Head of Growth & Demand Generation

About Gray Swan

Gray 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 ~40 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, that sense of purpose is a core reason why engineers and researchers choose us.

Learn more about how we work

The Role

The 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 Do:

Pipeline Generation (Primary KPI)

• Own pipeline targets (volume + quality), aligned with revenue goals

• Design and execute integrated campaigns across outbound, inbound, events, partnerships, and paid channels

• Build and optimize programs that generate Sales Qualified Leads (SQLs) and pipeline

Growth Strategy

• Define ICP segmentation and prioritize high-value accounts

• Develop channel strategy (paid, organic, outbound, events, ABM)

• Continuously test and optimize messaging, offers, and conversion paths

Performance Marketing

• Own budget allocation across channels with clear ROI accountability

• Manage paid acquisition (LinkedIn, Google, etc.) and conversion optimization

• Implement rigorous experimentation (A/B testing, funnel optimization)

Sales Alignment

• Partner tightly with Sales leadership to define qualification criteria and feedback loops

• Ensure marketing-generated pipeline converts to revenue

• Align campaigns with sales motions (e.g., enterprise outbound vs. PLG vs. hybrid)

Crossfunctional Execution

• Partner with Product to ensure message-market fit

• Collaborate with go-to-market operations on attribution, reporting, and funnel visibility

Who You Are:

• 5+ years in B2B SaaS marketing, with a focus on demand generation

• Proven track record of generating measurable pipeline at an early growth-stage company

• Strong grasp of both inbound and outbound / ABM strategies

• Experience owning or partnering on paid acquisition and growth experimentation

• Deep 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 Are:

• A 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 work

• Highly analytical, with strong experimentation instincts

• Comfortable owning a number and being compensated on outcomes

• Can balance strategy with hands-on execution

Compensation & Benefits:

We offer a competitive compensation package designed to reward impact and incentivize growth. Our compensation philosophy is informed by our current valuation and recent industry data.

Salary: $170,000 - 250,000

Equity: Competitive equity package

Benefits:

• 401k with up to 4% matching

• 28 days annual leave (vacation + holidays)

• Health, dental, and vision coverage

• Catered lunches (Pittsburgh office)

• Flexible work arrangements

• Visa sponsorship available for exceptional candidates