Director, Revenue Marketing, West

📌 Core Information

🔹 Job Title: Director, Revenue Marketing, West

🔹 Company: Abnormal AI

🔹 Location: Remote - USA

🔹 Job Type: Full-Time

🔹 Category: Marketing

🔹 Date Posted: June 27, 2025

🔹 Experience Level: 10+ years

🔹 Remote Status: Remote (25% travel)

🚀 Job Overview

Key aspects of this role include:

• Leading the West Region's pipeline generation and progression
• Driving the transition to a full-funnel pipeline ownership model
• Building integrated campaigns tailored to regional needs
• Partnering with sales and channel leadership to align goals and track impact
• Hiring, coaching, and enabling a team of best-in-class revenue-oriented marketers

ASSUMPTION: This role requires a strategic, results-obsessed leader who can operate like a mini-CMO for their territory while driving revenue growth through marketing efforts.

📋 Key Responsibilities

✅ Own the totality of the West Region pipeline generation and progression - from top-of-funnel to closed-won

✅ Forecast and deliver against pipeline targets in close partnership with Sales and Channel leadership, proactively building gap plans to constantly stay ahead of every stage of pipeline

✅ Build fully integrated quarterly plans that drive measurable pipeline growth with built-in experimentation and learning loops

✅ Partner with ops and analytics to align goals, track impact, predict program outcomes, and directly connect field marketing investments to revenue outcomes

✅ Hire, coach, and enable a team of best-in-class revenue-oriented marketers

✅ In concert with Integrated Marketing and Strategic Events, support your team in building and executing integrated, multi-channel campaigns tailored to regional sales segments, verticals, personas, and high-value accounts that are fully integrated with national and global campaigns

✅ Maintain a seat at the West GTM table: join sales leadership meetings, forecast pipeline, and co-own pod performance

✅ Develop and execute pipeline generation plans with regional resellers and strategic alliances that drive partner-sourced pipeline and amplify GTM impact through co-branded campaigns, field activities, and partner enablement

✅ Drive seamless handoffs between marketing and sales through integrated programs and maniacal lead management, ensuring no lead is left behind, regardless of source

ASSUMPTION: This role requires a high level of strategic thinking, analytical skills, and the ability to work cross-functionally with various teams to drive revenue growth.

🎯 Required Qualifications

Education: Bachelor's degree in Marketing, Business, or a related field (or equivalent experience)

Experience: 10+ years in B2B SaaS marketing with strong emphasis on revenue, field, or regional marketing

Required Skills:

• Fluency in designing content/messaging that aligns with the full buyer journey with a proven ability to understand what is going to resonate with each segment of your audience
• A highly analytical, endlessly curious mindset that does not solely rely on analysts to reach conclusions
• First-line management experience in a high-growth environment
• Proven track record of owning pipeline and delivering against aggressive goals quarter over quarter
• Experience partnering with Sales at a strategic level—ideally at regional or multi-region scale
• Mastery of Salesforce, Marketo, and marketing analytics tools

Preferred Skills:

• Understanding of the cybersecurity buyer, market dynamics, and partner landscape
• ABM program experience with an understanding of complex buying units
• Experience working with or marketing through VARs and alliances

ASSUMPTION: Candidates should have a strong background in B2B SaaS marketing with a focus on revenue and field marketing. Experience with Salesforce, Marketo, and marketing analytics tools is essential for success in this role.

💰 Compensation & Benefits

Salary Range: $208,300 - $245,050 USD per year

Benefits:

• Bonus
• Restricted Stock Units (RSUs)
• Benefits

Working Hours: Full-time (40 hours/week) with 25% travel for field engagement, key programs, and team events

ASSUMPTION: The salary range provided is based on the company's pay transparency and is inclusive of the base salary range. Benefits include a bonus, restricted stock units, and additional benefits as outlined on the company's benefits and perks page.

📌 Applicant Insights

🔍 Company Context

Industry: Abnormal AI operates in the Computer and Network Security industry, focusing on email security and protecting against sophisticated inbound attacks and compromised accounts using artificial intelligence and machine learning.

Company Size: Abnormal AI has 1,001-5,000 employees, providing a mid-sized company environment with opportunities for growth and collaboration.

Founded: Abnormal AI was founded in 2018, making it a relatively new player in the cybersecurity landscape with a strong focus on innovation and growth.

Company Description:

• Abnormal AI is the leading AI-native human behavior security platform, leveraging machine learning to stop sophisticated inbound attacks and detect compromised accounts across email and connected applications.
• The anomaly detection engine uses identity and context to understand human behavior and analyze the risk of every cloud email event, detecting and stopping socially-engineered attacks that target the human vulnerability.
• Abnormal AI focuses on email security, business email security, cloud email security, phishing detection, business email compromise, and account takeover prevention.

Company Specialties:

• Email Security
• Business Email Security
• Cloud Email Security
• Phishing Detection
• Business Email Compromise
• Account Takeover
• Artificial Intelligence
• and Machine Learning

Company Website: abnormal.ai

ASSUMPTION: Abnormal AI is a growing company in the cybersecurity industry, focusing on email security and leveraging artificial intelligence and machine learning to protect against sophisticated attacks.

📊 Role Analysis

Career Level: This role is a senior-level position, requiring extensive experience in B2B SaaS marketing and a proven track record of driving revenue growth through marketing efforts.

Reporting Structure: The Director, Revenue Marketing, West will report directly to the VP of Revenue Marketing and will oversee a team of revenue-oriented marketers.

Work Arrangement: This role is remote with 25% travel for field engagement, key programs, and team events.

Growth Opportunities:

• As Abnormal AI continues to grow, there may be opportunities for the successful candidate to take on additional responsibilities or move into a more senior role within the organization.
• The company's focus on innovation and growth provides ample opportunities for professional development and career advancement.
• Working closely with sales and channel leadership may also present opportunities to expand the candidate's network and gain exposure to different aspects of the business.

ASSUMPTION: This role offers significant growth opportunities for the right candidate, both within the marketing department and across the organization as a whole.

🌍 Location & Work Environment

Office Type: Remote (with 25% travel)

Office Location(s): The primary office location for this role is Remote - USA, with the opportunity to travel to other offices or locations as needed.

Geographic Context:

• The West Region covers a large geographic area, including multiple time zones and diverse markets. This requires the candidate to be adaptable and able to manage a remote team effectively.
• The remote work environment allows for greater flexibility and work-life balance, but also requires strong self-motivation and time management skills.
• The company's headquarters is located in Las Vegas, Nevada, with additional offices in other locations across the United States.

Work Schedule: Full-time (40 hours/week) with flexible hours and the ability to work remotely, with 25% travel for field engagement, key programs, and team events.

ASSUMPTION: The remote work environment and flexible hours provide a high degree of autonomy and flexibility, but also require strong self-motivation and time management skills to succeed in this role.

💼 Interview & Application Insights

Typical Process:

• Online application submission
• Phone or video screen with the hiring manager
• In-depth interview with the VP of Revenue Marketing and other team members
• Final interview with the CEO or other senior leadership
• Background check and reference check

Key Assessment Areas:

• Strategic thinking and problem-solving skills
• Analytical skills and data-driven decision-making
• Leadership and team management skills
• Cross-functional collaboration and communication skills
• Industry knowledge and understanding of the cybersecurity landscape

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role, focusing on your experience in B2B SaaS marketing, revenue marketing, and pipeline generation.
• Be prepared to discuss your approach to strategic planning, campaign development, and team management in the context of driving revenue growth.
• Demonstrate your understanding of the cybersecurity industry and the unique challenges and opportunities it presents.

ATS Keywords: B2B SaaS Marketing, Revenue Marketing, Pipeline Generation, Sales Partnership, Analytical Skills, Team Management, Campaign Strategy, Segmentation, Lead Management, Salesforce, Marketo, Marketing Analytics, ABM Program Experience, VARs Marketing, Co-branded Campaigns

ASSUMPTION: The application process for this role is likely to be competitive, and candidates should be prepared to demonstrate their relevant experience and skills in order to advance through the interview process.

🛠️ Tools & Technologies

• Salesforce
• Marketo
• Marketing analytics tools
• Other tools and technologies may be required based on the specific needs of the role and the organization

ASSUMPTION: Familiarity with Salesforce, Marketo, and marketing analytics tools is essential for success in this role. Other tools and technologies may be required based on the specific needs of the role and the organization.

👔 Cultural Fit Considerations

Company Values:

• Innovation
• Customer Obsessed
• One Team, One Dream
• Integrity
• Accountability

Work Style:

• Collaborative and team-oriented
• Data-driven and analytical
• Adaptable and flexible
• Results-focused and accountable

Self-Assessment Questions:

• Do you thrive in a fast-paced, dynamic environment, and are you comfortable with ambiguity and change?
• Are you able to balance strategic thinking with hands-on program execution, and do you have a proven track record of driving revenue growth through marketing efforts?
• Do you possess strong leadership and team management skills, and are you able to hire, coach, and enable a team of best-in-class revenue-oriented marketers?

ASSUMPTION: Candidates should assess their fit with the company's values and work style, as well as their ability to thrive in a fast-paced, dynamic environment and balance strategic thinking with hands-on program execution.

⚠️ Potential Challenges

• The West Region covers a large geographic area, requiring the candidate to manage a remote team effectively and adapt to diverse markets and time zones.
• The role requires a high degree of strategic thinking, analytical skills, and the ability to work cross-functionally with various teams to drive revenue growth, which may present challenges for candidates who are more comfortable with tactical execution than strategic planning.
• The remote work environment and flexible hours require strong self-motivation and time management skills, which may be challenging for candidates who prefer a more structured work environment.
• The company's focus on innovation and growth may present opportunities for professional development and career advancement, but also requires candidates to be adaptable and comfortable with change.

ASSUMPTION: Candidates should be aware of the potential challenges presented by this role and assess their ability to manage a remote team, balance strategic thinking with hands-on program execution, and thrive in a fast-paced, dynamic environment.

📈 Similar Roles Comparison

• This role is unique in its focus on revenue marketing and pipeline generation for the West Region, but is similar to other regional marketing roles in its requirement for strategic thinking, analytical skills, and the ability to work cross-functionally with various teams to drive revenue growth.
• The cybersecurity industry presents unique challenges and opportunities, requiring candidates to have a strong understanding of the market dynamics and the unique threats and vulnerabilities faced by organizations in this space.
• Candidates should compare this role to other regional marketing roles in the cybersecurity industry to assess their fit and the potential for career growth and advancement.

ASSUMPTION: Candidates should compare this role to other regional marketing roles in the cybersecurity industry to assess their fit and the potential for career growth and advancement.

📝 Sample Projects

• Developing and executing a quarterly plan to drive measurable pipeline growth with built-in experimentation and learning loops
• Building integrated campaigns tailored to regional sales segments, verticals, personas, and high-value accounts that are fully integrated with national and global campaigns
• Driving seamless handoffs between marketing and sales through integrated programs and maniacal lead management, ensuring no lead is left behind, regardless of source

ASSUMPTION: These sample projects are representative of the types of initiatives the successful candidate will be expected to undertake in this role, and demonstrate the strategic, analytical, and cross-functional nature of the position.

❓ Key Questions to Ask During Interview

• Can you describe the current state of the West Region's pipeline generation and progression, and what specific challenges the team is facing?
• How does the company support the transition to a full-funnel pipeline ownership model, and what resources and tools are available to help me succeed in this role?
• What is the company's approach to partnering with regional resellers and strategic alliances, and how can I leverage these relationships to drive partner-sourced pipeline and amplify GTM impact?
• How does the company measure the impact of field marketing investments on revenue outcomes, and what metrics are used to track progress and success?
• What opportunities exist for professional development and career advancement within the company, and how does the company support the growth and success of its employees?

ASSUMPTION: These key questions are designed to help candidates assess their fit with the role and the company, and to gain a deeper understanding of the challenges and opportunities presented by the position.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role, focusing on your experience in B2B SaaS marketing, revenue marketing, and pipeline generation.
• Prepare for your interviews by researching the company and the cybersecurity industry, and be ready to discuss your approach to strategic planning, campaign development, and team management in the context of driving revenue growth.
• Follow up with the hiring manager or recruiter after your interview to express your interest in the role and reiterate your qualifications.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.