Sr. Demand Generation Manager

Otava, LLC.; Denver (CO); On-site; USD 130,000 - 180,000; Full time

Job summary

OTAVA is seeking a Senior Demand Generation Manager to architect and scale its B2B pipeline across new logo acquisition and installed base expansion. You will own integrated, multi-channel programs including SEM, SEO, email, web, content, webinars, and events, collaborating with Sales, BDRs, Product Marketing, and Content teams to drive revenue.

You will lead ABM efforts with target accounts, build nurture programs in HubSpot, optimize landing pages and tests, and manage budget and MDF/co-op

Qualifications

• 7+ years of B2B demand generation experience, preferably within cloud, IT services, or SaaS.
• 3+ years hands-on web and digital marketing, including SEM, SEO, and conversion optimization; AEO and AEM experience is a strong plus.
• Proven success driving new logo pipeline and installed base expansion revenue.

Responsibilities

• Own the annual and quarterly demand generation plan for new logo acquisition and installed base expansion.
• Plan, launch, and optimize integrated, full-funnel campaigns across paid media, email, web, content, webinars, and events.
• Run ABM programs for high-value prospect and customer accounts in close collaboration with Sales and BDRs, aligned to their target accounts.
• Build nurture and customer lifecycle programs in HubSpot that move prospects through the funnel, strengthen retention, and create expansion opportunities.
• Set digital campaign strategy across SEM, AEM, paid social, and retargeting, partnering with the Digital Marketing Specialist on channel mix and budget.
• Work hands-on with the Digital Marketing Specialist on website and landing page optimization and A/B testing.
• Shape and execute SEO and AEO strategy with the Digital Marketing Specialist and Content Marketing so OTAVA is found in search results and cited in AI-generated answers.
• Partner with Field Marketing to bring a targeted demand generation focus to events, including target accounts, pipeline goals, pre- and post-event campaigns, and measuring event contribution to pipeline.
• Partner closely with BDRs to nurture high-potential accounts toward opportunity creation through coordinated marketing and outreach.
• Manage the demand generation budget and reallocate spend based on performance.
• Identify, solicit, and secure MDF and co-op funds from technology vendors, and manage funded programs through proof of performance.
• Build dashboards and report on funnel performance, pipeline, attribution, and ROI.
• Work with Sales, BDRs, the Installed Base team, and Sales Operations on lead scoring, routing, and handoff standards in HubSpot that improve conversion.
• Leverage AI tools to accelerate campaign development, testing, and analysis.

Skills

Demand generation

ABM

Digital marketing

Analytics

Project management

Campaign optimization

Education

Bachelor's degree in Marketing or related field

Tools

HubSpot

WordPress

GA4

Jira

Confluence

Microsoft 365

Monday.com

Asana

Google Ads

Microsoft Ads

LinkedIn Campaign Manager

AI tools (Claude)

AEM

SEO tools

Job description

We are seeking a results-driven Senior Demand Generation Manager to build and scale OTAVA’s pipeline across new logo acquisition and installed base expansion. This role owns integrated, multi-channel programs for OTAVA’s secure, compliant hybrid cloud, backup, and disaster recovery solutions, bringing strong web and digital expertise across SEM, AEM, SEO, AEO, ABM, and events. The Senior Demand Generation Manager partners closely with Sales, BDRs, the Installed Base team, Product Marketing, Content, and Digital Marketing to turn programs into revenue.

Responsibilities

Demand Generation Strategy & Programs:

• Own the annual and quarterly demand generation plan for new logo acquisition and installed base expansion.
• Plan, launch, and optimize integrated, full-funnel campaigns across paid media, email, web, content, webinars, and events.
• Run ABM programs for high-value prospect and customer accounts in close collaboration with Sales and BDRs, aligned to their target accounts.
• Build nurture and customer lifecycle programs in HubSpot that move prospects through the funnel, strengthen retention, and create expansion opportunities.

Digital, Web & Search:

• Set digital campaign strategy across SEM, AEM, paid social, and retargeting, partnering with the Digital Marketing Specialist on channel mix and budget.
• Work hands-on with the Digital Marketing Specialist on website and landing page optimization and A/B testing.
• Shape and execute SEO and AEO strategy with the Digital Marketing Specialist and Content Marketing so OTAVA is found in search results and cited in AI-generated answers.

Events:

• Partner with Field Marketing to bring a targeted demand generation focus to events, including target accounts, pipeline goals, pre- and post-event campaigns, and measuring event contribution to pipeline.
• Partner closely with BDRs to nurture high-potential accounts toward opportunity creation through coordinated marketing and outreach.
• Manage the demand generation budget and reallocate spend based on performance.
• Identify, solicit, and secure MDF and co-op funds from technology vendors, and manage funded programs through proof of performance.
• Build dashboards and report on funnel performance, pipeline, attribution, and ROI.
• Work with Sales, BDRs, the Installed Base team, and Sales Operations on lead scoring, routing, and handoff standards in HubSpot that improve conversion.

Budget, MDF & Analytics:

• Leverage AI tools to accelerate campaign development, testing, and analysis

Experience

• 7+ years of B2B demand generation experience, preferably within cloud, IT services, or SaaS.
• 3+ years of hands-on web and digital marketing experience, including SEM, SEO, and conversion optimization; AEO and AEM experience is a strong plus.
• Proven success driving new logo pipeline and installed base expansion revenue.

Knowledge, Skills, and Abilities

• Strong expertise in SEM, paid social, SEO, email marketing, and ABM.
• Deep experience with HubSpot as a marketing automation platform; working knowledge of WordPress and GA4.
• Strong analytical skills, with the ability to turn data into decisions.
• Exceptional project management skills, with the ability to prioritize in a fast-paced environment.

Essential Functions

• Working with Atlassian products (Jira, Confluence, etc.)
• Working with Microsoft 365 products
• Working with project management tools (e.g., Monday.com or Asana)
• Working with HubSpot (CRM and marketing automation)
• Working with WordPress
• Working with Google Ads, Microsoft Ads, LinkedIn Campaign Manager, GA4, and Google Search Console
• Working with AI tools (e.g., Claude)

Education

• Bachelor’s degree in Marketing, Business, or a related field preferred.

Certifications

• Technology-related certifications and education are a plus
• Broadcom/VMWare VCP/VCF certifications preferred

KPI's

• New logo marketing-sourced and influenced pipeline
• Installed base expansion pipeline and revenue
• MQL-to-SQL and SQL-to-opportunity conversion rates