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Salary: USD 153,000 - 220,000 / annual
Abnormal AI is a high-growth AI-native cybersecurity company that closed FY26 at ~$380M ARR with 50% YoY growth and over 5,000 customers, including more than 30% of the Fortune 500. As Senior Manager of Demand Generation Operations, you will be the strategic operational partner to the VP of GTM Operations and the Revenue Marketing and Digital Marketing leadership teams, responsible for translating ARR and pipeline targets into executable demand generation strategies and ensuring the company exceeds full-funnel performance from MQL through Closed Won.
You will own the end-to-end lead lifecycle model (MQL, GP, SAL, QP, POV, Closed Won), establish conversion benchmarks and Sales-Marketing SLAs, and lead regular pipeline velocity and campaign performance reviews with Sales, BDR/SDR, and Marketing executives. Your core mission is to diagnose and solve funnel bottlenecks—whether in lead quality, speed-to-lead, handoffs, stage progression, or win rates—and drive accountability across teams. You will connect marketing programs to pipeline outcomes by partnering with Marketing Operations and Revenue Analytics to measure campaign and channel performance against real revenue impact.
As Abnormal expands from email security into a multi-product Behavioral AI platform, you will help evolve the funnel model, targeting, and account-based planning to handle more products, more buying committees, and more paths to close. You will monitor SLA adherence and stage latency across Marketing, SDR, and Sales teams, making performance visible and closing gaps quickly. You will also bring an AI-first mindset to funnel monitoring, using automation and AI-driven insights to surface early warning signs before they become missed quarters. This role requires exceptional cross-functional communication and the credibility to align Marketing, SDR, and Sales leaders around shared definitions and goals.
**Requirements:**
- 7+ years of experience in demand generation operations, marketing operations, revenue operations, or a related analytical GTM role at a high-growth B2B SaaS company
- Proven track record translating revenue and pipeline targets into demand generation plans and funnel models
- Deep experience designing and managing lead lifecycle models, stage definitions, conversion benchmarks, and Sales-Marketing SLAs
- Experience leading pipeline and campaign performance reviews with senior Sales and Marketing leaders and driving action from findings
- Strong analytical skills and comfort working with funnel, attribution, and pipeline data across Salesforce, marketing automation, and BI tools
- Working knowledge of lead scoring, routing, and marketing attribution and how they affect funnel performance
- Exceptional cross-functional communication skills with credibility to align Marketing, SDR, and Sales leaders
**Nice to Haves:**
- Experience with Salesforce, Marketo, 6sense, Snowflake, and Sigma
- Experience supporting account-based marketing and multi-product or platform GTM motions
- Background in cybersecurity or another technical, enterprise-focused category
