Responsibilities

• Enterprise pipeline ownership: Own enterprise pipeline generation as the primary measure of success. Every campaign, decision, and optimization should connect back to building and accelerating pipeline for the sales team.
• Integrated campaign execution: Build and execute omnichannel demand generation campaigns across paid media, email, events, ABM, outbound, and web. You will design programs that support enterprise buyers and move accounts through the funnel.
• Sales partnership: Develop deep relationships with enterprise AEs, front-line sales managers, and field marketing partners. You will mine call recordings, deal data, and field feedback to surface insights that sharpen campaign strategy and messaging.
• Signal-to-strategy leadership: When sales surfaces a competitive problem, persona trend, or messaging gap, you will bring that signal to the broader organization with a point of view and a plan. You will help translate field learning into stronger campaigns and clearer positioning.
• Enterprise segment expertise: Become the internal expert on the enterprise segment. You will teach leadership what is working on the ground floor and use those insights to inform strategy.
• AI-enabled campaign operations: Use AI to build and automate campaign workflows, including account enrichment, intent-based triggers, and personalized outreach sequences. You will connect tools like Clay, 6sense, and Marketo without relying on engineering resources.
• Performance reporting: Own performance reporting for your segment, including pipeline contribution, program ROI, and funnel conversion rates. You will communicate results clearly to sales, marketing leadership, and cross-functional partners.
• Funnel optimization: Identify gaps in the funnel and build creative programs to close them. This may include competitive displacement campaigns and partner co-marketing opportunities.
• Playbook evolution: Actively evolve the enterprise demand generation playbook. You will stay ahead of changes in the enterprise motion and adjust programs based on performance, market signals, and sales feedback.

Requirements

• 3+ years of B2B demand generation experience, including experience building and executing integrated, multi-channel marketing campaigns.
• Demonstrated hands-on experience building with AI tools, including workflows, enrichment pipelines, and automation logic. This experience must go beyond prompting and show the ability to build systems.
• Direct experience partnering with sales teams, including AEs and front-line managers. You know how to work with sales to sharpen strategy, not just hand off leads.
• Proficiency in Salesforce and Marketo, with the ability to pull your own data and build your own reports.
• Strong analytical instincts and the ability to read funnel and opportunity data, identify what is broken, and translate insights into action.
• Exceptional communication skills, including the ability to write campaign copy, build a strategic brief, and present performance data to senior leadership.

Preferred

• 5+ years of B2B demand generation experience in a high-growth SaaS company with an upmarket or enterprise motion.
• Hands-on experience with Clay, Nooks, or similar AI-native prospecting and enrichment tools.
• Familiarity with intent and ABM platforms such as 6sense.
• Track record of identifying segment-level opportunities and bringing them to leadership with a point of view, rather than waiting to be asked.
• Experience working with or alongside SDR and BDR teams to align campaign strategy with outbound execution.
• Comfort operating through ambiguity with a bias toward action. You do not wait for a perfect brief to start moving.

Benefits

• Benefits: Pendo offers highly competitive, employer-heavy coverage in the United States, including $0 premium options, strong 401(k) match, equity, and flexible time off.