Senior Demand Generation Manager

In this role, you will own the upsell motion that moves customers up our B2B SKU ladder — from Teams to Business to Business Max. Unlike seat growth, which is about adding more users, this role is about proving there's more value to unlock at the next tier, and building the account-based programs that get the right buying team to see it.

You'll run a focused, ABM-style motion against a defined target account list, working hand-in-hand with Field Marketing, Events, and Sales to reach every relevant stakeholder in each account. If you know the difference between how mid-market and enterprise buying committees actually make decisions, and you like owning a named-account list rather than a broad funnel, this is the role for you.

You’ll join the Demand Generation team within a broader Marketing organization that also includes Field Marketing, Lifecycle Marketing, Campaign Operations, Marketing Operations, Analytics, and Paid Media. Demand Gen managers each own a distinct, independently measurable slice of the funnel; this role owns SKU tier upgrade, working alongside peers who own new-customer acquisition and seat expansion. You’ll partner especially closely with Field Marketing and Events to coordinate account-based reach, and with Analytics and Marketing Operations to keep target account data and segmentation current.

You will report to Demand Generation leadership and collaborate daily with Sales on target account prioritization and buying-team coverage. You’ll also partner with Field Marketing and Events to coordinate multi-channel account reach, Analytics and Marketing Operations on segmentation and database strategy, and internal content and creative teams to close content gaps across the funnel.

• Own the tier upgrade number — moving customers from Teams to Business to Business Max — against a defined target account list
• Design and run multi-channel ABM campaigns tailored to mid-market accounts, with a clear point of view on how scaled ABM differs from traditional demand gen
• Bring a sharp understanding of the differences between small business and mid-market buying dynamics, and adjust program design accordingly
• Identify content gaps across target segments and funnel stages, and advocate for and orchestrate the development of that content with internal marketing producers
• Use database segmentation to identify gaps in buying-team coverage and key personas within target accounts, and run programs to close them
• Coordinate campaign deployment closely with the Field and Events teams to maximize reach and account coverage
• Adapt targeting methods across multiple geographies, accounting for regulatory differences that affect how accounts and contacts can be reached
• Measure programs against KPIs tied to tier upgrade pipeline and conversion, and continually refine account selection and messaging based on results

• Proven experience in B2B demand generation, with direct experience running ABM programs in mid-market segments
• A clear, well-formed point of view on how scaled ABM operates, and where it differs from enterprise-style, high-touch ABM
• Experience identifying content needs across segments and the funnel, and driving that content into production through internal marketing partners
• Hands-on experience with database segmentation to uncover and close gaps in buying-team coverage and personas
• A track record of close coordination with Field Marketing and Events to land multi-channel account-based campaigns
• Experience running campaigns across multiple geographies, with an understanding of how targeting…