Head of Demand Generation (Senior Manager)
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