Sr. Manager Enterprise Demand Generation

Luminary Cloud•San Mateo, CA

About The Position

We are a Physics AI research and development lab that helps customers create, deploy, and operationalize Large Physics Models (LPMs) to improve the efficiency and quality of physics prediction across all stages of engineering. We are the makers of Luminary, the industry’s only full-stack Physics AI platform. Our customers are leaders across aerospace, defense, automotive, and industrial manufacturing. We are looking for a leader of Enterprise Demand to build the demand engine behind Luminary’s enterprise growth. This role will own how Luminary creates demand across our highest-priority verticals and major strategic accounts, while building repeatable enterprise motions that can scale. The position involves determining where Physics AI has the strongest opportunity to win and building the campaign strategy to pursue it. This role is broader than traditional ABM and requires collaboration across Product Marketing, Web/AEO/SEO, Sales, RevOps, and Value Delivery teams to create integrated campaigns that generate pipeline. This is a highly hands-on role requiring both strategy development and execution, including identifying audiences and accounts, developing campaign concepts and offers, building vertical and account-based programs, launching tests, analyzing pipeline, and continuously improving the demand engine.

Requirements

7+ years in enterprise B2B demand generation, ABM, integrated campaigns, or GTM, with a record of campaigns that produced qualified enterprise pipeline.
Experience selling to technical buyers: engineers, architects, or R&D leaders in complex, high-consideration categories.
Experience building vertical-specific programs and 1:1, 1:few, and 1:many motions, and judgment about which fits a given opportunity.
Working knowledge of enterprise buying committees and long sales cycles, including the roles that champion, evaluate, fund, and block a purchase.
Strong campaign instincts: ability to connect an audience, an insight, an offer, and a distribution plan, and document the hypothesis before spending.
Comfort with analytics at the account, vertical, and pipeline level, and the discipline to stop what isn't working.
Experience partnering closely with Sales, Product Marketing, and RevOps, earning trust from sellers by bringing them accounts and plays they want to use.
Ownership of both strategy and execution: experience building programs from zero, scaling what worked, and killing what didn't.
A habit of using AI in daily work for research, analysis, and workflow.

Nice To Haves

Familiarity with regulated environments such as aerospace, defense, or semiconductors is a plus.

Responsibilities

Build Luminary’s Enterprise Demand Strategy, strategizing focus areas across aerospace, defense, automotive, and semiconductor, and across accounts, use cases, and technical environments, making decisions with Sales leadership and evolving the strategy as the product and customer base grow.
Develop a buyer journey framework that maps the purchasing dynamics of engineering organizations and identify necessary campaign elements to generate pipeline.
Select the appropriate campaign strategy for each opportunity: vertical campaign, 1:few cluster, use-case play, or bespoke 1:1 program.
Develop differentiated Go-To-Market (GTM) motions for priority industries instead of applying a generic enterprise playbook.
Understand the regulatory, technical, operational, and business considerations that shape buying behavior within key verticals.
Own the demand generation budget responsibility.
Build vertical industry plays, owning a portfolio of integrated campaigns in market at all times, and turning industry triggers into highly targeted campaigns.
Run campaigns across paid, web, content, email, digital and field events, direct outreach, and customer proof, collaborating with Product Marketing, Web/AEO/SEO, Sales, RevOps, and Value Delivery.
Build major-account programs by partnering with Sales to identify strategic accounts for Account-Based Marketing (ABM) campaigns, mapping buying committees, active engineering initiatives, and entry points, and then building the campaign.
Turn customer results into demand by working with product marketing and value delivery to build campaigns based on real-world customer success, and working with sales and value delivery teams to run expansion programs.
Run continuous experiments to test audiences, verticals, messages, offers, channels, and formats, scaling successful experiments and documenting them as repeatable playbooks.
Report on qualified pipeline and revenue impact by campaign, vertical, account, and offer, working with RevOps to report on campaign effectiveness.
Utilize AI for account and market research, segmentation, drafting campaign assets, and performance analysis, and build reusable workflows.