Reagent Buyer & Planner

Nautilus Biotechnology; Redwood City (CA); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

401(k) Match

Health Insurance

Paid Parental Leave

Flexible Time Off

Commuter Benefits

Job summary

Replit is seeking a Senior Manager, Demand Generation to scale the enterprise demand generation function. You will design and own ABM programs, campaign strategy, and funnel architecture across the enterprise buyer journey.

You will partner with RevOps, Sales, Product, and Analytics to forecast pipeline, measure ROI, and drive expansion signals from PLG users to enterprise opportunities. This role requires in-office presence in Foster City, CA with a Mon/Wed/Fri requirement.

Qualifications

• 10+ years in demand generation, 5+ years in B2B SaaS enterprise
• Proven pipeline contribution and ROI from demand gen programs
• Deep ABM expertise: selection, multi-channel orchestration, measurement
• Hands-on with marketing tech as strategic user and stakeholder
• Lead management frameworks: scoring, MQL/SQL, funnel optimization

Responsibilities

• Own enterprise pipeline generation through campaign strategy and audience development
• Forecast pipeline targets with leadership and finance; report results in reviews
• Develop lead scoring frameworks and funnel definitions with RevOps
• Design ABM strategies for high-value enterprise accounts and multi-touch campaigns
• Create repeatable campaign playbooks for ABM, content syndication, webinars, and field marketing
• Partner with paid media to ensure campaigns are measured and refined
• Collaborate with Content/Product/Design to evolve assets across buyer journey
• Establish rigorous testing for messaging, CTAs, and landing pages
• Work with Sales/SDR to define ICPs and optimize lead handoff
• Identify expansion signals to convert PLG users into enterprise opportunities
• Collaborate with Product/Analytics on product-qualified lead scoring and routing

Skills

Demand generation strategy

ABM strategy

Campaign management

Analytics

Cross-functional collaboration

Tools

Marketo

HubSpot

Salesforce

6sense

Demandbase

Job description

Full-time

The Senior Manager, Demand Generation is responsible for building and scaling Replit’s enterprise demand generation function. The role owns B2B campaign strategy, ABM playbook development, funnel architecture, and pipeline accountability across the enterprise segment.

Reporting to the Head of Enterprise Marketing, this role is the architect of Replit’s enterprise campaign programs, defining who we target, what we say, and how we engage them across the buyer journey.

Responsibilities

• Own enterprise pipeline generation through campaign strategy, audience development, and creative programs
• Partner with business leadership and finance to forecast pipeline targets, track performance, and present results in monthly and quarterly business reviews
• Build lead scoring frameworks, funnel definitions, and pipeline attribution models in partnership with RevOps
• Design and launch account-based marketing strategies targeting high-value enterprise accounts: account selection, engagement sequencing, and multi-touch campaign design
• Create repeatable campaign playbooks across ABM, content syndication, webinar programs, and integrated field marketing
• Partner with the AI-driven paid media optimization team to ensure B2B campaigns are measured, tested, and refined based on performance data
• Collaborate with Content, Product Marketing, and Design to develop and iterate on high-performing assets across all stages of the buyer journey, from awareness through closed-won
• Establish a rigorous testing culture across messaging, creative formats, CTAs, and landing pages to improve conversion and pipeline quality
• Work with Sales and SDR teams to define ideal customer profiles, develop outbound sequences, and optimize lead handoff
• Convert Replit’s large base of individual users into qualified B2B opportunities by identifying expansion signals and building programs that drive enterprise adoption
• Partner with Product and Analytics on product-qualified lead scoring and routing

Requirements

• 10+ years of demand generation experience, with 5+ years in B2B SaaS focused on enterprise customers
• Proven track record building and scaling demand generation programs with demonstrated pipeline contribution and ROI
• Deep expertise in ABM strategies: account selection, multi-channel orchestration, engagement measurement, and campaign creative direction
• Hands‑on experience with marketing technology (Marketo, HubSpot, Salesforce, 6sense, Demandbase) as a strategic user and stakeholder
• Extensive experience establishing lead management frameworks: lead scoring, MQL/SQL definitions, and funnel optimization in partnership with Sales and RevOps
• Strong analytical capabilities and obsessive focus on testing, ability to connect data from disparate sources, design experiments, interpret results quickly, and continuously improve performance
• Proven ability to build cross-functional relationships across Sales, Product, RevOps, and Marketing teams
• Track record converting PLG users into enterprise opportunities is a plus
• Experience with sales engagement platforms (Outreach, Salesloft), intent data platforms, event marketing, or high-growth tech companies is a plus

This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday.

Full-Time Employee Benefits Include:

• Competitive Salary & Equity
• 401(k) Program with a 4% match (US Only)
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Flexible Time Off (FTO) + Holidays
• Commuter Benefits (In-Office Only)
• Monthly Wellness Stipend
• In Office Set-Up Reimbursement (In-Office Only)
• Quarterly Team Gatherings
• In Office Amenities (In-Office Only)

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.