Sr. Manager Enterprise Demand Generation

Build Luminary’s Enterprise Demand Strategy

• Strategize where to focus across aerospace, defense, automotive, and semiconductor, and across accounts, use cases, and technical environments. Make the call with Sales leadership, and continually evolve as the product and customer base grow.
• Develop a buyer journey framework that maps the purchasing dynamics of engineering organizations and identify the campaign elements necessary to generate pipeline. 
• Pick the right campaign strategy for each opportunity: a vertical campaign, a 1:few cluster, a use-case play, or a bespoke 1:1 program.
• Develop differentiated GTM motions for priority industries rather than applying a generic enterprise playbook across the market.
• Understand the regulatory, technical, operational, and business considerations that shape buying behavior within key verticals.
• Own the demand generation budget responsibility.

Build vertical industry plays

• Own a portfolio of integrated campaigns in market at all times.
• Turn industry triggers into highly targeted campaigns.
• Run campaigns across paid, web, content, email, digital and field events, direct outreach, and customer proof, working with Product Marketing, Web/AEO/SEO, Sales, RevOps, and Value Delivery.

Build major-account programs

• Partner with Sales to identify a small set of strategic accounts for ABM campaigns.
• For each account, map the buying committee, active engineering initiatives, and entry points, then build the campaign. 

Turn customer results into demand

• Work with product marketing and value delivery to build campaigns based on real-world customer success. 
• Work with sales and value delivery teams to run expansion programs 

Run experiments and scale what works

• Run continuous experiments to test audiences, verticals, messages, offers, channels, and formats. 
• Scale successful experiments and document the winners as repeatable playbooks.

Measure enterprise pipeline

• Report on qualified pipeline and revenue impact by campaign, vertical, account, and offer. 
• Work with RevOps to report on campaign effectiveness. 

Use AI to work faster

• Use AI for account and market research, segmentation, draft campaign assets, and performance analysis, and build reusable workflows.

• 7+ years in enterprise B2B demand generation, ABM, integrated campaigns, or GTM, with a record of campaigns that produced qualified enterprise pipeline you can point to.
• Experience selling to technical buyers: engineers, architects, or R&D leaders in complex, high-consideration categories.
• Experience building vertical-specific programs and 1:1, 1:few, and 1:many motions, and judgment about which fits a given opportunity.
• Working knowledge of enterprise buying committees and long sales cycles, including the roles that champion, evaluate, fund, and block a purchase. Familiarity with regulated environments such as aerospace, defense, or semiconductors is a plus.
• Strong campaign instincts: you can connect an audience, an insight, an offer, and a distribution plan, and write the hypothesis down before you spend anything.
• Comfort with analytics at the account, vertical, and pipeline level, and the discipline to stop what isn't working.
• Experience partnering closely with Sales, Product Marketing, and RevOps. You earn trust from sellers by bringing them accounts and plays they want to use.
• Ownership of both strategy and execution. You've built programs from zero, scaled what worked, and killed what didn't.
• A habit of using AI in your daily work for research, analysis, and workflow, not just as a line on a resume.

THE IDEAL CANDIDATE
You're not an ABM program manager. You're a builder who looks at the market and asks: where can we win, which verticals and accounts matter most, and what campaign will make that happen?

You can spot a vertical opportunity and turn it into a repeatable campaign. You can also take a single strategic account, understand its priorities and buying committee, and build a 1:1 program that creates real engagement. You know personalization isn't strategy.

You can orchestrate several teams around a campaign, launch quickly, read the pipeline data, and decide what to do next. Your goal isn't the most sophisticated ABM program. It's enterprise pipeline.