CData Software

Demand Generation Manager – ICP Programs

CData Software

full-time

Posted on:

Location Type: Remote

Location: North Carolina • United States

Visit company website

Explore more

✨ AI Apply
Apply

About the role

  • Own the translation of ICP strategy into outbound programs that drive meetings and conversions, deciding how targeting, messaging, channels, and sequencing come together by offering.
  • Design and adapt ICP outbound programs by product line (Connect AI, Sync, Embedded), recognizing differences in buyer profiles, value propositions, and conversion motions.
  • Shape how ICP outbound programs integrate with broader demand and product funnel strategy, partnering with Demand Generation to ensure outbound complements (and accelerates) inbound motion.
  • Improve targeting precision and program efficiency by building segmentation frameworks (industry, firmographics, technographics, persona/role, triggers).
  • Operate a strong test-and-learn cadence: launch experiments, measure outcomes, and scale what works without overcomplicating execution.
  • Make informed tradeoffs between scale vs precision, accounts vs personas, and channels vs sequences, adjusting ICP outbound strategy based on performance and capacity.
  • Own performance against ICP outbound goals (meetings booked, conversion rates, pipeline, and bookings) using reporting to actively refine strategy, targeting, and execution.
  • Use performance signals to diagnose drop-offs, sharpen targeting, and improve conversion through the motion in partnership with Demand Managers, XDR, and Marketing Ops.
  • Use Clay as the primary engine for ICP outbound, designing account discovery, enrichment, persona mapping, and trigger-based workflows that directly support meeting and conversion goals.
  • Create reusable outbound plays (clear targeting rules, required inputs, handoffs, and measurement) that teams can run consistently.
  • Build programs that are designed to scale - documenting decisions, workflows, and learnings so successful motions can be repeated and expanded.
  • Partner with XDR to drive execution and performance of ICP outbound plays across email, LinkedIn, and targeted account motions.
  • Keep stakeholders aligned through crisp program briefs, clear owners, and consistent updates.
  • Work with Marketing Ops to ensure reliable workflows and accurate reporting across the core stack (e.g., Salesforce, Pardot, Clay, Nooks, and adjacent tools).
  • Use AI tools day-to-day to create competitive advantage in ICP outbound—automating where possible, accelerating insight, and enabling faster iteration than traditional demand motions.

Requirements

  • 5+ years experience in B2B demand generation / ABM / outbound programs / lifecycle (or adjacent GTM roles) with clear ownership of programs end-to-end.
  • Hands-on Clay experience - you’ve built workflows and used Clay to operationalize targeting, enrichment, and outbound execution.
  • Demonstrated ownership of outbound or ABM programs with accountability for meetings, pipeline, or revenue outcomes, not just execution support.
  • Comfort operating in a technical GTM environment (data/analytics/integration/AI-adjacent products) and translating complex value props into executable plays.
  • Experience partnering cross-functionally with Marketing Ops, Demand/PMM, and XDR to ship campaigns and drive pipeline.
  • Strong analytical capability: can define simple success metrics, monitor performance, and iterate quickly based on results.
  • Comfort operating in a fast-moving environment with multiple priorities—and using AI to stay effective and efficient.
  • Strong cross-functional collaboration skills and comfort influencing without authority.
  • Nice to have: Experience in B2B SaaS, ideally in a technical product environment (data, infrastructure, dev tools, analytics, integration platforms).
  • Familiarity with systems like Salesforce, Pardot, Nooks (and/or comparable).
  • Experience supporting AI-related products, AI workflows, or data connectivity/integration use cases.
  • Experience building trigger-based programs using intent signals, technographics, and account activity data.
Benefits
  • Medical, Dental, and Vision plans with company-paid insurance premiums
  • Health Saving Account offering with company contribution to help mitigate increasing health costs
  • Flexible Savings Account and Dependent Care FSA
  • Generous 20-day PTO and 11 paid holidays
  • 401k with 100% company match up to 6% of contribution
  • A remote-friendly, high-trust culture that empowers collaboration, celebrates curiosity, and encourages innovation
  • Work closely with your manager to define professional development and learning opportunities that match your career goals
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B demand generationABMoutbound programslifecycle marketingworkflowstargetingenrichmentanalytical capabilitytrigger-based programsdata connectivity
Soft Skills
cross-functional collaborationinfluencing without authorityanalytical thinkingadaptabilitycommunicationownershipproblem-solvingstrategic thinkingexecutionperformance monitoring