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The Role
Manages inbound lead qualification, targeted outbound prospecting, priority-account activation, meeting generation, CRM integrity, and early-stage pipeline progression. Coordinates with Marketing, Sales, Revenue Operations, leaders, and subject matter experts to convert prospect engagement into qualified opportunities. Uses buyer signals, account research, sales intelligence, performance metrics, and testing to improve targeting, messaging, workflows, conversion, and handoffs.
Summary Generated by Built In
Grant Thornton is seeking a Manager, Demand Operations to join the team. Approved office locations can be found below.
Role Summary
The Manager, Demand Operations is responsible for managing inbound lead processes, executing targeted outbound prospecting, activating priority accounts, and accelerating early-stage pipeline. This role oversees the progression of demand from initial intake and qualification through personalized outreach, meeting generation, and successful transition to sales or delivery teams.
The Manager uses buyer signals, industry triggers, persona-aligned messaging, account research, and sales intelligence tools to identify high-potential prospects, prioritize accounts, re-engage dormant relationships, and penetrate whitespace opportunities. Working closely with leaders, CREs, Marketing, and Sales Excellence, the role ensures coordinated engagement and converts inbound interest and targeted outbound activity into qualified, revenue-generating conversations.
Key Responsibilities
Lead Management & Pipeline Enablement
- Manage the inbound lead process end to end, including intake, qualification, prioritization, assignment, and progression of qualified opportunities through established service-level expectations.
- Coordinate engagement with leaders, CREs, subject matter experts, and other stakeholders, ensuring timely lead acceptance, preparation, participation, and follow-through.
- Drive rapid client engagement by facilitating outreach, scheduling meetings, preparing briefing materials, coordinating stakeholders, and monitoring progress against target response and meeting timelines.
- Maintain ownership of early-stage pipeline momentum until opportunities are successfully transitioned to sales or delivery teams.
- Maintain process governance and pipeline integrity by ensuring CRM records, opportunity data, activity tracking, action items, and status updates are complete, accurate, and current.
- Monitor adherence to lead-management SLAs, identify stalled opportunities, and escalate issues that could delay client engagement or pipeline progression.
Targeted Outbound & Prospect Activation
- Plan and execute structured outbound prospecting sequences to re-engage dormant accounts, activate colder prospects, and penetrate whitespace segments.
- Develop personalized outreach using buyer-signal insights, industry triggers, persona-aligned messaging, engagement history, and account-level research.
- Use sales intelligence, intent, and CRM platforms to identify target contacts, prioritize accounts, and optimize outreach timing.
- Craft and execute professional outreach across approved channels, including personalized email and LinkedIn messaging.
- Test and refine targeting, sequencing, and outbound messaging based on response patterns, conversion trends, and campaign performance data.
- Coordinate outbound activity with priority solutions, industries, accounts, and broader demand-generation programs.
Meeting Generation & Sales Motion Enablement
- Convert qualified inbound and outbound engagement into introductory calls, discovery sessions, and solution-oriented meetings with relevant decision-makers and influencers.
- Provide subject matter experts and engagement leaders with clear, structured pre-call briefs that include buyer context, pain points, engagement history, qualification insights, and recommended next steps.
- Coordinate meeting logistics and stakeholder participation to support effective and timely client conversations.
- Track meeting outcomes, document action items, and ensure downstream follow-up occurs within established SLAs.
- Facilitate clear, timely handoffs by providing sales or delivery teams with the qualification insights and engagement information needed to advance opportunities.
- Work closely with Sales and Sales Excellence to apply qualification criteria, use approved messaging, and enable coordinated sales motions.
Data Integrity, Measurement & Continuous Improvement
- Maintain complete and accurate contact, account, lead, and opportunity information within the CRM, including touchpoints, dispositions, qualification notes, buyer insights, and next steps.
- Monitor inbound response times, outbound activity, sequence performance, connection rates, meeting generation, pipeline progression, and conversion outcomes.
- Identify patterns and gaps in lead quality, account alignment, prospect engagement, routing, and conversion.
- Use performance data and test-and-learn approaches to improve targeting, messaging, workflows, and lead-to-meeting conversion.
- Partner with Sales Excellence and Revenue Operations to strengthen qualification practices, optimize workflows and dashboards, and improve campaign-to-sales feedback loops.
- Other duties as assigned.
Success Measures
- Timely intake, qualification, assignment, and progression of inbound leads.
- Qualified meetings generated through inbound and targeted outbound activity.
- Effective activation of priority accounts, dormant relationships, and whitespace opportunities.
- Conversion of demand activity and prospect engagement into qualified pipeline.
- Speed and quality of lead follow-up, meeting execution, and sales handoff.
- Early-stage pipeline progression and adherence to established SLAs.
- Accuracy and completeness of CRM, activity, and opportunity data.
- Continuous improvement in outreach, meeting-generation, and conversion performance.
Required Qualifications
- Bachelor’s degree in Marketing or another relevant field, or equivalent experience.
- Minimum 5–7+ years of experience in demand generation, inside sales, business development, sales development, or a related B2B role.
- Demonstrated experience managing inbound lead processes and executing targeted outbound prospecting and account-activation motions.
- Strong written communication skills, including the ability to develop concise, personalized outreach for inbound follow-up and outbound prospecting.
- Strong verbal communication skills, with the ability to articulate value propositions and support discovery conversations across industries and buyer personas.
- Experience using CRM systems, sales engagement platforms, and sales intelligence tools.
- Strong project management, organization, and cross-functional collaboration skills.
- Ability to manage multiple inbound and outbound motions concurrently while maintaining disciplined follow-through.
- Analytical mindset with the ability to interpret buyer signals, performance metrics, and conversion patterns and translate them into action.
Preferred Qualifications
- Professional services or solution-based marketing and sales experience.
- Experience supporting account-based, priority-account, or whitespace activation programs.
- Familiarity with marketing automation, lead-scoring models, qualification frameworks, and pipeline reporting.
- Experience working across Marketing, Sales Excellence, Revenue Operations, and client-facing teams.
The base salary range for this position is between $112,000 and $168,000. Placement within the pay range is at Grant Thornton’s discretion, and it is based on multiple factors, including but not limited to, job -related knowledge/skills, experience, business needs, progression within the role, geographic location, and internal equity. At Grant Thornton, compensation decisions are dependent upon the facts and circumstances of each position and candidate.
About UsAt Grant Thornton, we believe in making business more personal and building trust into every result – for our clients and you. Here, we go beyond your expectations of a career in professional services by offering a career path with more: more opportunity, more flexibility, and more support. It’s what makes us different, and we think being different makes us better.In the U.S., Grant Thornton delivers professional services through two specialized entities: Grant Thornton LLP, a licensed, certified public accounting (CPA) firm that provides audit and assurance services ― and Grant Thornton Advisors LLC (not a licensed CPA firm), which exclusively provides non-attest offerings, including tax and advisory services.
In 2025, Grant Thornton formed a multinational, multidisciplinary platform with Grant Thornton Ireland. The platform offers a premier Trans-Atlantic advisory and tax practice, as well as independent American and Irish audit practices. With $2.7 billion in revenues and more than 50 offices spanning the U.S., Ireland and other territories, the platform delivers a singular client experience that includes enhanced solutions and capabilities, backed by powerful technologies and a roster of 12,000 quality-driven professionals enjoying exceptional career-growth opportunities and a distinctive cross-border culture.
Grant Thornton is part of the Grant Thornton International Limited network, which provides access to its member firms in more than 150 global markets. About the TeamThe team you’re about to join is ready to help you thrive. Here’s how:
• Whether it's your work location, weekly schedule, or flex time off, we empower you with the options to work the way that it best serves your clients and your life. Consistent with the firm's hybrid work model, this position will require in-person attendance at least three days per week, either at a GT office or client site.
• Here, you are supported to prioritize your overall well-being through work-life integration options that work best for you and those in your household.
• We understand that your needs, responsibilities and experiences are different — and we think that’s a good thing. That’s why we support you with personalized and comprehensive benefits that recognize and empower all the identities, roles and aspirations that make you, well, you. See how at www.gt.com/careers
• When it comes to inclusion, we are committed to doing more than checking boxes. Explore all the ways we’re taking action for diversity, equity & inclusion at www.gt.com/careers
Here’s what you can expect next:
If you apply and are selected to interview, a Grant Thornton team member will reach out to you to schedule a time to connect. We encourage you to also check out other roles that may be a good fit for you or get to know us a little bit better at www.gt.com/careers.
Benefits:
We understand that your needs, responsibilities and experiences are different, and we think that’s a good thing. That’s why we support you with personalized and comprehensive benefits that recognize and empower all the identities, roles and aspirations that make you, well, you. For an overview of our benefit offerings, please visit: https://www.grantthornton.com/careers/rewards-and-benefits
- Benefits for internship positions: Grant Thornton interns are eligible to participate in the firm’s medical, dental and vision insurance programs and the firm’s employee assistance program. Interns also receive a minimum of 72 hours of paid sick leave and are paid for firm holidays that fall within their internship period.
- Benefits for seasonal employee positions: Grant Thornton seasonal employees are eligible to participate in the firm’s medical, dental and vision insurance programs and the firm’s employee assistance program. Seasonal employees may also be eligible to participate in the firm’s 401(k) savings plan and employee retirement plan in accordance with applicable plan terms and eligibility requirements. Seasonal employees receive a minimum of 72 hours of paid sick leave.
Grant Thornton employees may be eligible for a discretionary, annual bonus based on individual and firm performance, subject to the terms, conditions and eligibility criteria of the applicable bonus plan or program. Interns and seasonal employees are not eligible for bonus compensation.
Additional Details:
It is the policy of Grant Thornton to promote equal employment opportunities. All personnel decisions (including, but not limited to, recruiting, hiring, training, working conditions, promotion, transfer, compensation, benefits, evaluations, and termination) are made without regard to race, color, religion, national origin, sex, age, marital or civil union status, pregnancy or pregnancy-related condition, sexual orientation, gender identity or expression, citizenship status, veteran status, disability, handicap, genetic predisposition or any other characteristic protected by applicable federal, state, or local law.
Consistent with the Americans with Disabilities Act (ADA) and applicable state and local laws, it is the policy of Grant Thornton to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. The policy regarding requests for reasonable accommodation applies to all aspects of employment, including the application process. To make an accommodation request, please contact [email protected].
For Los Angeles Applicants only: We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.
For Massachusetts Applicants only: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Grant Thornton does not require or administer lie detector tests as a condition of employment or continued employment.
Skills Required
- Bachelor's degree in Marketing or another relevant field, or equivalent experience
- Minimum 5-7+ years of experience in demand generation, inside sales, business development, sales development, or a related B2B role
- Experience managing inbound lead processes and executing targeted outbound prospecting and account-activation motions
- Strong written communication skills, including personalized inbound and outbound outreach
- Strong verbal communication skills and ability to articulate value propositions and support discovery conversations
- Experience using CRM systems, sales engagement platforms, and sales intelligence tools
- Strong project management, organization, and cross-functional collaboration skills
- Ability to manage multiple inbound and outbound motions concurrently with disciplined follow-through
- Analytical mindset with ability to interpret buyer signals, performance metrics, and conversion patterns
- Professional services or solution-based marketing and sales experience
- Experience supporting account-based, priority-account, or whitespace activation programs
- Familiarity with marketing automation, lead-scoring models, qualification frameworks, and pipeline reporting
- Experience working across Marketing, Sales Excellence, Revenue Operations, and client-facing teams
Grant Thornton LLP (US) Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Grant Thornton LLP (US) and has not been reviewed or approved by Grant Thornton LLP (US).
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Parental & Family Support — Paid, gender‑neutral parental leave, backup childcare, and adoption/surrogacy reimbursement are emphasized, with flexible options like intermittent leave and LGBTQ+‑affirming coverage. Feedback suggests these offerings are a distinctive strength and align with external recognition for family‑friendly policies.
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Retirement Support — A firm‑funded retirement plan in addition to a 401(k) match is presented as a differentiating element of the package. Feedback suggests this dual‑vehicle approach is viewed as unusually strong for the sector.
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Flexible Benefits — A firmwide Flexible Time Off policy, hybrid work arrangements, and lifestyle‑focused perks expand how people can tailor benefits to their needs. Feedback suggests this flexibility is a core part of the total‑rewards proposition.
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The Company
What We Do
Forget what you think you know about professional services. We go beyond what’s expected and help others do the same. Grant Thornton is the U.S. member firm of Grant Thornton International Ltd, one of the world’s leading independent audit, tax and advisory firms. That means our network has more than 60,000 professionals in more than 135 countries who are ready to help public and private organizations of all sizes take on today’s challenges. But what sets us apart isn’t just what we do – it’s how we do it. Here, we believe in making business more personal and building trust into every result. We’re collaborators – obsessed with quality and ready for anything – who understand the value of strong relationships. It’s how we challenge the expectations of business and empower our people and clients to do it, too. One thing we won’t do? Grant Thornton LLP will never request money or any form of payment for services via social media. Please report any concerns at 1-800-810-3503. "Grant Thornton” refers to Grant Thornton LLP, the U.S. member firm of Grant Thornton International Ltd (GTIL). GTIL and the member firms are not a worldwide partnership. Services are delivered by the member firms. GTIL and its member firms are not agents of, and do not obligate, one another and are not liable for one another’s acts or omissions. Please see grantthornton.com for further details.
