Senior Manager, Demand Generation Operations

Abnormal

10d•$153,000 - $220,000

About The Position

The Senior Manager, Demand Generation Operations is the strategic business partner to Abnormal’s Revenue Marketing and Digital Marketing leaders and connects marketing activity to revenue outcomes. Reporting to the VP of GTM Operations, this role translates ARR and pipeline targets into demand generation strategies, funnel models, and execution roadmaps, and manages performance across the full funnel from MQL to Closed Won. The role diagnoses conversion issues, broken handoffs, and stalled stages, then works with the responsible teams to resolve them. As Abnormal expands from email security into its Behavioral AI platform, this role will build and run a clearly measured, closely managed demand engine that supports a more complex, multi-product funnel and multiple buying committees. The position partners across Marketing Operations, Revenue Analytics, Sales Operations, Revenue Systems & Analytics, Sales, and SDR leadership to align systems, definitions, reporting, and funnel performance.

Requirements

At least 7 years of experience in demand generation operations, marketing operations, revenue operations, or a related analytical go-to-market role at a high-growth B2B SaaS company.
Proven ability to translate 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 based on 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 their effects on funnel performance.
Exceptional cross-functional communication skills and the ability to align Marketing, SDR, and Sales leaders around shared definitions and goals.

Nice To Haves

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

Responsibilities

Translate ARR and pipeline targets into demand generation strategies, funnel models, and execution roadmaps, defining the volume, conversion, and velocity needed at each stage.
Serve as the operational business partner to Revenue Marketing and Digital Marketing leaders, supporting planning, prioritization, and investment decisions.
Establish and refine the end-to-end lead lifecycle model, including MQL, GP, SAL, QP, POV, and Closed Won stages, conversion benchmarks, and Sales-Marketing SLAs.
Lead regular pipeline velocity and campaign performance reviews with Sales, BDR/SDR, and Marketing executives; identify bottlenecks and optimize conversion paths.
Diagnose pipeline stalls related to lead quality, speed-to-lead, handoffs, stage progression, or win rates, and drive corrective actions with the relevant teams.
Monitor SLA adherence and stage latency across Marketing, SDR, and Sales teams, making performance visible and closing accountability gaps.
Partner with Marketing Operations and Revenue Analytics to measure campaign and channel performance against pipeline and revenue.
Evolve funnel models, targeting, and account-based planning for multi-product and platform go-to-market motions.
Apply automation and AI-driven insights to funnel monitoring to identify early warning signs and recommend actions.
Coordinate with Marketing Operations, Sales Operations, Revenue Systems & Analytics, Sales, and SDR leadership to keep systems, definitions, and reporting aligned.