Demand Generation Manager

We're the leading commercial provider of stream processing solutions and the original creators of Apache Flink, the world's most advanced stream processing framework. Recognized as a Forrester Wave Leader, we help enterprises process real-time data at massive scale. Our customers include some of the world's largest companies across financial services, e-commerce, telecommunications, and technology sectors.

We've transformed our marketing function from zero to top-quartile performance in just 18 months. Now we're scaling: building an AI-enabled, highly-leveraged marketing team that punches above its weight class.

As our Demand Generation Manager, you'll own pipeline growth and conversion optimization - our top strategic priority. You'll design and execute full-funnel demand generation strategies, build sophisticated ABM programs for enterprise accounts, and partner closely with Sales to dramatically improve our MQL→SAL conversion rate.

This is a high-impact individual contributor role where you'll have direct influence on company revenue. You'll work with a small, talented team, leverage AI for efficiency, and occasionally manage agency partnerships.

Why this role matters: Every SAL you generate directly impacts bookings. Every point of conversion rate improvement translates to significant revenue growth. This isn't a "spray and pray" volume game: it's strategic, targeted, results-driven marketing.

What you will do:

Pipeline & Conversion Optimization (Your #1 Priority)

• Own MQL→SAL conversion improvement
• Design and execute full-funnel demand generation strategies (awareness → consideration → decision)
• Build and continuously optimize lead nurture programs across multiple touchpoints
• Conduct deep funnel analysis to identify conversion gaps and opportunities
• Create cohort analysis and testing frameworks to improve conversion at each stage
• Report on pipeline metrics, forecasts, and conversion trends to leadership

Account-Based Marketing (ABM) Programs

• Develop and execute ABM strategies across two tiers: 1:few, and 1:many
• Collaborate closely with Sales to identify and prioritize target accounts
• Create personalized, multi-channel campaigns for high-value enterprise accounts
• Partner with Field Marketing Manager to incorporate physical events to ABM initiatives
• Track account engagement, progression, and influence on pipeline
• Build account intelligence and insights using AI tools for personalization at scale

Marketing Automation & Technical Execution

• Build sophisticated campaigns, primarily in HubSpot (workflows, emails, landing pages, forms)
• Implement and continuously refine lead scoring models based on Sales feedback
• Create advanced segmentation and targeting strategies for different personas and stages
• Design marketing automation workflows that nurture leads efficiently
• Ensure proper tracking, attribution, and data quality (up to MQL stage only)
• Set up conversion tracking, UTM parameters, and campaign performance measurement

Paid Media

• Provide strategic direction, campaign briefs, and audience targeting guidance
• Be accountable for paid media results (LinkedIn Ads, Google Ads, retargeting)
• Collaborate with Creative Director on ad creative development
• Review campaign performance weekly and optimize budget allocation across channels
• Ensure paid media campaigns align with broader demand generation strategy and messaging
• Make data-driven decisions on continuing, expanding, or adjusting agency partnership

Sales Partnership & Alignment

• Continuously refine MQL and SAL definitions based on what actually converts to opportunities
• Provide Sales enablement on campaign messaging, target accounts, and lead context
• Establish closed-loop reporting and feedback mechanisms between Marketing and Sales
• Act as the bridge between Marketing and Sales: you speak both languages fluently

Analytics, Reporting & Optimization

• Maintain performance dashboards for demand generation activities
• Track KPIs: MQL volume, MQL→SAL conversion, cost per MQL, cost per SAL, campaign ROI
• Conduct regular post-mortems to identify and keep a log of what worked and what didn't
• Use data to make recommendations on budget allocation and channel mix
• Present monthly performance reports to VP of Marketing and quarterly reviews to leadership

Experience & Track Record

• 5-7 years of experience in B2B SaaS demand generation, growth marketing, or performance marketing

• Proven track record improving conversion rates: you must have specific examples and results to share

• Strong ABM experience, ideally with enterprise accounts ($100K+ ACV)
• Experience working in a startup or scale-up environment with limited resources

Technical Marketing Skills

• Deep technical expertise in marketing automation (HubSpot preferred, or similar platforms like Marketo, Pardot)

• Hands-on experience building complex workflows, lead scoring models, and nurture sequences

• Comfortable with basic HTML/CSS
• Strong understanding of tracking, attribution, and marketing analytics
• Experience with CRM systems and Marketing-Sales alignment

Analytical & Strategic Thinking

• Excellent analytical skills with ability to work with data, dashboards, and spreadsheets

• Strong project management skills with ability to juggle multiple priorities

• Comfortable with ambiguity and able to self-direct

Collaboration & Communication

• A high degree of ownership and bias to action

• Excellent written and verbal communication skills

• Strong stakeholder management
• Team player who thrives in a collaborative environment

Modern Marketing Mindset

• AI-savvy: you actively use (or even build) AI tools to improve productivity

• Results-oriented with pipeline accountability, not just lead volume

• Comfortable with experimentation and learning from failures
• Able and willing to question established practices and challenge with data

Nice to Have

• Experience marketing technical or developer-focused products
• Background in data infrastructure, analytics, real-time processing, or stream processing
• Prior experience with paid media (LinkedIn Ads, Google Ads) beyond just agency management
• Familiarity with Apache Flink, Kafka, or similar data streaming technologies
• Knowledge of product-led growth (PLG) motions

High-Impact Role

• Direct influence on company revenue: every SAL you generate moves the needle
• Join a high-growth company disrupting the data and AI space
• Work directly on company strategic priorities, your success directly translates to company growth
• Visibility with executive team and board

Small, Elite Team

• Join a team of 6 talented individuals (not a cog in a 50-person marketing org)
• High-trust, high-accountability environment
• Flat structure: you report directly to VP of Marketing
• Collaborative environment where everyone supports each other

AI-First Marketing

• We're building the future of marketing with AI at the core and building cutting-edge AI tools to multiply our productivity
• Be part of setting the new standard for AI in marketing
• Opportunity to innovate and experiment with new capabilities

Learn Cutting-Edge Technology

• Work with real-time data processing, the future of data infrastructure
• Develop expertise in a rapidly growing category (stream processing)
• Build your knowledge in a technical domain that's in high demand

Strong Market Position

• Well-funded company with strong growth trajectory
• Customers include Fortune 500 companies and tech unicorns
• Forrester Wave Leader status achieved
• Be part of a category-defining company

Remote-First Culture

• Work from anywhere in Europe (or Americas for right candidate)
• Flexible working hours within core collaboration times
• Strong async communication practices
• Regular team offsites and in-person gatherings