Job Overview
Location
San Francisco
Job Type
Full-time
Category
Software Engineering
Date Posted
May 22, 2026
Full Job Description
đź“‹ Description
- • Own day-to-day execution of AI-native demand generation programs across account-based marketing, field marketing, webinars, executive roundtables, paid amplification, partner campaigns, and sales follow-up.
- • Build 1:1 and 1:few ABM campaigns for named accounts segmented by regulatory pressure, cloud maturity, access complexity, and sales priority.
- • Launch integrated demand campaigns spanning content, webinars, paid media, direct outreach, partner programs, and SDR sequences to engage IAM, security, infrastructure, and platform engineering teams.
- • Partner closely with Account Executives (AEs) and Sales Development Representatives (SDRs) on target account lists, pre-event outreach strategies, meeting goals, follow-up SLAs, and opportunity progression.
- • Own funnel and systems hygiene including campaign performance tracking, lead routing, attribution modeling, and conversion rate optimization across all demand channels.
- • Plan and execute field marketing initiatives including executive dinners, roundtables, event surrounds, regional programs, and conference follow-up motions designed to generate qualified meetings and pipeline.
- • Generate demand among cloud-native developer organizations scaling into regulatory scrutiny that require solutions for proving least privilege, governing access, and reducing access review fatigue.
- • Operationalize a highly personalized revenue generation engine with a clear opinionated POV on content, brand, campaigns, events, and digital channels.
- • Ensure marketing activity directly translates into sales action by aligning closely with GTM leadership on metrics that matter: meetings booked, opportunities created, and revenue influenced.
- • Leverage Salesforce, HubSpot, or Marketo to manage campaign execution, reporting, and performance analysis with weekly cadence.
- • Drive demand in technical B2B markets including security, cloud infrastructure, developer tooling, compliance, and data governance.
- • Apply rigor to ABM practices including account tiering, buying group mapping, personalized content creation, sales-aligned outreach, and account engagement measurement.
- • Deliver measurable outcomes from executive dinners, roundtables, partner events, and regional programs—not just attendance, but qualified pipeline generation.
- • Report into the VP of Marketing as a hands-on demand generation leader in a commercial sales-led GTM motion.
- • Work hybrid with a minimum of three days per week in the downtown San Francisco office.
🎯 Requirements
- • Built demand in B2B security, cloud, infrastructure, developer tooling, compliance, data, or similarly technical markets
- • Run ABM with rigor: account tiers, buying groups, 1:1 and 1:few plays, sales-aligned outreach, personalized content, and account engagement metrics
- • Have executed executive dinners, roundtables, event surrounds, partner events, or regional programs that produced qualified meetings and pipeline
- • Fluent in Salesforce, HubSpot, or Marketo; experienced in campaign attribution, routing, funnel conversion, and weekly performance reporting
- • Know how to collaborate with AEs and SDRs before, during, and after campaigns to ensure marketing activity becomes sales action
- • Identify as an AI-native marketer with operationalized, not just vibe-based, demand generation practices
🏖️ Benefits
- • Hybrid work model with 3+ days per week in downtown San Francisco office
- • Direct partnership with GTM leadership to shape demand generation strategy
- • Opportunity to build demand generation programs in a high-growth AI-native security company
- • Exposure to enterprise IAM, compliance, and infrastructure engineering audiences at scale
Skills & Technologies
See exactly how your profile matches this role — strengths, skill gaps, and what to do about them.
About Opal Labs, Inc.
Opal is a health benefits administration platform designed to streamline the process for employers and insurance brokers. It offers a unified platform for managing health insurance plans, dental, vision, and other voluntary benefits. Opal aims to simplify complex benefit administration tasks, providing tools for enrollment, eligibility management, and carrier connections. The platform focuses on transparency and efficiency, helping companies control costs and improve the employee experience by making benefits easier to understand and access. It serves as a central hub for all benefit-related information and operations, reducing administrative burden and enhancing decision-making for HR departments and brokers.
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