Demand Generation Manager

The Opportunity:

Zone is seeking a commercially minded, highly accountable Demand Generation Manager to lead demand creation and pipeline acceleration across the United States and Canada. This is a high-impact regional role for a marketer who can translate company growth priorities into a focused go-to-market plan, build integrated programs that reach the right finance and technology buyers, and turn investment into measurable sales outcomes.

You will own the North American demand generation plan from strategy through execution and optimization. You will work as a close partner to regional Sales leadership and collaborate across Sales Development, Product Marketing, Content, Marketing Operations, Customer Success, and the global marketing team. The mandate is broader than campaign delivery: build a predictable, measurable demand engine that creates qualified pipeline, supports efficient customer acquisition, and helps Zone expand adoption across its platform.

The ideal candidate combines strategic judgment with hands-on execution. You are comfortable setting priorities, making investment trade-offs, working with data, and adapting quickly in a high-growth, remote-first SaaS business.

What You’ll Own:

1. Regional Strategy, Pipeline & Revenue Alignment

• Develop and own the North American demand generation strategy and quarterly operating plan, translating company and regional revenue priorities into target audiences, programs, channel plans, budget allocation, and measurable outcomes.
• Partner with North American Sales leadership to align demand programs to territory plans, ideal customer profiles, account priorities, sales capacity, pipeline coverage needs, and quarterly objectives.
• Own the regional demand contribution to pipeline—clearly defining and reporting marketing-sourced and marketing-influenced pipeline, qualified opportunities, conversion, pipeline velocity, and downstream revenue impact.
• Build a balanced plan that supports both new-logo acquisition and expansion across existing customers, in partnership with Sales and Customer Success.
• Establish clear campaign and channel investment decisions, reallocating spend and effort based on performance, opportunity quality, and business priorities.

2. Integrated Demand Programs & Account-Based Marketing

• Plan, launch, and optimize integrated programs across paid search, paid social, email, webinars, content, website and landing-page experiences, third-party programs, and field and industry events.
• Build targeted programs for CFOs, Controllers, VPs of Finance, finance operations leaders, and relevant technology and transformation stakeholders at organizations that use or are evaluating Oracle NetSuite.
• Develop account-based marketing programs with Sales, including named-account selection, buying-group engagement, coordinated outreach, intent signals, and progression measurement.
• Create differentiated programs for Zone’s platform and solution areas—including quote-to-cash, procure-to-pay, treasury, payroll, and record-to-report—while reinforcing the broader value of connected finance workflows and intelligent execution inside NetSuite.
• Design lifecycle and nurture programs that move prospects from awareness to evaluation and opportunity, and support customer cross-sell, adoption, and expansion in coordination with Customer Success.
• Balance near-term demand capture with longer-term market education and category development.

3. Sales, Partner & Cross-Functional Leadership

• Operate as a trusted, proactive partner to regional Sales and Sales Development leaders, with regular planning, feedback loops, campaign reviews, and shared accountability for pipeline outcomes.
• Create clear campaign briefs, audience definitions, value propositions, follow-up expectations, and service-level agreements so leads and account engagement translate into timely, relevant sales action.
• Develop co-marketing and co-selling demand initiatives with Oracle NetSuite, solution providers, implementation partners, and other relevant ecosystem partners.
• Work with Product Marketing and Content to translate product capabilities, customer outcomes, competitive differentiation, and market insight into compelling campaigns and sales enablement.
• Coordinate with global marketing counterparts to share learnings, reuse effective programs, and adapt global campaigns to North American buyer needs rather than simply replicating them.

4. Performance, Analytics & Marketing Operations

• Build a disciplined measurement framework that connects campaign activity and spend to qualified pipeline, opportunity creation, conversion, pipeline velocity, customer acquisition efficiency, and revenue outcomes.
• Maintain accurate campaign structure, source tracking, UTM governance, lead and account routing, lifecycle definitions, and reporting in partnership with Marketing Operations and Revenue Operations.
• Use segmentation, intent data, experimentation, and customer and sales feedback to improve audience quality, conversion rates, and program efficiency.
• Lead structured testing across messaging, offers, audiences, creative, landing pages, email, and channel mix; document results and scale what works.
• Use AI and automation thoughtfully to improve research, personalization, campaign operations, and team productivity while maintaining quality, governance, and brand consistency.

5. Budget, Agency & Program Execution

• Own the North American demand generation budget and forecast, making transparent recommendations on allocation, expected return, and trade-offs.
• Manage agencies, contractors, media partners, and marketing vendors against clear briefs, deliverables, performance expectations, and business outcomes.
• Lead regional field and executive programs—including industry conferences, partner events, roadshows, executive dinners, and webinars—with defined audience, follow-up, and pipeline objectives.
• Manage multiple programs and deadlines with strong operating discipline, clear communication, and reliable execution.

6. Market Insight & Continuous Improvement

• Develop a strong understanding of North American finance leaders, the Oracle NetSuite ecosystem, relevant buying triggers, competitive alternatives, and market dynamics.
• Bring customer, prospect, partner, and Sales insight into campaign planning and communicate emerging opportunities or risks to marketing and commercial leadership.
• Challenge assumptions, identify new routes to market, and continuously improve how Zone creates demand and engages buying groups.

What Success Looks Like:

Success will be measured against an agreed North American operating plan and shared definitions with Sales, Marketing Operations, and Finance. The manager will be expected to establish a clear baseline, build reliable reporting, and deliver progress against measures such as:

• Marketing-sourced and marketing-influenced qualified pipeline, including contribution to regional pipeline coverage and revenue goals.
• Quality and progression of demand: target-account engagement, qualified leads, sales acceptance, opportunity creation, and stage conversion.
• Efficiency and return: cost per qualified opportunity, program and channel ROI, customer acquisition efficiency, and budget performance.
• Pipeline velocity and buying-group engagement across priority segments, accounts, and solution areas.
• Contribution to customer expansion through coordinated cross-sell and lifecycle programs.
• Operating effectiveness: forecast accuracy, campaign execution, measurement quality, and productive alignment with Sales and partners.
• Specific numeric targets, attribution rules, and the balance between sourced and influenced pipeline will be set with the successful candidate and relevant leadership based on the North American business plan.

What You’ll Bring:

• 5+ years of progressive B2B demand generation or growth marketing experience, ideally in SaaS, enterprise technology, FinTech, or a complex, multi-product software environment.
• A demonstrated record of building and optimizing programs that generate qualified pipeline and contribute to revenue in the United States and/or Canada.
• Experience translating sales and company goals into a regional demand plan, including segmentation, channel strategy, budget allocation, and performance measurement.
• Strong hands-on experience with integrated digital and field programs, including paid search, paid social, email, webinars, events, and account-based marketing.
• Experience partnering closely with Sales and Sales Development, including account planning, lead follow-up, qualification, and pipeline reviews.
• Fluency in marketing performance measurement and attribution, with the ability to explain what is working, what is not, and what should change.
• Working knowledge of marketing automation and CRM platforms such as HubSpot or Marketo and Salesforce, including campaign management, lead lifecycle, scoring, and reporting.
• Comfort using AI-enabled tools, automation, intent data, and experimentation to improve marketing effectiveness.
• Strong project and budget management skills, sound judgment, and the ability to manage agencies and external partners.
• Excellent written and verbal communication skills, with the ability to influence stakeholders and work independently in a remote, globally distributed organization.
• Business fluency in written and spoken English.

Especially Valuable:

• Experience marketing to CFOs, Controllers, finance operations teams, or other senior finance and accounting audiences.
• Experience with Oracle NetSuite, ERP, financial software, accounting technology, or the broader NetSuite partner ecosystem.
• Experience building partner-sourced or partner-influenced demand with software partners, solution providers, and implementation firms.
• Experience marketing a platform or portfolio with multiple products, use cases, and cross-sell opportunities.
• Experience supporting Canada, including awareness of CASL and French-language considerations for Quebec.
• Familiarity with intent and ABM platforms such as 6sense or Bombora.

Location & Compensation:

United States; remote. The role is responsible for demand generation across the United States and Canada.

The base salary range for this position is $100,000–$130,000, plus bonus and equity. Actual compensation will be determined based on factors including, but not limited to, the candidate’s skills, qualifications, experience, and education, as well as market and business considerations.