Demand Generation Operations Manager

UpperEdge, LLC; Boston (MA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid / remote work options

Health and dental insurance

401(k)

Flexible Spending Accounts

Great work-life balance

Job summary

UpperEdge, a leading IT sourcing and advisory firm, seeks a Demand Generation Operations Manager to design and operate the account-based demand system. You will own ICP development, targeting, scoring, and the always-on engine across HubSpot, Salesforce, Apollo, and Validity.

Collaboration with a Demand Generation Manager is essential as you build the foundations for scalable pipeline. You will be hands-on in building targeting, segmentation, and reporting frameworks, enabling marketing-to-sales

Qualifications

• 4–7 years in B2B account-based marketing or revenue marketing with hands-on tool experience.
• Hands-on experience building ABM mechanics in martech stacks (lists, segmentation, lead scoring, multi-touch programs).
• Experience in services, advisory, or B2B SaaS with long sales cycles and senior buyers.

Responsibilities

• Define and maintain the ICP by practice area and buying signals.
• Build target account lists and curate ICP-matched lists by stage.
• Build lists and run data hygiene, deduplication, and enrichment in the tools.

Skills

ABM implementation

HubSpot & Salesforce

Lead scoring models

Multichannel campaigns

Analytics dashboards

Education

Bachelor’s degree in Marketing/Communications/Business

Tools

HubSpot

Salesforce

Apollo

Validity DemandTools

Job description

UpperEdge is a leading IT sourcing and commercial advisory firm that specializes in helping our clients successfully source and deliver transformational programs while maximizing the value they receive from their key information technology relationships. We do this by empowering clients with sourcing and negotiation best practices, market and vendor intelligence, targeted insights, and project execution strategies to enable their most strategic transformation initiatives.

We engage at the highest executive levels within Fortune 500 and Global 2000 companies to support the sourcing and negotiation of the relationships required to enable enterprise-wide business transformations. Our full suite of strategic advisory services spans the transformation lifecycle — from project conception and business case development, to sourcing and negotiation support, to project execution optimization — backed by proprietary analyzers and a deep database of market intelligence.

Founded in 2010, UpperEdge has grown at approximately 25% per year and has been profitable every year since its founding. We take great pride in an entrepreneurial culture grounded in mutual respect, professionalism, work-life balance, team morale, and giving back to the community. Our client base includes a significant number of Fortune 500 companies that lead their industries. 100% of UpperEdge’s clients are referenceable, and for the past 12 years our client satisfaction scores have averaged 4.5 out of 5.

THE ROLE

UpperEdge is seeking a Demand Generation Operations Manager to design, build, and operate the systems that identify, target, and convert the right enterprise accounts into qualified pipeline. Because our growth runs on a defined universe of Fortune 500 and Global 2000 accounts, account-based marketing is the core of the motion. You will personally build and own the systems behind it leveraging HubSpot, Salesforce, Apollo, and Validity: the ICP and account-selection logic, the always-on demand framework that engages those accounts across channels, the funnel diagnostics and reporting that show where they convert and where they leak, and the independent scorecard that tells us whether marketing is producing pipeline.

This is a hands-on builder role, not a strategy-oversight or people-management seat. You will build the targeting, segmentation, scoring, account-based framework and reporting infrastructure that every campaign runs within, and the marketing-to-sales handoff that turns marketing activity into revenue. You will partner closely with a Demand Generation Manager who owns campaign build and execution. You build and own the system; they build the campaigns that run inside it.

We are a lean, high-performing marketing team at a pivotal moment of growth, expanding from project-based advisory into recurring-revenue offerings, with marketing positioned as the company’s primary growth engine. If you think in ICPs, pipeline, and attribution, love being hands-on in the tools, and you want the autonomy to build an account-based demand system from the ground up — this is a great opportunity for you.

Duties & Responsibilities:

• Define and maintain the Ideal Customer Profile by practice area — company size, industry, buying triggers, decision-maker profiles, and engagement signals.
• Build and own the construction and ongoing curation of target account lists, moving from broad lists to curated, ICP-matched lists by practice area and buying stage.
• Build lists and run data hygiene, deduplication, and enrichment directly in Apollo, HubSpot, Salesforce, and Validity DemandTools to ensure list quality, coverage, and freshness.

ABM & Always-On Demand Framework

• Operationalize the account-based marketing strategy set by marketing leadership — translating the defined target-account universe, multi-touch engagement model (1:1, 1:few, and 1:many), and account-selection logic into working segments, lists, and sequences across HubSpot, Salesforce, and Apollo. Build and operate the always-on demand generation engine in HubSpot — the segment logic, sequence structure, and channel map that replace inconsistent, campaign-driven bursts with a repeatable engine that reaches target accounts and the broader in-market audience alike.
• Build and own the workflows that route which content reaches which audience at which stage of the buying journey.

Funnel Analytics & Conversion Optimization

• Build the funnel and conversion reports — where prospects enter, where they drop, and why — and translate findings into changes to targeting, content, and campaign design.
• Build and interpret your own funnel and engagement analytics; you must be able to build the reports, dashboards, and lists yourself in HubSpot and Salesforce, without analyst or agency support.
• Build and own the lead-scoring, routing, and handoff workflows in HubSpot and Salesforce with the BDR and Account Executive teams, including qualification criteria and follow-up SLAs.
• Build the demand generation scorecard and reporting dashboards — marketing-sourced pipeline, lead quality by source, conversion by stage, and campaign-level ROI — providing an independent, objective read on performance.
• Partner day-to-day with the Demand Generation Manager who owns campaign build and execution, keeping the account-based framework and the campaigns that run within it tightly aligned.

Desired Skills & Experience:

• 4–7 years in B2B account-based marketing, demand generation, or revenue marketing, with deep, hands‑on time personally building in the tools.
• Deep, hands‑on expertise building the mechanics of ABM in the martech stack — account lists, segmentation, lead-scoring models, and multi-touch program setup across 1:1, 1:few, and 1:many — not strategy on paper alone.
• Experience in professional services, advisory, consulting, or B2B SaaS, where sales cycles are long (90+ days), deal values are high, and buyers are senior enterprise executives (CIO, CFO, CPO).
• Has built or significantly redesigned a segmentation or ABM program from the ground up.
• Strong funnel analytics — pulls and interprets conversion data independently and builds their own dashboards in HubSpot and Salesforce.
• Has built and configured lead-scoring models, routing rules, and handoff SLAs in HubSpot and Salesforce, in partnership with a sales team.
• Has built a demand or ABM scorecard from raw platform data — the reports, dashboards, and attribution behind it.
• Comfortable operating as a peer to a campaign or demand generation manager, earning influence through the quality of the work rather than hierarchy.
• Energized by hands‑on work, autonomy, ownership, and ambiguity in a lean, fast‑moving team.
• Bachelor’s degree in Marketing, Communications, Business, or a related field.
• Demonstrated, hands‑on proficiency building in HubSpot and Salesforce as an integrated stack.
• Familiarity with intent-data or account-engagement platforms is a plus.

BENEFITS & COMPENSATION

• Salary levels are competitive and commensurate with experience.
• Company-sponsored health and dental insurance, Flexible Spending Accounts, holiday and PTO, 401(k), hybrid / remote work options, a great work-life balance, and other benefits.