Demand Generation Manager, Goodstack

• A rising star with an appetite to grow Goodstack’s marketing into something formidable or someone who's been there, done it, but sees the opportunity for what it is and wants to get their hands dirty to facilitate rapid growth.
• You’re a self-starter with a hands-on mentality who thrives in startups and is motivated by immediate results. You are results-driven, have a proven ability to execute, and are passionate about driving pipeline growth today in a fast-paced environment
• Obsessed with delivering net new pipeline: You have an unrelenting focus on delivering net new pipeline, always striving to generate fresh leads and opportunities. Your drive to win in this area is unmatched, ensuring that the sales team has a consistent stream of qualified prospects to engage with
• Highly organised: You thrive in a fast-paced environment and can juggle multiple campaigns at once while staying on top of all the moving pieces. You’re a master at time management and task prioritisation, ensuring that progress is made every day
• Proactive and independent: You take full ownership of demand generation campaigns, executing them from start to finish without relying on external agencies. You’re able to work autonomously, using intuition and available data to drive results daily
• Results-driven and action-oriented: You have a relentless need to make progress and "knock down wins" every day. You understand that it’s not about grand, long-term plans but about making incremental progress and achieving results consistently, even with limited data
• Great communicator: You’re an excellent communicator, able to collaborate effectively with the sales team and across departments. You ensure alignment and keep stakeholders informed and focused on immediate goals
• Informed decision-maker: While we might not have extensive data at the outset, you know how to make informed decisions, blending available data with your intuition to keep campaigns moving forward and optimising as you go
• Adaptable: You’re able to pivot quickly based on feedback, data, or changing circumstances. Your ability to stay flexible and adjust strategies ensures we hit our short-term targets and keep the pipeline growing effectively
• Deep collaboration with sales and SDR teams: You work closely with SDRs and the sales team, ensuring that leads are efficiently qualified, nurtured, and handed off. Your ability to collaborate effectively and optimise lead flow processes will be essential to success
• Proven experience in demand generation role, with a focus on generating qualified leads and building pipeline immediately
• Strong experience with multi-channel campaigns, including email, paid media and SEO
• Experience with ABM and lead nurturing strategies to accelerate the funnel
• A results-driven mindset, with a proven ability to deliver on short-term marketing goals that drive revenue
• Strong emotional intelligence (EQ): You know how to push hard and be bullish in your approach to generate pipeline, but you do it with empathy and educate prospects in a way that resonates with them. You understand that this persona doesn’t respond well to hard selling, so you adapt your communication style to build trust and guide them towards solutions without pushing too aggressively
• A focus on delivering net new pipeline with an unrelenting drive, yet always maintaining a soft touch when engaging with prospects, ensuring they feel heard and educated rather than pressured
• Startup experience is highly valued, especially if you’ve built or managed demand generation efforts from the ground up
• Familiarity with sales automation tools and CRM management (HubSpot)
• Deep collaboration with sales and SDR teams, ensuring alignment on lead qualification criteria, messaging, and lead handoff processes to drive fast conversions and continuous pipeline growth

Desirable

• As our Manager, Demand Generation, you will be responsible for driving immediate pipeline growth by owning and executing the full range of demand generation activities
• This role reports directly to the VP of Sales, and you will be working hands-on to create and execute campaigns that generate and nurture leads in real-time
• You’ll be at the heart of our sales engine, running all campaigns (outbound, inbound, ABM..) internally, but leveraging agencies periodically
• Your focus will be on driving results today - you'll be the person who can make it happen and ensure we're building a strong pipeline of prospects right now
• We’re looking for someone who can spread themselves across the broad Demand Generation role, but this is a high-impact, do-it-yourself role, where your ability to execute and deliver results immediately is key to the success of our sales organisation
• Driving new pipeline will be your #1 focus
• Drive immediate pipeline growth: Own and execute multi-channel demand generation campaigns (email, paid media, SEO, ABM) to generate qualified leads and drive pipeline growth
• Manage HubSpot CMS: Update and optimise website content (landing pages, forms, CTAs) using HubSpot CMS to ensure lead capture is aligned with demand gen goals
• Lead qualification and nurturing: Qualify inbound leads, follow up on outbound prospects, and ensure effective lead nurturing to accelerate pipeline velocity
• Collaborate with SDRs and sales: Work closely with the SDRs and the sales team to ensure seamless lead handoff, improve lead qualification criteria, and optimise the conversion of leads into opportunities. You’ll ensure that SDRs are set up for success with the right tools, messaging, and context to convert leads efficiently
• After 3 months, success will look like:
• Lead generation and pipeline growth: Successfully execute demand generation campaigns, generating new leads per campaign
• ABM and lead conversion: Have 1-2 ABM campaigns mapped out and ready to execute, with an expected conversion rate of 15-20% of target accounts into opportunities
• Pipeline acceleration: Work closely with the sales team to ensure the smooth handoff of leads and reduce the average conversion time from MQL to SQL
• Measurement and reporting: Regularly report on the performance of campaigns, adjusting strategies to optimise for conversion rates and ROI