Head of Demand Generation (Senior Manager)
Description
Overview
We’re hiring a Senior Manager of Demand Generation to own marketing-generated pipeline at Nexcess.
You’ll be responsible for building and running the programs that drive qualified pipeline across a defined set of target accounts. The Director of Growth sets overall GTM direction and revenue targets — you translate that into execution: account strategy, programs, and sales alignment.
This role sits at the center of Marketing and Sales. You’ll work closely with BDR leadership, AEs, and cross-functional partners to ensure we’re focused on the right accounts and converting that focus into pipeline.
You’ll lead a small team (Growth Media, Events, Coordinator) and be accountable for performance — what we run, what we stop, and what we scale.
What You’ll Own
GTM Strategy & Pipeline
- Define target account segments in partnership with Growth, PMM, and Sales
- Build and maintain GTM playbooks by segment (who we target, how we reach them, and why it converts)
- Identify expansion opportunities within the existing customer base and partner with Lifecycle and Sales to act on them
- Own the marketing-generated pipeline forecast and report on performance weekly/monthly
Programs & Execution
- Design and run account-based programs across your target account list
- Partner with Growth Media and Content to align channels, messaging, and timing
- Set clear success metrics for every program and make decisions quickly to scale or stop
- Ensure campaigns are coordinated across channels, not run in isolation
Sales & BDR Partnership
- Define BDR targeting priorities (which accounts, which personas, when)
- Partner on outbound messaging and sequence strategy
- Run a regular pipeline sync with BDR leadership to review performance and adjust
- Ensure marketing efforts translate into meetings and pipeline, not just activity
Team Leadership & Alignment
- Manage and develop a team of three across media, events, and coordination
- Set clear ownership, expectations, and performance standards
- Align closely with Lifecycle, Content, Web, and Partnerships to ensure consistent execution across teams
- Act as the point person for demand generation in cross-functional planning
What Success Looks Like
- You focus on accounts and pipeline, not lead volume
- You’ve owned a pipeline number and know how to hit it
- You work closely with Sales and BDR teams and treat their success as your own
- You run programs with clear goals and make quick decisions based on performance
- You’re comfortable using imperfect data (intent, engagement, signals) to prioritize where to focus
Why This Role
- Own the number: Marketing-generated pipeline is a core business metric here, not a side KPI
- Build from scratch: You’ll define how demand generation works at Nexcess — no legacy playbook to inherit
- Sell into complex deals: You’ll build programs for technical buyers and multi-stakeholder decisions
Experience
- Experience owning a marketing-generated pipeline target
- Background in demand generation and/or account-based marketing
- Experience building GTM plays or programs that Sales teams actually use
- Strong partnership with Sales/BDR teams
- Familiarity with intent data and account prioritization (e.g., 6sense, Bombora, or similar)
- Experience managing a small team
- Ability to operate at both strategy and execution levels
KPIs
- Marketing-generated pipeline
- Target account coverage
- Account progression through the funnel
- Meetings generated from target accounts
We Offer:
- Traditional and Roth 401k with company matching
- A collaborative team culture
- Consistent/set work hours
- Challenging non-redundant daily duties
- A voice in how things get done
Disclaimer:
This job description is only a summary of the typical functions of the position. It is not intended to be an exhaustive or comprehensive list of all job responsibilities, tasks, or duties. Additional duties and tasks may be assigned as part of the job function. Liquid Web Inc. reserves the right to modify, interpret, or apply this job description in a way that best supports the organizational needs. The job description in no way creates or implies an employment contract. The employment contract remains “at will”.
Equal Employment Opportunity Policy: Liquid Web is committed to offering equal employment opportunity without regard to age, color, disability, gender, gender identity, genetic information, marital status, military status, national origin, race, religion, sexual orientation, veteran status, or any other legally protected characteristic.