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.
- 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.
- 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.
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Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Skills Required
- 7+ years of experience in demand generation operations, marketing operations, revenue operations, or a related analytical go-to-market role at a high-growth B2B SaaS company
- Experience translating revenue and pipeline targets into demand generation plans and funnel models
- Experience designing and managing lead lifecycle models, stage definitions, conversion benchmarks, and Sales-Marketing service-level agreements
- Experience leading pipeline and campaign performance reviews with senior Sales and Marketing leaders and driving action from findings
- Strong analytical skills and comfort working with funnel, attribution, and pipeline data across Salesforce, marketing automation, and business intelligence tools
- Working knowledge of lead scoring, routing, and marketing attribution
- Exceptional cross-functional communication skills and ability to align Marketing, SDR, and Sales leaders around shared definitions and goals
- Experience with Salesforce, Marketo, 6sense, Snowflake, and Sigma
- Experience supporting account-based marketing and multi-product or platform go-to-market motions
- Background in cybersecurity or another technical, enterprise-focused category
Abnormal Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Abnormal Security and has not been reviewed or approved by Abnormal Security.
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Fair & Transparent Compensation — Pay is considered aggressively benchmarked to leading tech markets with annual reviews, and feedback suggests engineering and sales roles are compensated competitively with strong upside potential.
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Healthcare Strength — Health coverage is portrayed as robust, including employer-paid premiums for employees in prior postings, One Medical access, and globally designed healthcare and parental leave.
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Leave & Time Off Breadth — Time off provisions include flexible/unlimited PTO, company holidays, and paid parental leave that the company positions as globally available.
Abnormal Security Insights
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow. Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
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