We are seeking a results-driven Senior Demand Generation Manager to build and scale OTAVA's pipeline across new logo acquisition and installed base expansion. This role owns integrated, multi-channel programs for OTAVA's secure, compliant hybrid cloud, backup, and disaster recovery solutions, bringing strong web and digital expertise across SEM, AEM, SEO, AEO, ABM, and events. The Senior Demand Generation Manager partners closely with Sales, BDRs, the Installed Base team, Product Marketing, Content, and Digital Marketing to turn programs into revenue.
ResponsibilitiesDemand Generation Strategy & Programs:- Own the annual and quarterly demand generation plan for new logo acquisition and installed base expansion.
- Plan, launch, and optimize integrated, full-funnel campaigns across paid media, email, web, content, webinars, and events.
- Run ABM programs for high-value prospect and customer accounts in close collaboration with Sales and BDRs, aligned to their target accounts.
- Build nurture and customer lifecycle programs in HubSpot that move prospects through the funnel, strengthen retention, and create expansion opportunities.
Digital, Web & Search:- Set digital campaign strategy across SEM, AEM, paid social, and retargeting, partnering with the Digital Marketing Specialist on channel mix and budget.
- Work hands-on with the Digital Marketing Specialist on website and landing page optimization and A/B testing.
- Shape and execute SEO and AEO strategy with the Digital Marketing Specialist and Content Marketing so OTAVA is found in search results and cited in AI-generated answers.
Events:- Partner with Field Marketing to bring a targeted demand generation focus to events, including target accounts, pipeline goals, pre- and post-event campaigns, and measuring event contribution to pipeline.
Sales & BDR Alignment:- Partner closely with BDRs to nurture high-potential accounts toward opportunity creation through coordinated marketing and outreach.
- Manage the demand generation budget and reallocate spend based on performance.
- Identify, solicit, and secure MDF and co-op funds from technology vendors, and manage funded programs through proof of performance.
- Build dashboards and report on funnel performance, pipeline, attribution, and ROI.
- Work with Sales, BDRs, the Installed Base team, and Sales Operations on lead scoring, routing, and handoff standards in HubSpot that improve conversion.
Budget, MDF & Analytics:- Leverage AI tools to accelerate campaign development, testing, and analysis
Experience- 7+ years of B2B demand generation experience, preferably within cloud, IT services, or SaaS.
- 3+ years of hands-on web and digital marketing experience, including SEM, SEO, and conversion optimization; AEO and AEM experience is a strong plus.
- Proven success driving new logo pipeline and installed base expansion revenue.
Knowledge, Skills, and Abilities- Strong expertise in SEM, paid social, SEO, email marketing, and ABM.
- Deep experience with HubSpot as a marketing automation platform; working knowledge of WordPress and GA4.
- Strong analytical skills, with the ability to turn data into decisions.
- Exceptional project management skills, with the ability to prioritize in a fast-paced environment.
Essential Functions - Working with Atlassian products (Jira, Confluence, etc.)
- Working with Microsoft 365 products
- Working with project management tools (e.g., Monday.com or Asana)
- Working with HubSpot (CRM and marketing automation)
- Working with WordPress
- Working with Google Ads, Microsoft Ads, LinkedIn Campaign Manager, GA4, and Google Search Console
- Working with AI tools (e.g., Claude)
Education- Bachelor's degree in Marketing, Business, or a related field preferred.
Certifications- Technology-related certifications and education are a plus
- Broadcom/VMWare VCP/VCF certifications preferred
KPI's- New logo marketing-sourced and influenced pipeline
- Installed base expansion pipeline and revenue
- MQL-to-SQL and SQL-to-opportunity conversion rates
- Website and landing page conversion rates
- Cost per lead, cost per opportunity, and program ROI
- MDF and co-op dollars secured
What We Offer:Competitive base salary ($110-135K) depending on experience and certifications, plus a 10% annual bonus, 401(k) match, health insurance, generous PTO, paid volunteer time off, and working with world-class co-workers who are just as dedicated and as awesome as you are.
