Sr. Manager, Demand Gen Operations



United States
Posted on Friday, May 24, 2024

About the team

The Demand Generation and Sales Campaigns team is focused on attracting, engaging, monetizing, and retaining prospects and customers at HashiCorp. The team is accountable for building and orchestrating integrated marketing, product, and sales journeys that are tailored by message, persona, and use case. These journeys will be aligned with our solutions, customer pain points, and pertinent industry trends. In order to achieve this, we will partner with subject matter experts across GTM to create unified strategies, to identify prospects and drive them through the ALEER (Adopt, Land, Expand, Extend, Renew) and PLG (Product Led Growth) business motions.

In this role you can expect to:

We are in search of a seasoned professional to spearhead our sales campaign strategy and execution in collaboration with HashiCorp’s marketing and sales teams. This role will also play a pivotal role in shaping marketing strategies within HashiCorp’s Corporate Sales Segment. The individual will be tasked with conceptualizing, implementing, and overseeing sales campaigns aimed at accelerating pipeline creation across all global segments, encompassing both customer and prospect accounts. Additionally, they will serve as the primary liaison for ensuring alignment and synergy between marketing and sales efforts within the Corporate Sales Segment, focusing on vital aspects such as sales lead follow-up, executing outbound sales campaigns, and delivering campaign performance assessments to sales leadership.

This position demands exceptional leadership qualities, strategic acumen, and a track record of achievements in sales and marketing campaign management, coupled with strong relationship management skills across both sales and marketing organization.

  • Develop and execute comprehensive sales play strategies to increase lead engagement and accelerate pipeline creation in collaboration with sales team
  • Collaborate with cross-functional teams including marketing, operations, sales, and enablement to drive alignment and optimization for the inbound lead funnel, sales lead follow up process, lead/account scoring models, and marketing attribution
  • Drive the strategy and execution of HashiCorp’s Chatbot as tool owner focusing database growth, lead qualification, sales conversations, and pipeline creation
  • Establish and maintain best practices, standard operating procedures, and partner with SDR enablement on training programs to enhance SDR productivity and effectiveness.
  • Own Data Analysis and Reporting for lead funnel and sales campaign performance
    • Analyze data related to lead generation, conversion rates, and pipeline development for both SDR and Corporate Sales Teams
    • Provide regular reports to senior management (sales & marketing) on sales lead follow up performance & marketing contributed pipeline health.
    • Use insights to make data-driven decisions and optimize processes for both inbound and outbound follow up

What you’ll need (minimum qualifications)

  • Experience leading and developing high-performing teams.
  • Excellent communication, presentation, and interpersonal skills to leadership
  • This position requires strong leadership skills, a strategic mindset, and a solid understanding of both marketing & sales organizations
  • Proven track record of successfully developing and executing sales campaigns that drive pipeline/revenue growth and achieve business objectives.
  • Proficiency in campaign management tools, CRM systems, and marketing automation platforms (i.e Outreach, Marketo, Salesforce)
  • Experience with working cross functionally with sales leaders and SDR organizations
  • Ability to thrive in a fast-paced, dynamic environment and effectively manage multiple projects simultaneously.


Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role in the SF Bay Area / NYC area is:
$161,500$190,000 USD
The base pay range for this role in Seattle Metro, Denver / Boulder Metro, New York (excluding NYC), Washington D.C., or California (excluding SF Bay Area) is:
$148,100$174,200 USD
The base pay range for this role in Colorado (excluding Denver / Boulder Metro) and Washington (excluding Seattle Metro) is:
$134,600$158,300 USD