Sr. Manager Enterprise Demand Generation

Job description

ABOUT THE JOB We are a Physics AI research and development lab. We help our customers create, deploy, and operationalize Large Physics Models (LPMs) to improve the efficiency and quality of physics prediction across all stages of engineering. We're the makers of Luminary, the industry’s only full-stack Physics AI platform. Our team is extremely talent-dense. Nearly half of our engineers have PhDs across physics and AI disciplines. Our founder is the Chair of the Department of Aeronautics & Astronautics at Stanford University and served as Director of the NASA Fundamental Aeronautics Program. Our customers are who’s who across aerospace, defense, automotive, and industrial manufacturing. We are just getting started with Physics AI, and there's still a lot to build. If you’re excited about bringing Physics AI to the world of complex engineering, apply to join us. We're looking for a leader of Enterprise Demand to build the demand engine behind Luminary’s enterprise growth. You'll own how Luminary creates demand across our highest-priority verticals and major strategic accounts, while building repeatable enterprise motions that can scale beyond them. You'll determine where Physics AI has the strongest opportunity to win, whether that's a specific industry, major account, use case, account cohort, technology environment, or strategic segment, and build the campaign strategy to go after it. This is broader than traditional ABM. You'll work across Product Marketing, Web/AEO/SEO, Sales, RevOps, and Value Delivery teams to create integrated campaigns that generate pipeline. This is a highly hands-on role. You'll build the strategy and execute it: identifying audiences and accounts, developing campaign concepts and offers, building vertical and account-based programs, launching tests, analyzing pipeline, and continuously improving the demand engine. WHAT YOU'LL DO Build Luminary’s Enterprise Demand Strategy Strategize where to focus across aerospace, defense, automotive, and semiconductor, and across accounts, use cases, and technical environments. Make the call with Sales leadership, and continually evolve as the product and customer base grow. Develop a buyer journey framework that maps the purchasing dynamics of engineering organizations and identify the campaign elements necessary to generate pipeline. Pick the right campaign strategy for each opportunity: a vertical campaign, a 1:few cluster, a use-case play, or a bespoke 1:1 program. Develop differentiated GTM motions for priority industries rather than applying a generic enterprise playbook across the market. Understand the regulatory, technical, operational, and business considerations that shape buying behavior within key verticals. Own the demand generation budget responsibility. Build vertical industry plays Own a portfolio of integrated campaigns in market at all times. Turn industry triggers into highly targeted campaigns. Run campaigns across paid, web, content, email, digital and field events, direct outreach, and customer proof, working with Product Marketing, Web/AEO/SEO, Sales, RevOps, and Value Delivery. Build major-account programs Partner with Sales to identify a small set of strategic accounts for ABM campaigns. For each account, map the buying committee, active engineering initiatives, and entry points, then build the campaign. Turn customer results into demand Work with product marketing and value delivery to build campaigns based on real-world customer success. Work with sales and value delivery teams to run expansion programs Run experiments and scale what works Run continuous experiments to test audiences, verticals, messages, offers, channels, and formats. Scale successful experiments and document the winners as repeatable playbooks. Measure enterprise pipeline Report on qualified pipeline and revenue impact by campaign, vertical, account, and offer. Work with RevOps to report on campaign effectiveness. Use AI to work faster Use AI for account and market research, segmentation, draft campaign assets, and performance analysis, and build reusable workflows. WHAT SUCCESS LOOKS LIKE You'll know you're succeeding when Luminary has a consistent pipeline of high-quality enterprise campaigns in market. Priority verticals have clear, differentiated demand strategies and repeatable GTM motions. Major strategic accounts have coordinated programs that create meaningful engagement and opportunity. Winning campaigns become repeatable plays. Customer successes are continuously being turned into new demand. Sales and Marketing have a clear shared understanding of which verticals and accounts we're targeting and why. We're learning quickly which combinations of audience, message, offer, and channel create pipeline. Enterprise campaigns generate measurable qualified pipeline. WHAT WE’RE LOOKING FOR 7+ years in enterprise B2B demand generation, ABM, integrated campaigns, or GTM, with a record of campaigns that produced qualified enterprise pipeline you can point to. Experience selling to technical buyers: engineers, architects, or R&D leaders in complex, high-consideration categories. Experience building vertical-specific programs and 1:1, 1:few, and 1:many motions, and judgment about which fits a given opportunity. Working knowledge of enterprise buying committees and long sales cycles, including the roles that champion, evaluate, fund, and block a purchase. Familiarity with regulated environments such as aerospace, defense, or semiconductors is a plus. Strong campaign instincts: you can connect an audience, an insight, an offer, and a distribution plan, and write the hypothesis down before you spend anything. Comfort with analytics at the account, vertical, and pipeline level, and the discipline to stop what isn't working. Experience partnering closely with Sales, Product Marketing, and RevOps. You earn trust from sellers by bringing them accounts and plays they want to use. Ownership of both strategy and execution. You've built programs from zero, scaled what worked, and killed what didn't. A habit of using AI in your daily work for research, analysis, and workflow, not just as a line on a resume. THE IDEAL CANDIDATE You're not an ABM program manager. You're a builder who looks at the market and asks: where can we win, which verticals and accounts matter most, and what campaign will make that happen? You can spot a vertical opportunity and turn it into a repeatable campaign. You can also take a single strategic account, understand its priorities and buying committee, and build a 1:1 program that creates real engagement. You know personalization isn't strategy. You can orchestrate several teams around a campaign, launch quickly, read the pipeline data, and decide what to do next. Your goal isn't the most sophisticated ABM program. It's enterprise pipeline. Full-time position | San Mateo, CA (Onsite) Note: In accordance with export control regulations, this position requires candidates to qualify as a U.S. Person (U.S. citizen, lawful permanent resident, or protected individual as defined under 8 U.S.C. § 1324b(a)(3)). For engagements with cleared customers, an active or obtainable U.S. security clearance is preferred but not required. Luminary helps engineering companies be more competitive by getting to market faster, creating new, better products, and reducing development risk. We do this with our Physics AI platform, the fastest and easiest way to build and deploy models to understand and instantly predict physical reality with precision. Customers span industries from automotive and aerospace, to leading sporting equipment providers, including Otto Aviation, Joby Aviation, Piper Aircraft and Trek Bikes. Luminary is a Series B company and is headquartered in San Mateo, California.