Overview
You build and run the demand generation engine for Quorso's enterprise segment. This means account-based marketing programs, sales enablement for target accounts, and direct ownership of pipeline metrics. You work closely with AEs to identify accounts, create account-specific campaigns, and track deals through close.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Demand Gen Lead (ABM-focused) |
| Sales Motion | Outbound-heavy with ABM |
| Deal Complexity | Enterprise B2B |
| Sales Cycle | 3-6+ months (enterprise) |
| Deal Size | Likely $50K-250K+ ACV |
| Quota (est.) | $X pipeline generated/quarter |
Company Context
Stage: Unknown (appears to be growth-stage based on hiring for specialized roles)
Size: Unknown
Growth: Actively building out enterprise GTM motion
Market Position: Unknown specific market, but enterprise focus suggests established product
GTM Reality
Pipeline Sources:
- Heavy outbound/ABM - you're building this from scratch or scaling it
- Some inbound likely exists but not the primary engine for enterprise
- Sales needs target account support, not just lead flow
SDR/AE Structure: You work with AEs to identify and penetrate accounts - likely supporting their outbound efforts rather than generating traditional MQLs
SE Support: Unknown, but you'll coordinate technical content and positioning
Competitive Landscape
Main Competitors: Unknown without company context
How They Differentiate: Unknown
Common Objections: Unknown
Win Themes: Unknown
What You'll Actually Do
Time Breakdown
Account Research (25%) | Campaign Building (30%) | Sales Alignment (25%) | Reporting (20%)
Key Activities
- Account Selection & Research: Work with sales to define ICP, build target account lists, research buying committees, map organizational structures. This is detective work - LinkedIn, ZoomInfo, 10-Ks, earnings calls.
- Campaign Development: Build account-specific nurture tracks, coordinate direct mail, create custom content for target personas, set up intent monitoring. You're creating 1:few or 1:1 campaigns, not mass email blasts.
- Sales Enablement: Create account intelligence briefs, competitive battle cards, case studies for specific industries. AEs come to you before big calls asking "what do we know about this account?"
- Performance Tracking: Build attribution models that connect your activities to pipeline and revenue. Lots of Salesforce/MAP reporting, proving ROI, defending budget.
The Honest Reality
What's Hard
- Attribution is messy - proving your ABM program created a deal vs sales would have gotten it anyway is constant negotiation
- Enterprise cycles are long - campaigns you launch today won't show pipeline for 3-6 months, making it hard to iterate quickly
- You're stuck between sales wanting more leads NOW and leadership wanting strategic programs that take time to build
- Budget battles - ABM is expensive (data tools, direct mail, events) and you'll constantly justify spend
- Sales alignment sounds nice but means endless meetings debating account prioritization and whether your MQAs are actually sales-ready
What Success Looks Like
- $X million in sourced/influenced pipeline per quarter that sales agrees came from your programs
- Target accounts moving from cold to engaged (meetings booked, content consumed, intent signals rising)
- Sales actually using the materials you create and asking for more
- Deals closing where you can trace back your touch points through the journey
Who You're Selling To
Primary Buyers:
- Enterprise decision-makers (likely VP+ level given ABM focus)
- Multiple stakeholders in complex buying committees
What They Care About:
- Business outcomes specific to their industry/role
- Risk mitigation and vendor credibility
- Integration with existing tech stack
- ROI and time-to-value
Requirements
- Experience running ABM programs with measurable pipeline impact
- Comfortable with revenue metrics, not just marketing metrics (pipeline created, influenced revenue, not MQLs)
- Strong sales partnership skills - you need to work closely with AEs and get buy-in
- Hands-on with marketing tech stack (MAP, Salesforce, intent tools, ABM platforms)
- Account-based mindset - thinking in terms of accounts and buying committees, not individual leads
- Analytical - building attribution models, ROI analysis, campaign performance reporting
- Enterprise B2B experience where sales cycles are months, not weeks