Senior ABM & Demand Generation Manager

About Workato Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission‑critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer.

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Ultimately, Workato believes in fostering a flexible, trust‑oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self‑care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.

• Business Insider named us an “enterprise startup to bet your career on”
• Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world
• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
• Quartz ranked us the #1 best company for remote workers

We’re seeking a strategic, execution-oriented Senior ABM & Demand Generation Manager to lead AI-driven integrated marketing campaigns that accelerate pipeline growth and strengthen market leadership. This role will own the strategy, execution, and optimization of full‑funnel campaigns centered on AI solutions and messaging. You will play a critical role in translating AI product innovation and positioning into scalable, high‑performing campaigns that resonate with technical and business audiences.

This position requires a strong background in AI marketing, experience bringing complex AI offerings to market, and the ability to lead cross‑functional stakeholders across Product Marketing, Sales, Field Marketing, and Marketing Operations. This is a senior individual contributor role with high visibility and significant revenue impact.

• Own ABM strategy end‑to‑end: account selection, tiering, and 1:1/1:few/1:many program design, execution, and platform management (e.g., Demandbase, Common Room, or similar)
• Partner with Sales to align target account lists, engagement plays, and pipeline goals
• Report on ABM‑specific pipeline and account engagement, distinct from broader campaign performance
• Be responsible for large expansion support in our Flagship accounts

• Own end‑to‑end strategy and execution of multi‑channel campaigns focused on AI solutions and use cases from New Logo to Expansion audiences
• Develop full‑funnel programs that drive awareness, education, engagement, and pipeline for AI‑related offerings
• Translate complex AI capabilities (ML, GenAI, automation, data intelligence, etc.) into compelling, outcome‑driven campaign narratives

• Orchestrate integrated campaigns across email, paid media, webinars/events, content syndication, ABM, social, and web
• Partner with Marketing Ops to design scalable campaign architectures in marketing automation platforms
• Implement sophisticated nurture tracks tailored to AI buyer personas (technical, business, executive)
• Own experimentation strategy including A/B testing, messaging refinement, and performance optimization