Senior Manager, Demand Generation Operations

About the Role

Every closed-won deal starts as a signal. Your job is to make sure none of them get lost.

As Senior Manager, Demand Generation Operations, you'll be the strategic business partner to Abnormal's Revenue Marketing and Digital Marketing leaders, and the person who connects marketing activity to revenue outcomes. Reporting to Ted Noble, VP of GTM Operations, you'll translate ARR and pipeline targets into operational demand generation strategies and execution roadmaps, then ensure we are exceeding our plan for full funnel from MQL to Closed Won. When conversion stalls, a handoff breaks, or a stage gets stuck, you'll find out why and fix it. This is a role for someone who is energized by funnel math, cross-functional alignment, and turning messy data into clear decisions, and who wants to help make Abnormal the #1 AI-native company.

The targets are ambitious because the momentum is real. Abnormal closed FY26 at roughly $380M in ARR, growing about 50% year over year, with more than 5,000 customers and over 30% of the Fortune 500 trusting us to protect their people. As we expand from email security into the Abnormal Behavioral AI platform, the funnel gets more complex: more products, more buying committees, and more paths from first touch to closed-won. Hitting our growth goals depends on a demand engine that is measured clearly, managed tightly, and improved every quarter. You'll build and run that engine.

What You Will Do

• Turn targets into plans. Translate ARR and pipeline targets into operational demand generation strategies, funnel models, and execution roadmaps, working back from revenue goals to the volume, conversion, and velocity needed at every stage.
• Be the strategic partner to marketing leadership. Serve as the operational business partner to the leaders of Revenue Marketing and Digital Marketing, helping them plan, prioritize, and invest where the funnel says it will matter most.
• Own the lead lifecycle model. Establish and refine the end-to-end lead lifecycle model (MQL, GP, SAL, QP, POV, Closed Won), conversion benchmarks, and Sales-Marketing Service Level Agreements (SLAs).
• Run the funnel reviews. Lead regular pipeline velocity and campaign performance reviews with Sales, Business Development (BDR/SDR), and Marketing executives to identify funnel bottlenecks and optimize conversion paths.
• Solve bottlenecks from MQL to Closed Won. Diagnose where and why pipeline stalls, whether in lead quality, speed-to-lead, handoffs, stage progression, or win rates, and drive the fixes with the teams that own them.
• Hold the line on SLAs. Monitor SLA adherence and stage latency across Marketing, SDR, and Sales teams, and make performance visible so accountability is shared and gaps get closed quickly.
• Connect programs to pipeline. Partner with Marketing Operations and Revenue Analytics to measure campaign and channel performance against pipeline and revenue, so investment decisions are grounded in real outcomes.
• Plan for a multi-product funnel. Help evolve the funnel model, targeting, and account-based planning as we sell more products into more buying committees across the platform.
• Use AI to see problems sooner. Bring an AI-first mindset to funnel monitoring, using automation and AI-driven insights to surface early warning signs and recommended actions before they become missed quarters.
• Partner across GTM. Work closely with Marketing Operations, Sales Operations, Revenue Systems & Analytics, Sales, and SDR leadership so systems, definitions, and reporting stay aligned across the funnel.

Must Haves

• 7+ years of experience in demand generation operations, marketing operations, revenue operations, or a related analytical GTM role at a high-growth B2B SaaS company.
• Proven track record translating 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 from the 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 how they affect funnel performance.
• Exceptional cross-functional communication skills, with the credibility to align Marketing, SDR, and Sales leaders around shared definitions and goals.

Nice to Haves

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

#LI-ML2