About Gray SwanGray Swan protects organizations from emerging AI security threats. We build real-time threat detection, automated validation, and adaptive defenses for AI labs and enterprises. We’re a team of ~25 people, well-funded, and growing fast.We have strong traction and globally recognized customers, which means employees here take on real responsibility and meaningful equity from day one. This is a high-ownership environment where you’ll work on hard problems, move quickly, and help shape both the product and the company.Many people join Gray Swan because our mission matters. We’re doing practical, high-impact work in AI safety, and that sense of purpose is a core reason why engineers and researchers choose us.The RoleThe Head of Growth & Demand Generation owns pipeline creation. This is a revenue-critical role responsible for designing and executing a multi-channel demand engine that consistently generates high-quality, sales-accepted pipeline.This role carries a variable compensation component tied directly to qualified pipeline generation, tightly aligning marketing performance with revenue outcomes.What You’ll DoPipeline Generation (Primary KPI)Own pipeline targets (volume + quality), aligned with revenue goalsDesign and execute integrated campaigns across outbound, inbound, events, partnerships, and paid channelsBuild and optimize programs that generate Sales Qualified Leads (SQLs) and pipelineGrowth StrategyDefine ICP segmentation and prioritize high-value accountsDevelop channel strategy (paid, organic, outbound, events, ABM)Continuously test and optimize messaging, offers, and conversion pathsPerformance MarketingOwn budget allocation across channels with clear ROI accountabilityManage paid acquisition (LinkedIn, Google, etc.) and conversion optimizationImplement rigorous experimentation (A/B testing, funnel optimization)Sales AlignmentPartner tightly with Sales leadership to define qualification criteria and feedback loopsEnsure marketing-generated pipeline converts to revenueAlign campaigns with sales motions (e.g., enterprise outbound vs. PLG vs. hybrid)Crossfunctional ExecutionPartner with Product to ensure message-market fitCollaborate with go-to-market operations on attribution, reporting, and funnel visibilityWho You Are5+ years in B2B SaaS marketing, with a focus on demand generationProven track record of generating measurable pipeline at an early growth-stage companyStrong grasp of both inbound and outbound / ABM strategiesExperience owning or partnering on paid acquisition and growth experimentationDeep familiarity with marketing and sales tooling (we currently use HubSpot)If you don’t meet 100% of these, you should still seriously consider applying. We care more about what you can do than your credentials.You’ll Thrive Here If You AreA pipeline-obsessed operator (not just “brand” or “top-of-funnel”)Comfortable using and experimenting with AI tools and automation as a force multiplier for your workHighly analytical, with strong experimentation instinctsComfortable owning a number and being compensated on outcomesCan balance strategy with hands-on executionCompensation & BenefitsSalary: $105,000 - 165,000Equity: Competitive equity package401k with up to 4% matching28 days annual leave (vacation + holidays)Health, dental, and vision coverageCatered lunches (Pittsburgh office)Flexible work arrangementsVisa sponsorship available for exceptional candidates
