Demand Generation Manager, ICP Programs

About the role We’re hiring a Demand Generation Manager, ICP Programs to own outbound demand strategy and execution for ICPs across three high-value offerings. This role is accountable for driving meetings, conversions, pipeline, and bookings from defined accounts, designing and scaling the programs that make that happen. Blending modern ABM with GTM engineering, you’ll define how we activate ICP demand, build scalable outbound motions (Clay-first), and continuously evolve strategy based on performance signals. You’ll partner closely with Demand Managers, XDR, Product Marketing, Sales, and Marketing Ops to ensure ICP programs directly translate to revenue impact, not just activity. What you'll do

• Own the translation of ICP strategy into outbound programs that drive meetings and conversions, deciding how targeting, messaging, channels, and sequencing come together by offering.
• Design and adapt ICP outbound programs by product line (Connect AI, Sync, Embedded), recognizing differences in buyer profiles, value propositions, and conversion motions.
• Shape how ICP outbound programs integrate with broader demand and product funnel strategy, partnering with Demand Generation to ensure outbound complements (and accelerates) inbound motion.
• Improve targeting precision and program efficiency by building segmentation frameworks (industry, firmographics, technographics, persona/role, triggers)
• Operate a strong test-and-learn cadence: launch experiments, measure outcomes, and scale what works without overcomplicating execution.
• Make informed tradeoffs between scale vs precision, accounts vs personas, and channels vs sequences, adjusting ICP outbound strategy based on performance and capacity.
• Own performance against ICP outbound goals (meetings booked, conversion rates, pipeline, and bookings) using reporting to actively refine strategy, targeting, and execution.
• Use performance signals to diagnose drop-offs, sharpen targeting, and improve conversion through the motion in partnership with Demand Managers, XDR, and Marketing Ops.
• Use Clay as the primary engine for ICP outbound, designing account discovery, enrichment, persona mapping, and trigger-based workflows that directly support meeting and conversion goals.
• Create reusable outbound plays (clear targeting rules, required inputs, handoffs, and measurement) that teams can run consistently.
• Build programs that are designed to scale - documenting decisions, workflows, and learnings so successful motions can be repeated and expanded.
• Partner with XDR to drive execution and performance of ICP outbound plays across email, LinkedIn, and targeted account motions.
• Keep stakeholders aligned through crisp program briefs, clear owners, and consistent updates.
• Work with Marketing Ops to ensure reliable workflows and accurate reporting across the core stack (e.g., Salesforce, Pardot, Clay, Nooks, and adjacent tools).
• Use AI tools day-to-day to create competitive advantage in ICP outbound—automating where possible, accelerating insight, and enabling faster iteration than traditional demand motions

Qualifications

• 5+ years experience in B2B demand generation / ABM / outbound programs / lifecycle (or adjacent GTM roles) with clear ownership of programs end-to-end.
• Hands-on Clay experience - you’ve built workflows and used Clay to operationalize targeting, enrichment, and outbound execution.
• Demonstrated ownership of outbound or ABM programs with accountability for meetings, pipeline, or revenue outcomes, not just execution support.
• Comfort operating in a technical GTM environment (data/analytics/integration/AI-adjacent products) and translating complex value props into executable plays.
• Experience partnering cross-functionally with Marketing Ops, Demand/PMM, and XDR to ship campaigns and drive pipeline.
• Strong analytical capability: can define simple success metrics, monitor performance, and iterate quickly based on results
• Comfort operating in a fast-moving environment with multiple priorities—and using AI to stay effective and efficient.
• Strong cross-functional collaboration skills and comfort influencing without authority.

Nice to have:

• Experience in B2B SaaS, ideally in a technical product environment (data, infrastructure, dev tools, analytics, integration platforms).
• Familiarity with systems like Salesforce, Pardot, Nooks (and/or comparable).
• Experience supporting AI-related products, AI workflows, or data connectivity/integration use cases.
• Experience building trigger-based programs using intent signals, technographics, and account activity data.

Benefits & Perks / What you’ll Get:

• As part of our comprehensive benefits offerings, we provide Medical, Dental, and Vision plans with company-paid insurance premiums
• Health Saving Account offering with company contribution to help mitigate increasing health costs
• Flexible Savings Account and Dependent Care FSA
• Generous 20-day PTO and 11 paid holidays
• 401k with 100% company match up to 6% of contribution
• A remote-friendly, high-trust culture that empowers collaboration, celebrates curiosity, and encourages innovation
• Work closely with your manager to define professional development and learning opportunities that match your career goals

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