Sr. Demand Generation Manager

Pendo's demand marketing team builds campaigns that create and accelerate pipeline for the sales organization. The team develops sharp product positioning, identifies new ways to differentiate Pendo in the market, and connects marketing activity directly to revenue impact. This work is especially critical for the enterprise segment, where strong insight, execution, and sales partnership shape pipeline outcomes.

The Sr. Demand Generation Manager owns enterprise pipeline generation as the north star. This role builds and executes integrated, omnichannel campaigns across paid media, email, events, ABM, outbound, and web while using AI to automate workflows, enrich data, and create operational efficiencies. This is a role for someone who owns outcomes end-to-end, ships smaller bets frequently, and brings a clear point of view to sales, marketing, and cross-functional partners.

This is a role based in-office in San Francisco, New York, or Raleigh.

• Enterprise pipeline ownership: Own enterprise pipeline generation as the primary measure of success. Every campaign, decision, and optimization should connect back to building and accelerating pipeline for the sales team.
• Integrated campaign execution: Build and execute omnichannel demand generation campaigns across paid media, email, events, ABM, outbound, and web. You will design programs that support enterprise buyers and move accounts through the funnel.
• Sales partnership: Develop deep relationships with enterprise AEs, front-line sales managers, and field marketing partners. You will mine call recordings, deal data, and field feedback to surface insights that sharpen campaign strategy and messaging.
• Signal-to-strategy leadership: When sales surfaces a competitive problem, persona trend, or messaging gap, you will bring that signal to the broader organization with a point of view and a plan. You will help translate field learning into stronger campaigns and clearer positioning.
• Enterprise segment expertise: Become the internal expert on the enterprise segment. You will teach leadership what is working on the ground floor and use those insights to inform strategy.
• AI-enabled campaign operations: Use AI to build and automate campaign workflows, including account enrichment, intent-based triggers, and personalized outreach sequences. You will connect tools like Clay, 6sense, and Marketo without relying on engineering resources.
• Performance reporting: Own performance reporting for your segment, including pipeline contribution, program ROI, and funnel conversion rates. You will communicate results clearly to sales, marketing leadership, and cross-functional partners.
• Funnel optimization: Identify gaps in the funnel and build creative programs to close them. This may include competitive displacement campaigns and partner co-marketing opportunities.
• Playbook evolution: Actively evolve the enterprise demand generation playbook. You will stay ahead of changes in the enterprise motion and adjust programs based on performance, market signals, and sales feedback.

Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.

You're a builder, not a maintainer.

You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Demand Generation Managers don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.

You're AI-curious - genuinely.

You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.

• 3+ years of B2B demand generation experience, including experience building and executing integrated, multi-channel marketing campaigns.
• Demonstrated hands-on experience building with AI tools, including workflows, enrichment pipelines, and automation logic. This experience must go beyond prompting and show the ability to build systems.
• Direct experience partnering with sales teams, including AEs and front-line managers. You know how to work with sales to sharpen strategy, not just hand off leads.
• Proficiency in Salesforce and Marketo, with the ability to pull your own data and build your own reports.
• Strong analytical instincts and the ability to read funnel and opportunity data, identify what is broken, and translate insights into action.
• Exceptional communication skills, including the ability to write campaign copy, build a strategic brief, and present performance data to senior leadership.

• 5+ years of B2B demand generation experience in a high-growth SaaS company with an upmarket or enterprise motion.
• Hands-on experience with Clay, Nooks, or similar AI-native prospecting and enrichment tools.
• Familiarity with intent and ABM platforms such as 6sense.
• Track record of identifying segment-level opportunities and bringing them to leadership with a point of view, rather than waiting to be asked.
• Experience working with or alongside SDR and BDR teams to align campaign strategy with outbound execution.
• Comfort operating through ambiguity with a bias toward action. You do not wait for a perfect brief to start moving.

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.

Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.

Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.

Compensation: The expected salary range for this role to be performed in San Francisco, CA or New York, NY is $145,400 - $175,000. The expected salary range for this role to be performed in Raleigh, NC is $132,200 - $159,000.

Benefits: Pendo offers highly competitive, employer-heavy coverage in the United States, including $0 premium options, strong 401(k) match, equity, and flexible time off.

EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.