Demand Generation Manager

About the role

We're hiring a Demand Generation Lead to own pipeline generation for North America. Today, demand gen at Lorikeet is spread across several people who each carry a piece of it alongside their day jobs — this role exists to change that. You'll be the first person whose sole focus is building the machine that fills our pipeline. You'll own a North American pipeline target and work backwards from it — designing and executing the mix of events, webinars, industry programs, and campaigns that gets us there. You'll also help shape how demand gen scales as a function as we grow, defining the playbook rather than inheriting one. This is a mid-senior role for someone who's comfortable being accountable to a hard revenue-linked number with a high degree of autonomy over how they hit it.

Responsibilities

• Own the North American pipeline target and build the quarterly plan that gets us there
• Design and run the full demand gen program mix: field events, executive dinners, webinars, industry programs, and integrated campaigns
• Work backwards from pipeline goals to channel-level targets, budgets, and forecasts, and report clearly on what's working and what isn't
• Partner closely with Sales to ensure every program converts — tight handoffs, fast follow-up, and shared accountability for pipeline quality
• Build the demand gen operating infrastructure from scratch: campaign tracking, attribution, and reporting that give us a real view of the funnel
• Identify which channels and plays are worth scaling and which to kill, iterating quickly with limited resources
• Define the demand gen playbook for Lorikeet as we grow, laying the foundation for the function's future team and budget

Requirements

• Have 4–7 years of demand generation experience in B2B SaaS
• Spent your foundational years at a public software company where you learned what best-in-class demand gen looks like
• Then spent 2–3 years at an early-stage startup (under ~100 people) building the demand gen function from zero — choosing channels, setting up systems, and owning outcomes without a big team or budget
• Have hands-on experience across the program mix: field events, webinars, executive dinners, and industry programs, not just digital campaigns
• Think in pipeline, not MQLs — you work backwards from revenue targets and can defend your math
• Operate with high autonomy and low need for direction, and are relentless about follow-through
• Care about the quality of the pipeline you create, not just the volume — you see Sales as your customer
• Are curious about AI and excited to help define what an AI-first company looks like from the inside

Benefits

• A culture that's genuinely different. Low ego, high trust, no tolerance for talented jerks. We work efficiently, keep hours flexible, and actually mean it — because life outside work matters. We're committed to building a diverse team and actively encourage applicants from underrepresented backgrounds. We care far more about user obsession and eagerness to learn than traditional credentials.
• A front-row seat to building something meaningful. We're Series A and moving fast. You'll have real scope to shape the product and the company — not just execute someone else's vision.
• Performance recognized in real time, not on a calendar. Promotions happen when you're ready — leadership meets every six weeks specifically to identify and recognize strong performers, so you're never waiting for an arbitrary review window to move up.
• We're AI-native, and we'll make you AI-native too. Every person at Lorikeet uses AI in their day-to-day work (current favourite: Claude Code), with unrestricted access and no usage limits. You'll leave with skills that matter for the next decade of work.
• Twice a year, the whole company flies to Hawaii. Headquartered in Sydney, with teams spanning the US and UK — which means getting everyone in