP of Sales. You walk the panel through your task live, around 40 to 60 minutes, including questions . A strong candidate at the final stage asks us sharp questions: about our MQL definition and how strictly we gate it, HubSpot scoring thresholds, current pipeline coverage, which SDR motion has the best landing rate, and the conversion-events spec. The work is execution, and the best plans are specific. Frequently Asked Questions Why a Director and not a VP or CMO? Because the work right now is pipeline, not function-building from zero. The architecture is built, and the company is small. We want an expert who commits to a number and delivers it, then grows into a VP scope as the company reaches Series B. The title reflects the focus, not a smaller ambition. Will I be redesigning the marketing strategy? No. The positioning and architecture are locked. We want you to execute them into the pipeline and refine where the market demands it. The judgment we value is knowing when to challenge a piece of the build and when to ship, both backed by data. A reflex to redesign the positioning in your first quarter is the wrong instinct for this role. Will I manage a team? Yes. From the start, you manage the people who run events, design, and branding, as well as any external agencies and freelancers we use, and you track how each performs. We plan to add a field marketing hire under you. Growing the team beyond that follows a prove-and-lead model: you lead with evidence and results, then propose the next hire. Budgets exist within reason, and there is no hiring spree planned. Do I need cybersecurity experience? It helps and it is ideal, but it is not required. B2B SaaS demand-gen experience works if you understand the buyer and the buying cycle. What is not negotiable is genuine demand-gen and pipeline ownership. What is the working style? Small company, remote-first. The pace is quick and, in a lean team, you stay close to the work. The role suits someone who prioritizes well and takes clear ownership of the pipeline. It is a fast-moving environment that suits people who enjoy it. QuoIntelligence promotes an inclusive work environment, ensuring equal opportunities for all candidates, regardless of gender, ethnicity, sexual orientation, disability, or other personal characteristics. We believe that diversity is a value and we are committed to build a fair and respectful workplace for all.
