Digimarc

Role Description We are seeking a hands-on, results-driven Sr. Director of Marketing to build and lead a lean, high-impact marketing function responsible for driving pipeline, shaping market positioning, and enabling revenue growth across multiple product lines. This is not a traditional marketing role. This role sits at the center of commercialization, owning both: - How we go to market (strategy, positioning, messaging) - How we generate and convert demand (pipeline, campaigns, funnel performance) You will operate as the quarterback of marketing and GTM alignment, partnering closely with Sales, Product, and Commercial leadership to ensure we are not just executing campaigns—but bringing clear, compelling, and sellable offerings to market. This role requires an operator who is comfortable building from the ground up, working through ambiguity, and making clear decisions about where to focus. You should have a strong bias for action, while also bringing structure, clarity, and discipline to how marketing drives business outcomes. Qualifications - 10+ years of B2B marketing experience in growth-stage or complex environments - Proven track record of driving pipeline and revenue growth - Strong experience in both demand generation/campaign execution and product marketing/positioning - Experience working across multiple product lines or markets - Deep understanding of marketing funnels, lead lifecycle, and conversion metrics - Hands-on experience with marketing automation and CRM systems (e.g., HubSpot, Salesforce) - Ability to operate both strategically and tactically in a lean environment - Experience partnering closely with Sales and influencing GTM decisions Requirements - Revenue-oriented—prioritizes outcomes over activity - Strong operator—able to execute while building structure - Strategic thinker—can simplify complex offerings into clear messaging - Decisive—makes tradeoffs and focuses on what matters most - Comfortable with ambiguity—brings clarity where it doesn’t exist - Highly collaborative—builds strong alignment across teams - Accountable—takes ownership of results, not just output - Curious and adaptive—continuously learns and improves Benefits - Comprehensive Benefits Including Medical, Dental, Vision, & Retirement Savings Plan - Restricted Stock Units - Flexible Paid Time Off & Holidays - Life Insurance - Tuition Reimbursement - Mentorship Opportunities - Training & Development

• Responsible for building and managing executive relationships with front-end IT and operations leaders at global retailers • Serve as a member of our channel sales team • Act as the liaison between our Retail customers and the hardware vendors • Ensure seamless communication and alignment between Digimarc, our retail clients, and our hardware partners • Collaborate closely with hardware partners to align product roadmaps • Work with hardware partners and retailers to identify and overcome technical and operational challenges • Develop and execute partnership strategies that drive mutual growth

• Own the full sales cycle from prospecting and qualification through negotiation and close, with clear accountability for advancing deals and closing revenue • Manage complex, multi-stakeholder sales processes with long deal cycles, often without clearly defined buying paths • Proactively identify the economic buyer, decision process, and success criteria early in the sales cycle • Build and maintain strong relationships with executive-level buyers and cross-functional stakeholders across security, IT, operations, and retail organizations. • Create and execute account strategies that move opportunities forward with clear next steps, decision timelines, and documented mutual action plans • Drive urgency by proactively managing timelines, risks, and decision points – not waiting for customers to create momentum. • Operate effectively in an environment where products, pricing, and messaging are evolving, providing feedback to help refine our go-to-market approach.. • Collaborate closely with Marketing, Product, Customer Success, and Leadership to align on deal strategy and remove blockers • Accurately forecast pipeline and revenue, keeping CRM data up to date and maintaining high forecast discipline. • Identify and communicate customer needs, feeding insights back into product and go-to-market teams to influence roadmap and positioning • Alignment with the core Digimarc values: collaborative, curious, and courageous

• Build GTM Strategy and Customer Journey • Design and operationalize our go-to-market strategy by defining ICPs and territories, codifying the sales process, and partnering with the RevOps leader to implement forecasting, pipeline management, and CRM best practices. • Build strong connective tissue between Sales and Customer Success to ensure a seamless customer journey—from handoff and rapid onboarding to high adoption and expansion within enterprise accounts. • Personally lead complex enterprise sales cycles (>$1M) with C-level stakeholders, creating lighthouse customer wins to prove product-market fit. • Actively generate valuable market, customer, and prospect feedback and clearly communicate to internal stakeholders to shape our product roadmap, pricing strategy, and positioning. • Quantify market and customer opportunities to help drive decision making around product priorities and roadmap. • Drive the sales vision, annual planning, and near-term priorities to support revenue objectives in collaboration with the CEO & COO. • Recruit, mentor, and develop a small, high-performing team of Account Executives (new business) and Customer Success Managers (retention, expansion, and adoption). Serve as a player-coach, leading by example while fostering a culture of accountability, collaboration, high performance, and continuous improvement to drive net revenue growth. • Drive forecast accuracy, pipeline hygiene, and sales discipline through use of Salesforce and other sales tools. Partner with Finance and RevOps on metrics and insights. • Oversee strategic account planning, ensuring accounts are effectively mapped, opportunities are uncovered, and growth plans are executed. • Inspire and motivate the sales team through open, honest, and clear communication. Set individual objectives, provide feedback, and build an inclusive, dynamic, merit-based culture that attracts and retains top talent. • Build and manage executive-level customer relationships, influence negotiations, and drive alignment across cross-functional teams.

• Analyze adoption of DLP, DRM, watermarking, fingerprinting, and content monitoring solutions. • Serve as the voice of the customer in the enterprise and media/IP security space. • Develop and maintain strong, strategic partnerships with brand protection and fraud prevention partners. • Define customer segmentation, value propositions, and competitive differentiation. • Own the product strategy and architecture, along with a delivery roadmap for Leak Detection & Piracy Prevention products. • Represent the company at security, media content protection and AI policy events. • Passion in participating, creating, and sustaining a diverse and inclusive culture.

• Build GTM Strategy and Customer Journey • Drive Early Revenue • Originate and Amplify the Voice of the Customer • Establish Planning & Prioritization • Coach and Grow the Team • Operational Excellence • Account Development & Expansion • Lead Through Influence • Strategic Partnership

• Manage complex programs and large projects across the full product lifecycle, ensuring alignment with strategic goals and maximizing team outcomes. • Deliver projects on time, within budget, and at quality standards through strong communication, scope management, risk mitigation, and stakeholder engagement. • Optimize resources and processes by developing new workflows, identifying cost savings, and driving continuous efficiency improvements. • Lead cross-functional execution by sequencing dependencies, aligning priorities, and collaborating with product, engineering, and business teams. • Define goals, success criteria, and program metrics, guiding prioritization and structured decision-making that balances technical and business needs. • Track and communicate program performance, surfacing risks, blockers, and organizational friction while supporting rollout of new systems and processes. • Organize and facilitate highly effective meetings for a wide range of audiences, including executive leadership team, all company roadmap updates, cross-departmental updates, and meetings across your product area. • Partner with Legal, Marketing, Sales, and other teams to ensure product readiness and successful Go-To-Market launches. • Facilitate effective meetings at all levels, support program-level process improvements, and embody Digimarc’s values of collaboration, curiosity, and courage. • Manage complex business-focused projects in addition to technical initiatives. • Lead customer-facing projects involving multiple internal and external stakeholders.