Head of Demand Generation (Senior Manager)

CloudOne Digital

About The Position

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 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

Requirements

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

Responsibilities

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
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
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
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