Opal Security

Title: Senior Demand Generation Manager Location: San Francisco Department: Marketing Job Description: About Opal Security: At Opal, we’re building modern identity governance for the AI era—intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation. The Role: Opal Security is hiring a Senior Demand Generation Manager. The ideal candidate is an AI pilled marketer looking to redefine what Demand Generation means in an AI-native GTM org. You’ve moved past vibe coding standalone apps and are operationalizing a highly personalized revenue generation engine with an opinionated POV on content, brand, campaigns, events, and digital channels. This is a hands-on role for a demand gen leader to partner closely with GTM leadership to create demand among IAM, security, infrastructure, and platform engineering, as well as GRC leaders at tech companies reaching scale. Our go to market is a commercial sales-led motion. You will excel in this role if you know how to build high quality programs around the right accounts, create executive and practitioner engagement, and inspect whether marketing activity is actually turning into meetings, opportunities, and revenue. This role reports into the VP, Marketing and is hybrid with 3+ days in office in downtown San Francisco. What You’ll Do: You will own day to day execution of ai-native demand generation programs across account based campaigns, field marketing, webinars, executive roundtables, paid amplification, partner campaigns, and sales follow-up. You will help Opal generate demand in cloud-native developer organizations that are scaling into regulatory scrutiny and need better ways to prove least privilege, govern access, and reduce access review fatigue. - Build 1:1 and 1:few ABM campaigns for named accounts, segmented by regulatory pressure, cloud maturity, access complexity, and sales priority - Launch integrated campaigns across content, webinars, paid, direct outreach, partner programs, and SDR sequences - Partner with AEs and SDRs on target account lists, pre-event outreach, meeting goals, follow-up SLAs, and opportunity progression - Own funnel and systems hygiene across campaign performance, routing, attribution, and conversion rates - Plan and execute field marketing including executive dinners, roundtables, event surrounds, regional programs, and conference follow-up motions You Might Be a Fit If You: - Have built demand in B2B security, cloud, infrastructure, developer tooling, compliance, data, or similarly technical markets - You take pride in your craft as an AI-native marketer - Have run ABM with real rigor: account tiers, buying groups, 1:1 and 1:few plays, sales-aligned outreach, personalized content, and account engagement metrics - Have run some executive dinners, roundtables, event surrounds, partner events, or regional programs that produced qualified meetings and pipeline (not just attendance) - Are fluent in Salesforce, HubSpot or Marketo, campaign attribution, routing, funnel conversion, and weekly performance reporting - Know how to work with AEs and SDRs before, during, and after campaigns so marketing activity actually becomes sales action

• Define and execute sales strategies to meet and exceed assigned quota • Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities • Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers • Acquire and maintain knowledge of the access management industry and emerging competitive landscape • Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization • Document your results and maintain accurate data across all sales systems