Senior Manager, Demand Generation

Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation. Enterprise Marketing is responsible for driving B2B pipeline and revenue at Replit. The function owns the full enterprise go-to-market motion, from audience development and campaign strategy through to qualified pipeline delivery and sales handoff. It operates in close partnership with Sales, RevOps, Product Marketing, and an AI-driven paid media optimization team to move enterprise accounts through the buyer journey. A defining characteristic of Replit's enterprise motion is its PLG foundation. With millions of individual users already in the product, Enterprise Marketing is uniquely positioned to identify expansion signals and convert individual users into enterprise opportunities. ROLE The Senior Manager, Demand Generation is responsible for building and scaling Replit's enterprise demand generation function. The role owns B2B campaign strategy, ABM playbook development, funnel architecture, and pipeline accountability across the enterprise segment. Reporting to the Head of Enterprise Marketing, this role is the architect of Replit's enterprise campaign programs, defining who we target, what we say, and how we engage them across the buyer journey. RESPONSIBILITIES - Own enterprise pipeline generation through campaign strategy, audience development, and creative programs - Partner with business leadership and finance to forecast pipeline targets, track performance, and present results in monthly and quarterly business reviews - Build lead scoring frameworks, funnel definitions, and pipeline attribution models in partnership with RevOps - Design and launch account-based marketing strategies targeting high-value enterprise accounts: account selection, engagement sequencing, and multi-touch campaign design - Create repeatable campaign playbooks across ABM, content syndication, webinar programs, and integrated field marketing - Partner with the AI-driven paid media optimization team to ensure B2B campaigns are measured, tested, and refined based on performance data - Collaborate with Content, Product Marketing, and Design to develop and iterate on high-performing assets across all stages of the buyer journey, from awareness through closed-won - Establish a rigorous testing culture across messaging, creative formats, CTAs, and landing pages to improve conversion and pipeline quality - Work with Sales and SDR teams to define ideal customer profiles, develop outbound sequences, and optimize lead handoff - Convert Replit's large base of individual users into qualified B2B opportunities by identifying expansion signals and building programs that drive enterprise adoption - Partner with Product and Analytics on product-qualified lead scoring and routing REQUIREMENTS - 10+ years of demand generation experience, with 5+ years in B2B SaaS focused on enterprise customers - Proven track record building and scaling demand generation programs with demonstrated pipeline contribution and ROI - Deep expertise in ABM strategies: account selection, multi-channel orchestration, engagement measurement, and campaign creative direction - Hands-on experience with marketing technology (Marketo, HubSpot, Salesforce, 6sense, Demandbase) as a strategic user and stakeholder - Extensive experience establishing lead management frameworks: lead scoring, MQL/SQL definitions, and funnel optimization in partnership with Sales and RevOps - Strong analytical capabilities and obsessive focus on testing, ability to connect data from disparate sources, design experiments, interpret results quickly, and continuously improve performance - Proven ability to build cross-functional relationships across Sales, Product, RevOps, and Marketing teams - Track record converting PLG users into enterprise opportunities is a plus - Ex