Senior Director of Marketing, Arkose Labs
+ Equity
Office located in San Mateo, CA
Fraud detection platform
Be an early applicant
Fraud detection platform
201-500 employees
Be an early applicant
+ Equity
Office located in San Mateo, CA
201-500 employees
Company mission
Arkose's mission is to undermine the economic drivers behind fraud, compelling perpetrators to abandon their attacks.
Role
Who you are
- Demonstrated experience marketing cybersecurity, fraud prevention, bot management, digital identity, account security, or trust and safety solutions to enterprise buyers
- Fluency in the personas and buying processes of CISOs, VP/Director of Fraud, trust and safety leaders, and IT security decision-makers
- Ability to translate technical security concepts (bot detection, credential stuffing, account takeover, agentic AI threats) into compelling demand generation campaigns
- Understanding of the competitive landscape in bot management, fraud deterrence, and emerging AI security categories
- 8+ years of B2B marketing experience with at least 3-5 years leading demand generation at high-growth enterprise technology or cybersecurity companies
- Proven, quantifiable track record of owning pipeline targets and delivering marketing-sourced and marketing-influenced revenue. Bring the numbers
- Deep hands-on expertise with ABM platforms, intent-data tools, marketing automation (Marketo, HubSpot, or similar), CRM (Salesforce), and full-funnel attribution
- Demonstrated fluency deploying AI-powered marketing tools with measurable pipeline impact
- Experience building demand programs that sell into large enterprises with complex, multi-stakeholder, 6-12+ month buying processes
- Strong analytical skills with the ability to build dashboards, interpret pipeline data, and translate insights into campaign action
- Hands-on leader who operates with urgency and is comfortable building programs, not just managing them
- Known for elevating team performance and developing talent in place rather than defaulting to headcount growth
- Strong communicator who can translate pipeline data into clear narratives for executive leadership, presenting program performance, funnel trends, and investment recommendations with confidence and clarity
- Skilled at coordinating with Sales at all levels—from leadership to individual contributors—to ensure shared pipeline mentality, aligned account targeting, and consistent funnel accountability
- Bachelor’s degree required; MBA or equivalent experience preferred
What the job involves
- We are seeking a Senior Director of Marketing with a singular focus: pipeline generation and conversion
- This role is the engine room of Arkose Labs’ go-to-market motion
- You will own the demand generation function end to end, building and optimizing the programs, systems, and processes that create pipeline, accelerate deals, and convert opportunities to revenue
- This is a hands-on, execution-heavy leadership role for someone who lives in the data, obsesses over conversion rates at every funnel stage, and views AI-powered tools as force multipliers for a lean, high-performing team
- You must bring strong domain credibility in cybersecurity, fraud prevention, or digital trust to build campaigns that resonate with technical buyers and security leaders
- Own the pipeline number. Directly accountable for marketing-sourced pipeline creation, progression, velocity, and conversion to closed-won revenue against quarterly and annual targets. This is a hands-on, execution-heavy leadership role for someone who lives in the data, obsesses over conversion rates at every funnel stage, and views AI-powered tools as force multipliers for a lean, high-performing team
- Build, execute, and continuously optimize a full-funnel demand generation engine spanning inbound, outbound, ABM, paid media, content syndication, email nurture, and partner-driven programs
- Design and operate a metrics-driven ABM strategy targeting enterprise accounts across Arkose Labs’ core verticals: financial services, gaming, social media, technology platforms, retail, travel, and telecom
- Own the marketing-to-sales handoff process, including MQL/SQL definitions, SLA frameworks, lead scoring models, and shared funnel accountability with Sales
- Analyze pipeline data daily and weekly to identify conversion bottlenecks, underperforming programs, and acceleration opportunities. Act on insights with urgency
- Develop and execute integrated GTM programs with IaaS partners (AWS, Azure, GCP) and strategic alliances focused on pipeline contribution
- Architect and maintain a full-funnel attribution model that clearly connects every marketing dollar to pipeline and revenue outcomes
- Own campaign ROI measurement end to end, from budget allocation and program design through post-campaign analysis. Every dollar of marketing spend should have a clear hypothesis going in and a performance verdict coming out
- Own and operate the full marketing technology stack: MAP (Marketo), CRM and marketing leads/campaigns (Salesforce), lead-to-account matching and routing (LeanData), ABM and intent platforms (Demandbase, Bombora), data enrichment (Clay), and analytics/revenue attribution (HockeyStack)
- Accountable for integration quality, data hygiene, and stack ROI. This is not platform administration; it is strategic ownership of what to add, consolidate, or retire to maximize pipeline impact
- Deploy and manage AI-powered tools across the demand generation stack: intent-signal platforms (Bombora, 6sense, or similar), predictive lead scoring, AI SDRs, conversation intelligence, content personalization engines, data enrichment and outreach automation (Clay), and AI writing and research assistants (Claude)
- Use AI and machine learning to improve audience segmentation, campaign targeting, bid optimization, and real-time campaign adjustments
- Implement AI-assisted content workflows to scale personalized nurture sequences, SEO content, and ABM creative without proportional headcount
- Evaluate emerging AI tools (autonomous campaign optimization, generative content at scale, AI-driven analytics) and bring a clear investment vs. experimentation framework
- Lead and develop a team spanning demand generation, content, global events, and customer marketing with a pipeline-first operating model
- Partner closely with Sales leadership on pipeline reviews, campaign alignment, account targeting, and win/loss analysis
- Collaborate with product marketing (within the product organization) to ensure messaging, competitive positioning, and launch programs drive pipeline
- Build a culture of accountability, experimentation, and velocity. Every program should have a pipeline hypothesis, measurement plan, and optimization cadence
- Report on pipeline metrics to executive leadership on a weekly and monthly cadence with clear analysis and action plans
Our take
Founded in 2017, Arkose Labs is a fintech company providing a platform that helps detect and manage fraud and abuse. The Arkose Labs risk engine picks out behavioural patterns and anomalies to assess the ‘riskiness’ of users, and more friction is applied the more a user seems likely to attempt fraudulent activity.
Internet crimes in the US claim billions from US citizens every year, and there are no signs of this slowing down. Furthermore, as an increasing number of businesses access and process large amounts of personal data, the urgency for robust and effective fraud prevention tools is increasing in step. Arkose Labs is seeing good growth to match this upswing. It has strong backers in Microsoft and PayPal, and its customer base includes the likes of EA and Twilio.
Similar fraud prevention companies have been cropping up with competitively strong investment over recent years. So Arkose Labs’ focus on retail, gaming, and fintech sectors is a smart strategy to narrow the field. In 2024, it embarked on key leadership hires and continues to perform strongly.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
May 2021
$70m
SERIES C
Mar 2020
$22m
SERIES B
Total funding: $99.5m
Company benefits
- 401k
- $1000 stipend to set up a home office
- Work from home opportunities
- Health insurance
Company HQ
Hayward Park, San Mateo, CA
Leadership
Kevin Gosschalk
(Founder & CEO)After graduating from the Queensland University of Technology with a Bachelor in Interactive Entertainment, Kevin worked in biomedical research to use machine technology to detect diabetes and then founded SwipeAds, which prevented Ad fraud. They have been a council member of the Forbes Technology Council.
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