Senior Manager, Demand Generation Operations

Responsibilities

• Turn targets into plans. Translate ARR and pipeline targets into operational demand generation strategies, funnel models, and execution roadmaps, working back from revenue goals to the volume, conversion, and velocity needed at every stage.
• Be the strategic partner to marketing leadership. Serve as the operational business partner to the leaders of Revenue Marketing and Digital Marketing, helping them plan, prioritize, and invest where the funnel says it will matter most.
• Own the lead lifecycle model. Establish and refine the end-to-end lead lifecycle model (MQL, GP, SAL, QP, POV, Closed Won), conversion benchmarks, and Sales-Marketing Service Level Agreements (SLAs).
• Run the funnel reviews. Lead regular pipeline velocity and campaign performance reviews with Sales, Business Development (BDR/SDR), and Marketing executives to identify funnel bottlenecks and optimize conversion paths.
• Solve bottlenecks from MQL to Closed Won. Diagnose where and why pipeline stalls, whether in lead quality, speed-to-lead, handoffs, stage progression, or win rates, and drive the fixes with the teams that own them.
• Hold the line on SLAs. Monitor SLA adherence and stage latency across Marketing, SDR, and Sales teams, and make performance visible so accountability is shared and gaps get closed quickly.
• Connect programs to pipeline. Partner with Marketing Operations and Revenue Analytics to measure campaign and channel performance against pipeline and revenue, so investment decisions are grounded in real outcomes.
• Plan for a multi-product funnel. Help evolve the funnel model, targeting, and account-based planning as we sell more products into more buying committees across the platform.
• Use AI to see problems sooner. Bring an AI-first mindset to funnel monitoring, using automation and AI-driven insights to surface early warning signs and recommended actions before they become missed quarters.
• Partner across GTM. Work closely with Marketing Operations, Sales Operations, Revenue Systems & Analytics, Sales, and SDR leadership so systems, definitions, and reporting stay aligned across the funnel.

Requirements

• 7+ years of experience in demand generation operations, marketing operations, revenue operations, or a related analytical GTM role at a high-growth B2B SaaS company.
• Proven track record translating revenue and pipeline targets into demand generation plans and funnel models.
• Deep experience designing and managing lead lifecycle models, stage definitions, conversion benchmarks, and Sales-Marketing SLAs.
• Experience leading pipeline and campaign performance reviews with senior Sales and Marketing leaders, and driving action from the findings.
• Strong analytical skills and comfort working with funnel, attribution, and pipeline data across Salesforce, marketing automation, and BI tools.
• Working knowledge of lead scoring, routing, and marketing attribution, and how they affect funnel performance.
• Exceptional cross-functional communication skills, with the credibility to align Marketing, SDR, and Sales leaders around shared definitions and goals.

Preferred

• Experience with tools in our ecosystem, such as Salesforce, Marketo, 6sense, Snowflake, and Sigma.
• Experience supporting account-based marketing and multi-product or platform GTM motions.
• Background in cybersecurity or another technical, enterprise-focused category.