B2B Marketing Lead

KodeKloud is a hands-on learning platform for DevOps, Cloud, Kubernetes, and AI. Real labs and real environments, not slides. Over 1.9 million engineers have learned with us, and tens of thousands of new engineers join every month. We are bootstrapped, profitable, and ~100 people across 16+ countries. Here's the interesting part: companies started buying KodeKloud for their teams without us ever asking. Our B2B line is now several million dollars and has grown almost entirely on inbound — no demand engine behind it. We've never had a dedicated B2B marketer. You'll be the first. The audience already exists. Your job is to turn it into pipeline. You're probably a fit if 5–8+ years in B2B SaaS marketing, and you've built the function 0→1 at a small or similar-stage company — hands-on, not through a team You're pi-shaped: real depth in product marketing (positioning, why-they-buy) AND in growth/lifecycle demand gen You've worked a product-led-sales motion (PQLs/PQAs, self-serve-to-team conversion) or marketed an installed base in ed-tech You know how to market to engineers without making them feel sold to Your resume has pipeline dollars on it, and you distinguish sourced from influenced without being asked You're probably not a fit if Your specialty is enterprise ABM, field marketing, or events Your default playbook is SDR sequences plus cold paid You've only worked inside large marketing orgs running machines someone else built Your proudest metrics are MQLs, impressions, or booth scans You own B2B pipeline generation end to end. Two engines, in this order: 1. Harvest the base (your first two quarters). Thousands of companies already have KodeKloud learners inside them — we have ~29K companies in our CRM and rich usage data. You will: Score and segment companies by learner density, growth, and seniority (product-qualified accounts, not bought intent data) Build the lifecycle campaigns that convert individual learners into team conversations ("get your team on one plan") Own the individual→team upgrade path: in-product prompts, the self-serve Teams tier, and the champion kit (business case, manager-facing reporting demo, procurement docs) for the engineer who wants to bring us in Hand warm, usage-referenced opportunities to sales — and fix the funnel leaks between inquiry and qualified 2. Create demand with the buyer (starts immediately, compounds over quarters). Our founder and trainers have real reach with engineers. You operationalize it: Book and produce podcast appearances and webinars aimed at engineering leaders and L&D buyers (topics like upskilling teams in the age of AI) Turn founder/trainer content into LinkedIn thought-leader ads and retargeting — our paid budget amplifies people, it does not buy cold audiences Ship an annual original-data report (what 1.9M engineers are actually learning; skill gaps by stack and region) and make it the reference document for L&D buyers Build our presence where budget-holders shortlist vendors: G2, Training Industry, analyst lists Plus the connective tissue: positioning and messaging built from win/loss evidence, sales enablement (the useful 20%, not your whole week), and honest measurement — including self-reported attribution, because most of how buyers find us never shows up in click data. This is an individual operator role, you’ll be a team on one for at least the first year, or until such time it’s clear that there is a critical missing piece. While the broader B2C Marketing Team (Designers, MarOps) can be leveraged, it is not a pool of dedicate resources to you. What you will NOT be doing Cold outbound sequences. It converts at ~1% for us and we're done pretending otherwise. Classic enterprise ABM. Our average deal is $2–5K; the math doesn't work and we won't buy the tooling. The field-event circuit or MQL-volume reporting. One metric matters: pipeline dollars, reviewed weekly with the CEO. Building a second brand/content team. Our B2C marketing team (13 people) builds the audience; you convert it. Your first 90 days Days 1–30: Sit in on 10+ sales calls. Interview 10 customers and 5 churned accounts. Build the ICP from closed-won data. Instrument self-reported attribution. Deliver a one-page positioning narrative. (If your instinct is to configure tools before talking to customers, this isn't your role.) Days 31–60: Ship account scoring v1 and the first harvest campaigns. Restart the webinar engine with sales follow-up built in. Days 61–90: First pipeline traced to your work. One-page monthly report: pipeline by source. A levers plan for the next quarter. What success looks like in year 1 Documented positioning and ICP that sales actually uses A working, repeatable individual→team conversion play with numbers on it 1–2 proven channels beyond inbound-by-accident Marketing sourcing a meaningful, measured share of B2B pipeline (we'll set the dollar target together after the first quarter's baseline; mature benchmark for our motion is 55–75% of pipeline) A clear, evidence-based view of what hire #2 on your team should be 100% remote culture – work from anywhere, anytime. Be part of a mission-driven company helping millions upskill in DevOps, Cloud, and AI through hands-on learning. Opportunity to shape the voice of a fast-growing global brand. Collaborative, fast-paced, and creative work environment.