Demand Generation Manager

Wallarm is an enterprise security company that helps organizations secure their APIs and AI applications. Security teams use our platform to see what their AI and APIs are doing and to block attacks in real time. Wallarm is headquartered in Austin, Texas and is backed by Toba Capital, Y Combinator, Partech and other investors. We’re an AI-first company. AI shapes both what we build and how we work every day, from engineering to marketing. In this role, you’ll use AI tools to move faster, test ideas and scale what works. We're a small, close-knit marketing team. You'll partner with our VP Product & Marketing and a Product Marketing Manager to grow pipeline, working mainly through events, webinars and our owned channels. Most of our pipeline today comes from events, and webinars, followed by inbound and sales-sourced opportunities. Leads are routed directly to account executives (AEs), who use a variety of tools, including a virtual SDR, for follow-up. You’ll work with them closely to support effective conversion to opportunities. What you'll do - Lead our webinar program. The Product Marketing Manager leads content and speakers; you'll guide promotion, registration, production, on-demand distribution and follow-up. - Turn events into pipeline. Partner with AEs to set meetings before events, provide timely, tailored follow-up afterward, and help us understand the return on each event. - Shape lead management. Refine our lead scoring and routing, and work with sales on a shared agreement for how leads are handed off and followed up. - Build nurture programs. Create and test email journeys for contacts who aren't ready to talk with sales yet, using messaging developed with the Product Marketing Manager. - Grow our owned channels. Email, landing pages, website conversion paths, organic social and search fundamentals for what we publish. - Care for our marketing systems. Manage our marketing automation platform, its connection to our CRM, campaign tracking and data quality. - Share what's working. Report on pipeline by source and program, with a monthly update for marketing and sales leadership. What success looks like in your first 6 months - Event and webinar leads reach the right AE quickly, with high-intent leads followed up within a day. - Marketing and sales share a clear, trusted view of which programs create pipeline. - Marketing-sourced pipeline reaches 50% of new pipeline. - The webinar program runs on a steady rhythm, with more attendees becoming opportunities over time. - Nurture programs bring contacts back into sales conversations. - Event investments are guided by pipeline data.