Website:
runo.ai
Job details:
About Runo:
Runo is a call management platform designed to help businesses track, manage, and improve their sales calls. Unlike traditional solutions, Runo works at the SIM level to automatically track outbound calls and provide complete visibility into sales conversations. With an in-built CRM and powerful analytics, Runo helps sales teams monitor call activity, improve productivity, and make data-driven decisions. Our platform is used by growing businesses to streamline sales communication, increase accountability, and drive better revenue outcomes. We are a fast-growing startup building simple yet powerful tools for modern sales teams, and we’re looking for passionate individuals who enjoy solving real business problems and working in a fast-paced environment.
Role Overview:
We are looking for an experienced ABM & SDR Manager to own and optimize our end-to-end demand generation funnel. In this role, you will be responsible for driving Account-Based Marketing (ABM) initiatives, managing inbound lead conversion, optimizing the marketing-to-sales funnel, and leading a high-performing demand generation team. You will work closely with the Marketing, Sales, and SDR teams to ensure targeted campaigns are executed effectively, every qualified lead is nurtured, and every revenue opportunity is maximized.
Key Responsibilities:
1. Account-Based Marketing (ABM)
● Develop and execute multi-channel ABM campaigns targeting high-value accounts.
● Define Ideal Customer Profiles (ICPs), account segmentation, and buyer personas across industries.
● Build personalized outreach campaigns using Email, LinkedIn, WhatsApp, and content marketing. ● Partner closely with Sales to prioritize strategic accounts and improve account penetration.
● Continuously optimize campaign engagement, response rates, and pipeline contribution.
● Maintain CRM hygiene and ensure accurate account and contact data.
2. Organic Demand Generation & Inbound Management
● Own the complete inbound lead management process.
● Ensure all inbound leads are contacted within defined SLAs.
● Improve Lead-to-Demo and Demo-to-Opportunity conversion rates.
● Design lead nurturing journeys and multi-touch follow-up sequences.
● Monitor lead ageing and eliminate qualified lead leakage.
● Collaborate with SDRs to improve follow-up effectiveness and response times.
● Drive continuous improvements in inbound conversion performance.
3. Funnel Optimization
● Own and optimize the complete marketing-to-sales funnel by monitoring key conversion stages: ○ Visitor → Lead ○ Lead → MQL ○ MQL → Demo ○ Demo → Opportunity ○ Opportunity → Customer
● Identify conversion bottlenecks and implement strategies to improve pipeline efficiency.
● Track funnel performance and recommend data-driven improvements to maximize revenue generation.
4. Team Management
● Lead and mentor a high-performing demand generation team.
● Manage Campaign Executives, Research Associates, Email Marketing Executives, and Interns.
● Coordinate closely with SDRs and Sales teams.
● Conduct daily stand-ups, weekly planning sessions, and performance reviews.
● Set KPIs, monitor productivity, and ensure timely campaign execution.
● Drive process improvements and operational excellence across the team.
5. Reporting & Performance Analytics
● Own weekly and monthly reporting across the demand generation funnel, including:
○ Pipeline Generated ○ ABM Campaign Performance ○ Demo Bookings ○ Inbound Conversion Rates ○ Lead Ageing & SLA Compliance ○ Campaign ROI ○ Email & Outreach Performance ○ Organic Demand Metrics ○ Funnel Health & Conversion Analysis
● Present actionable insights and recommendations to improve marketing and sales performance.
Required Skills
● 6–9 years of experience in B2B SaaS Marketing, Demand Generation, Account-Based Marketing, or Revenue Marketing.
● Proven experience in Account-Based Marketing and inbound lead management.
● Strong understanding of lead nurturing, lifecycle marketing, and conversion optimization.
● Experience working closely with Sales and SDR teams to achieve revenue goals.
● Strong analytical mindset with experience in reporting, campaign analysis, and performance optimization.
● Excellent project management and stakeholder management skills.
● Proven experience managing cross-functional marketing teams.
● Excellent communication, leadership, and problem-solving abilities.
Good to Have
● Experience working in a B2B SaaS or technology startup.
● Hands-on experience with HubSpot, Apollo, Lemlist, LinkedIn Sales Navigator, or similar sales engagement platforms.
● Experience using Google Analytics (GA4), Google Search Console, and CRM platforms.
● Familiarity with AI productivity tools and marketing automation platforms.
● Understanding of demand generation metrics, attribution, and revenue operations.
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