Demand Generation Manager, SugarAI
New Logo
$90.3-121.1k
2+ days a week in office
AI-powered CRM platform
Be an early applicant
AI-powered CRM platform
501-1000 employees
Be an early applicant
$90.3-121.1k
2+ days a week in office
501-1000 employees
Company mission
To help sales leaders reach their highest potential.
Role
Who you are
- 7+ years of B2B marketing experience, ideally in SaaS or technology, with a strong focus on new logo acquisition and demand generation
- Experience owning programs with pipeline accountability—you’ve been measured on sourced and influenced pipeline and know how to defend those numbers
- Strong understanding of modern demand motions, including traditional digital tactics, content syndication, nurture programs, and dark-funnel or influencer-led engagement
- Experience building or activating trade association strategy, industry communities, or influence-based programs (not just LinkedIn ads)
- Highly organized, execution-focused, and comfortable operating in a matrixed, evolving environment
- Data-driven mindset with experience measuring impact beyond direct lead attribution
- High autonomy and low maintenance: you ask smart questions, then go execute
- Strong collaboration and communication skills cross-functionally
- Experience with marketing automation platforms and CRM platforms
- Some travel required for key trade shows, field events, and team offsites
What the job involves
- As the Demand Generation Manager, New Logo (AMERS), you are a pipeline hunter
- Your sole obsession is net-new: opening doors that are closed, winning buyers who don’t know us yet, and building the programs that keep that motion repeatable and scalable
- You will own AMERS execution of new logo demand programs, sales plays, and influence-based go-to-market motions—operating within a globally aligned demand strategy while making fast, independent decisions in the field
- This is not a coordinator role
- You will take strategic direction and run, building programs with accountability for pipeline and market presence outcomes
- You will manage content syndication, dark funnel engagement, industry trade association strategy, and nurture programs while coordinating tightly with Sales, BDRs, Product Marketing, and MOPs
- You will also support product launches with a new-logo lens—positioning new offerings for buyers who have never considered Sugar before
- This role reports to the Sr Director of AMERS Marketing and is designed for someone who can grow into broader leadership scope and step up as the team scales
- You’re the person who doesn’t wait for direction—you take strategy and run
- You’ve been in a matrixed organization before and know how to move fast without stepping on toes
- You’re hungry for pipeline, fluent in modern demand motions, and deeply comfortable in the ambiguity that comes with a scaling, integrating company
- This role operates on a hybrid model, with a mix of remote work and in-office collaboration at our Denver, CO location, specifically, working in-office a minimum of 2 days per week
- Drive AMERS new logo pipeline contribution by owning end-to-end execution of demand programs and sales plays—translating global strategy, playbooks, and campaign frameworks into pipeline-generating activity with clear AE and BDR feedback loops
- Build a scalable content syndication engine that delivers measurable pipeline influence and cost-per-opportunity improvements quarter over quarter, in close collaboration with MOPs on nurture programs that accelerate deal stage progression
- Establish Sugar’s presence in the buying communities that matter by owning trade association strategy, industry publications, influencer relationships, podcasts, YouTube, and LinkedIn communities—building preference with net-new buyers before they enter an active buying cycle
- Ensure new logo field readiness by coordinating with Sales Enablement and Product Marketing so that every program launches with aligned messaging, approved assets, and sales teams who know how to use them
- Accelerate new offering adoption with net-new buyers by supporting product launches with a new-logo lens—translating new capabilities into messaging and campaigns that resonate with buyers who have no prior Sugar context
- Make the full demand picture visible by tracking, analyzing, and reporting pipeline generation, influence, dark funnel engagement, and program effectiveness—going beyond last-click attribution to show how this role creates and captures demand
- Export what works globally by establishing AMERS-informed guidance for market presence and influence strategies (trade associations, communities, publications, influencers) that EMEA and APAC can activate locally
- Keep the revenue engine aligned by coordinating with Sales Enablement to maintain consistent field readiness, program adoption, and real-time feedback loops across AMERS, EMEA, and APAC
Our take
Many CRM solutions require a lot of manual entry, and have little job-specific functionality. This makes tracking and interacting with potential and current customers time-consuming and inefficient. SugarAI, which started as a project to elevate CRM with automation, has since grown into an AI-driven product suite used by thousands of companies across the globe.
The company delivers a precision selling platform and sales insights, plus other complimentary products. It supports macro and micro customisation, and is capable of leading sellers to make the biggest impact with every action. Importantly, its versatility and flexibility make it suitable for multiple teams across the CRM landscape.
Though it's far from the only CRM platform on the market, SugarAI’s longevity as a company exemplifies its trusted status among businesses from many sectors. Ultimately, CRMs are a vital part of almost every industry, and SugarAI’s established place in the market gives it plenty of scope for further success.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Jul 2019
$16m
LATE VC
Jan 2015
$3.6m
CONVERTIBLE
Total funding: $139.2m
Company benefits
- Excellent healthcare package for you and your family
- Savings and Investment – 401(k) match
- Unlimited Paid Time Off
- Paid Parental Leave
- Online Legal Services (Rocket Lawyer)
- Financial Planning Services (Origin)
- Discounted Pet Insurance (Embrace Pet Insurance)
- Corporate Benefit Program (Working Advantage). This benefit offers you exclusive travel and entertainment offers and special discounts that are not available to the general public
- Health and Wellness Reimbursement Program
- Travel Discounts
- Educational Resources - Career & Personal Development Program
- Employee Referral Bonus Program
- We are a merit-based company - many opportunities to learn, excel and grow your career!
Company HQ
Union Station, Denver, CO
Leadership
David Roberts
(CEO)Previously CEO at Alchemer, COO then CEO at Reed Group, and Chief Services Officer at the City and County of Denver.
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