Demand Generation Strategist

UpperEdge, LLC; Boston (MA); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Health insurance

Hybrid/Remote work options

Job summary

UpperEdge, LLC is seeking a Demand Generation Strategist to architect how we identify, target, and convert Fortune 500 and Global 2000 accounts into qualified pipeline. You will own the ICP, account selection, and always-on demand framework, collaborating closely with a Demand Generation Manager who handles campaigns.

You’ll design the ABM architecture, multi-channel engagement, and funnel analytics, turning marketing activity into revenue with autonomy in a lean team.

Qualifications

• 5–8 years in B2B account-based marketing.
• Deep ABM strategy and account orchestration experience.
• Experience in professional services, advisory, or B2B SaaS.
• Has built or redesigned a segmentation or ABM program from the ground up.

Responsibilities

• Define ICPs by practice area and engagement signals.
• Own target account lists and curate ICP-matched lists.
• Design the multi-touch engagement strategy (1:1, 1:few, 1:many).
• Develop the always-on demand blueprint and segment logic.
• Own funnel analytics and dashboards in HubSpot/Salesforce.
• Lead routing and handoff SLAs with sales teams.
• Own the demand generation scorecard and ROI metrics.

Skills

ABM strategy

Account orchestration

Funnel analytics

HubSpot

Salesforce

Apollo

Data-driven

Cross-functional collaboration

Education

Bachelor’s degree in Marketing

Tools

HubSpot

Salesforce

Apollo

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.

• Inc. Best Workplaces 2024 & 2025

THE ROLE

UpperEdge is seeking a Demand Generation Strategist to architect how we 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 not a sub-specialty here — it is the core of the motion. You will own the full architecture behind it: the ICP and account-selection logic, the always-on demand framework that engages those accounts across channels, the funnel diagnosis that shows where they convert and where they leak, and the independent scorecard that tells us whether marketing is producing pipeline.

This is the architect of the demand system and a strategy-and-systems role, not a campaign-execution seat. You will build the targeting, segmentation, and account-based framework that every campaign runs within, and design 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 will set the blueprint and they run the plays.

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 and you want the autonomy to build an account-based demand system from the ground up — this is a great opportunity for you.

WHAT YOU’LL OWN

• Define and maintain the Ideal Customer Profile by practice area — company size, industry, buying triggers, decision-maker profiles, and engagement signals.
• Own account selection and the construction and ongoing curation of target account lists, moving from broad lists to curated, ICP-matched lists by practice area and buying stage.
• Work directly with Apollo, HubSpot, and Salesforce data to ensure list quality, coverage, and freshness.

ABM & Always-On Demand Framework

• Design the account-based marketing approach — the target account universe, the multi-touch engagement strategy (1:1, 1:few, and 1:many), and the account-selection logic.
• Design the always-on demand generation blueprint — 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.
• Own the strategic mapping of which content reaches which audience at which stage of the buying journey.

Funnel Diagnosis & Conversion Optimization

• Own the top-of-funnel conversion diagnostic — 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; independent comfort working in HubSpot and analytics tools is essential.
• Design and own the lead routing and handoff framework with the BDR and Account Executive teams, including qualification criteria and follow-up SLAs.
• Own the demand generation scorecard — 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.

WHAT WE’RE LOOKING FOR

• 5–8 years in B2B account-based marketing, demand generation, or revenue marketing, including time spent owning strategy — not only execution.
• Deep, hands-on expertise in ABM strategy and account orchestration — account selection methodology, buying-committee mapping, and multi-touch program design across 1:1, 1:few, and 1:many.
• 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 or Salesforce.
• Has defined lead scoring, routing rules, and handoff SLAs in partnership with a sales team.
• Has owned a demand or ABM scorecard and presented results to senior leadership.
• 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 autonomy, ownership, and ambiguity in a lean, fast-moving team.
• Bachelor’s degree in Marketing, Communications, Business, or a related field.
• Familiarity with Apollo, HubSpot, and Salesforce as an integrated stack — and with intent-data or account-engagement platforms — is a strong 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.