Overview:

We are seeking a bold, outcome-driven Director of Marketing to lead Fuel Cycle's next wave of growth. This leader will own the narrative around our AI-first platform, drive category creation around the AI-first Research Engine, and build a modern marketing engine that generates pipeline, accelerates product adoption, and expands customer lifetime value.

This is a leader-doer role - built for someone who is equally comfortable setting the strategic vision and rolling up their sleeves to execute. You will be hands-on across campaigns, messaging, launches, and analytics. You thrive at the intersection of AI innovation and high-velocity GTM execution. You think in business outcomes, move at startup speed, and know how to turn AI-first capabilities into compelling market narratives that resonate with senior decision-makers (CMOs, CPOs, CFOs, UX and Insights leaders). You understand PLS not as a buzzword, but as an end-to-end motion spanning self-serve acquisition, in-product activation, and expansion-led revenue.

You are energized by change, driven by urgency, and ready to architect a lean, AI-first marketing engine that delivers bold results - not just bold ideas.

Location: Los Angeles, CA

Work Arrangement: This is an onsite role requiring five days per week in the office.

Key Responsibilities:

Demand Generation & Revenue Marketing

• Build and scale full-funnel campaigns - inbound, outbound, paid, ABM, and PLS - to generate pipeline and accelerate deal velocity across segments.
• Own conversion optimization across all digital channels: website, landing pages, in-product CTAs, and campaign flows.
• Align tightly with Sales to improve MQL quality, increase SQL conversion, and grow marketing-attributed and influenced revenue.
• Develop ABM strategies targeting Fortune 1000 accounts, combining data-driven personalization with executive-level content.
• Track and optimize key performance metrics: MQLs, SQLs, CPL, CPA, ROAS, and pipeline contribution.

Brand & Strategic Positioning

• Own and continuously evolve the brand narrative across the AI-powered Research Engine, AI Agents, Online Communities, and UX solutions - positioning Fuel Cycle as the defining platform for AI-native consumer intelligence.
• Lead category creation efforts that establish Fuel Cycle's AI-powered Research Engine as the standard for modern insights - creating clear separation from legacy platforms and traditional research firms.
• Develop and execute full-funnel marketing strategies to drive awareness, demand, and revenue growth across all channels and buyer segments.
• Establish and amplify Fuel Cycle's thought leadership voice in AI-driven market research, agentic insights workflows, and the future of consumer intelligence.
• Translate strategic company goals into actionable, measurable marketing plans aligned with executive priorities.

AI-First GTM Strategy & Product Marketing

• Lead GTM strategy for Fuel Cycle's AI-first capabilities - including the AI-first Research Engine, AI Agents, and embedded generative AI features - ensuring sharp positioning, compelling messaging, and rapid market adoption.
• Partner with Product management to craft launch strategies for AI-powered features that speak directly to the speed, scale, and intelligence buyers demand in 2026 and beyond.
• Define and evolve Ideal Customer Profiles (ICP), AI-relevant personas, and segmented messaging frameworks that resonate across enterprise buying committees.
• Drive pricing strategy, sales enablement content, and competitive differentiation that crystallizes Fuel Cycle's AI advantage in the market.
• Lead GTM coordination across Product, Sales, and Customer Success to ensure seamless, high-impact launches.

AI-Driven Marketing Operations & Innovation

• Champion an AI-first approach to marketing operations - deploying generative AI for content at scale, predictive analytics for lead scoring, and intelligent automation across campaign workflows.
• Embed experimentation and rapid iteration into the marketing team's operating rhythm, using AI tools to test, learn, and optimize faster than the competition.
• Leverage AI for hyper-personalized customer journeys across lifecycle stages - from first touch to renewal and expansion.
• Evaluate, implement, and optimize a modern martech stack that enables PLG measurement, attribution, and AI-powered execution.
• Ensure marketing's AI capabilities are matched by rigorous data governance, attribution modeling, and performance transparency.

Executive Audience & Enterprise Engagement

• Develop marketing programs and thought leadership content tailored to C-level buyers - CMOs, CPOs, CFOs, and UX and Insights leaders - who are navigating AI transformation in their own organizations.
• Elevate Fuel Cycle's brand among Fortune 1000 decision-makers through executive roundtables, curated events, strategic communications, and analyst engagement.
• Identify and capture whitespace opportunities by aligning marketing narratives with enterprise pressures: AI adoption, cost efficiency, speed-to-insight, and research modernization.

Team Leadership & Organizational Development

• Recruit, lead, and mentor a high-performing marketing team spanning brand, growth, product marketing, and PLS functions.
• Build a culture of ownership, data literacy, AI fluency, and rapid experimentation.
• Collaborate cross-functionally with Product, Sales, and Customer Success to drive GTM alignment and market execution.
• Manage marketing budget, vendor relationships, and agency partnerships to ensure ROI on every program and initiative.
• Report marketing performance to the CEO and executive team with clarity, candor, and strategic context.

Product-Led Sales (PLS) - Optional GTM Motion

• Explore and potentially scale PLS as a complementary growth motion - encompassing self-serve acquisition, freemium models, in-product engagement, and expansion-led revenue, within an enterprise solution sales paradigm.
• Drive PLS-specific conversion metrics: free-to-paid conversion, time-to-value, product-qualified lead (PQL) generation, and in-product activation rates.
• Partner with Product and Engineering to shape roadmap decisions that unlock PLG growth levers - including onboarding flows, in-app prompts, and feature adoption triggers.
• Leverage user behavior analytics (e.g., Amplitude, Mixpanel, Pendo) to instrument the full PLS funnel, identify friction points, and optimize conversion and retention.
• Build lifecycle marketing programs that engage, retain, and expand users from initial activation through enterprise upsell.

Your Success Metrics:

Demand Generation & Performance

• Growth in MQLs, SQLs, and opportunity conversion rates
• Optimized CPL, CPA, and ROAS across all channels
• Scalable, data-driven campaign execution across inbound, outbound, and ABM

Revenue & Pipeline Contribution

• Growth in marketing-sourced and influenced pipeline and closed/won revenue
• Marketing-attributed ARR and expansion revenue tied to PLS motions
• Alignment with Sales on shared revenue targets and funnel efficiency

Brand & Market Positioning

• Growth in brand awareness, share of voice, and executive visibility
• Analyst recognition, media coverage, and AI category leadership benchmarks
• Clear differentiation of Fuel Cycle's AI-native positioning vs. competitors

Customer Acquisition, Retention & Expansion

• CAC aligned with industry benchmarks across PLS and enterprise segments
• Improved NPS, retention rates, and lifecycle marketing engagement
• Upsell/cross-sell revenue influenced by product marketing and PLS campaigns

PLG & Product Adoption

• Free-to-paid conversion rate and time-to-value for self-serve users
• Product-qualified lead (PQL) volume and PQL-to-opportunity conversion
• In-product activation rates and feature adoption benchmarks

Who you'll work with?

• CEO and Executive Leadership Team
• Product Management and Design Teams
• Sales Leadership and Sales Enablement
• Customer Success and Client Strategy
• Data, Engineering, and AI Teams
• External Vendors, Agencies, and Strategic Partners

Core Skills, Competencies & Attributes:

Skills

• Strategic AI & PLS Marketing Leadership: Proven ability to develop and execute AI-first marketing strategies and PLS growth motions - combining category creation, brand positioning, and product-led acquisition into a unified growth system within the enterprise solution domain.
• Full-Stack B2B Marketing Expertise: Comprehensive experience across demand generation, ABM, product marketing, brand, content, and PLS - including self-serve funnels, freemium models, in-product engagement, and lifecycle marketing.
• AI-First Marketing Fluency: Deep familiarity with generative AI tools, predictive analytics platforms, and AI-powered martech - applied to content scaling, campaign optimization, personalization, and operational efficiency.
• Data-Driven Decision Making: Strong analytical skills for interpreting market trends, customer insights, PLG funnel metrics, and campaign performance. Proficiency with tools like Amplitude, Mixpanel, Pendo, and modern attribution platforms.
• Strategic Storytelling & Executive Communication: Ability to craft AI-centric narratives that resonate with enterprise buyers and position Fuel Cycle as the inevitable AI-powered Research Engine for consumer intelligence.

Competencies

• Cross-Functional Leadership: Proven track record building high-performing marketing teams and driving alignment across Sales, Product, Engineering, and Customer Success. Experienced in partnering with Product and Engineering to shape PLS-enabling roadmap decisions.
• Customer-Centric Focus: Deep understanding of enterprise buyer journeys, AI adoption anxieties, and the decision-making dynamics of CMOs, CPOs, and Insights leaders.
• Market & Industry Acumen: Familiarity with market research technologies, AI/ML trends, and the evolving needs of enterprise insights buyers across healthcare, finance, consumer goods, and technology sectors.

Attributes

• Results Orientation: Committed to measurable outcomes - pipeline, brand equity, PLS metrics, and AI-driven efficiency gains. Agile and able to pivot quickly in response to market shifts.
• Entrepreneurial Agility: Driven by speed, experimentation, and rapid iteration. Hands-on with a strong execution focus and bias for action over process.
• Visionary Leadership: Inspires teams through a clear point of view on where AI and PLS are taking the insights industry - and exactly how Fuel Cycle wins.

What you'll bring:

• 7+ years in B2B marketing roles, including 2+ years in a marketing leadership or management position within B2B SaaS, AI-powered software, or insights/research technology
• Demonstrated success leading GTM efforts for AI-native, disruptive, or emerging category products with clear market differentiation
• Deep expertise in PLS mechanics: self-serve funnels, freemium models, PQL frameworks, in-product engagement, and PLS-to-enterprise expansion motions
• Proven application of AI tools in marketing strategy, content operations, campaign execution, and performance optimization
• Strong command of user analytics and behavior tools (e.g., Amplitude, Mixpanel, Pendo) to instrument and optimize PLS funnels
• Experience engaging enterprise-level buyers - CMOs, CPOs, CFOs, and Insights leaders - with targeted content, ABM strategies, and executive programs
• Track record of building high-performing, cross-functional marketing teams and launching integrated campaigns that drive measurable revenue impact
• Proven ability to align PLS, growth, product, and lifecycle marketing around unified business goals
• Based in Los Angeles - this is an in-person, HQ-based role in West Los Angeles

Preferred, but Not Required

• Experience in high-growth, venture-backed SaaS companies scaling through PLS motions
• Familiarity with AI/ML platform marketing, agentic software, or the market research technology ecosystem
• Advanced degree in Marketing, Business, or a related field
• Experience with modern martech stacks: marketing automation, CDP, ABM platforms, and AI-native analytics tools

Benefits & Perks:

Fuel Cycle is committed to supporting the well-being, flexibility, and growth of our team. We offer a competitive and inclusive benefits package that includes:

• Comprehensive Health Coverage: Medical, dental, and vision insurance plans
• 401(k) with Company Match: Plan for your future with our retirement savings program
• Equity Purchase Option: Participate in Fuel Cycle's long-term success
• Flexible Work Schedule: Empowering