Demand Generation Manager

Cato Networks is the converged network and security cloud for the AI era. 

As AI reshapes cybersecurity, enterprises face a dual challenge: unlocking AI’s potential while defending against AI-driven attacks. Cato addresses both through a unified, cloud-native platform, providing the visibility and context to prioritize risks and stop threats in real time across users, applications, data, and AI agents. 

Join us as we scale: take on ambitious technological challenges and shape the next generation of enterprise security at a company trusted by thousands of organizations worldwide. 

The Demand Generation Manager - North America owns the end-to-end demand generation strategy and execution for the region, with accountability for a marketing-sourced pipeline target. 

This role translates regional sales targets into demand generation plans and independently drives programs from planning and campaign creation through execution, measurement, and optimization. You will serve as the primary demand generation partner for North America sales, addressing regional demand generation needs while aligning with the global marketing strategy. 

Success requires a hands-on marketer who takes initiative, learns quickly and independently, and builds strong relationships across a large, global marketing organization and regional sales teams.

This is a remote role that involves close collaboration with US Sales and global Marketing teams. To ensure alignment across working hours, we're prioritizing candidates based in the Eastern or Central Time Zones.

Responsibilities: 

Core Ownership & Responsibilities

• Own North America demand generation end-to-end, including regional strategy, planning, campaign creation, execution, measurement, and optimization. 

• Own the regional marketing-sourced pipeline target, translating sales goals into demand generation plans and adjusting programs and investment based on results. 

• Build and run webinars, content syndication, email marketing, nurture programs, paid digital campaigns in partnership with the PPC team, and account-based marketing. 

• Measure campaign and funnel performance, identify opportunities for improvement, and act on findings to improve conversion, lead quality, and pipeline generation. 

• Serve as the primary demand generation partner for North America sales, aligning programs with priority accounts, segments, territories, and buying groups. 

• Own and manage the North America demand generation budget, including planning, forecasting, tracking, and spend optimization. 

Cross-Functional Collaboration & Vendor Management 

• Build strong working relationships with Sales, regional marketing, Content, Localization, PPC, and Marketing Operations to deliver North America demand generation programs. 

• Partner with global marketing teams to adapt campaigns, messaging, and assets to North American buyer needs while maintaining alignment with global strategy. 

• Coordinate cross-functional resources, timelines, and dependencies, independently driving programs from planning through completion. 

• Own vendor selection and manage relationships with third-party vendors and agencies supporting webinars, content syndication, digital campaigns, and ABM initiatives. 

• Manage vendor contracts, renewals, deliverables, and budgets, coordinating with Procurement and Legal as needed. 

• Set clear vendor expectations, track performance and delivery, and optimize partnerships based on lead quality, pipeline contribution, and cost efficiency. 

• Partner with Sales, SDR/BDR teams, and Marketing Operations to align on lead qualification, routing, follow-up, and feedback on campaign outcomes. 

• Provide regional sales and marketing stakeholders with clear visibility into campaign performance, pipeline contribution, and recommended actions. 

Requirements:

• 5+ years of experience in B2B demand generation or growth marketing, with hands-on ownership of regional programs. 

• Experience working in cybersecurity, security, or networking companies. 

• Proven experience owning a marketing-sourced pipeline target and delivering measurable pipeline contribution. 

• Experience developing and executing demand generation programs for North America. 

• Demonstrated end-to-end campaign ownership, from planning and creation through execution, measurement, optimization, and follow-up. 

• Hands-on experience with webinars, content syndication, email marketing, nurture programs, and paid digital campaigns in partnership with paid-media specialists. 

• Experience developing and executing account-based marketing programs in close partnership with sales. 

• Deep understanding of Salesforce and hands-on experience using it to track campaign performance, analyze funnel conversion, and measure pipeline contribution. 

• Practical experience with marketing automation platforms and campaign reporting tools. 

• Strong understanding of the B2B funnel, lead lifecycle, buying groups, and campaign attribution. 

• Experience working in global companies with large marketing teams and collaborating across regions and functions. 

• Proven ability to build strong working relationships with Sales, Content, PPC, Marketing Operations, regional marketing, and other stakeholders. 

• Ability to work independently, take initiative, prioritize competing needs, and drive programs to completion. 

• Ability to learn new tools, processes, and subject matter quickly through self-directed learning. 

• Experience managing campaign budgets, third-party vendors, and agencies. 

• Experience using AI and automation to improve campaign execution, personalization, and operational efficiency. 

• Strong project management and stakeholder management skills. 

  Cato provides a competitive salary and comprehensive benefits plan. Benefits for this role include health/vision/dental insurance, 401(k), stock options, Health Savings/Flexible Spending Accounts, flexible time-off, paid parental leave and disability benefits. 

  As an EEO/Affirmative Action Employer all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.