Demand Generation Executive

Job title: Demand Generation Executive

Salary: £45k-55k depending on experience with commission

Start date: ASAP

Location: Bristol, with some remote working. At the moment we are only able to accept
candidates based in the UK.

Reports to: Working alongside Head of Sales, reporting to Chief Strategy Officer.

Who are we?

Tumelo is a global specialist in stewardship technology. We believe every investor should have the tools and the agency to research, decide and cast their votes at the companies they own, guided by their own priorities. Our mission is to build and scale the technology that makes that possible.

We do this through two products. ProxySphere, our voting infrastructure, enables investors in pooled funds to vote their shares. ProxyBeacon, our AI platform for proxy voting research, gives investment stewardship teams the research they need to decide how to vote, and lets them set their own voting rules and apply them across thousands of companies. Our clients include some of the world's largest fund managers and asset owners.

We're a close-knit, fun and dynamic team. We champion autonomy and flexibility. We get stuck in, act strategically and support each other ferociously.

The role

This is an exceptional opportunity to get stuck in at a fast-paced, tech-focused, impact-driven start-up. As Demand Generation Lead you will own how Tumelo fills the top of its sales funnel. You will sit across sales and marketing, and your primary objective is simple: create a high volume of high-quality new opportunities for Tumelo's sales team.

You will research target organisations, identify the right people to speak to, write and run thoughtful outbound campaigns, secure meetings and speaking opportunities, and make sure we get the most commercial value from the events and content we invest in. You will also write: outreach emails, campaign emails, LinkedIn posts and articles that give prospects a reason to talk to us.

You will work closely with our sales leads and subject-matter experts across Tumelo, who will bring the deep product and market knowledge while you bring the discipline of building and running a pipeline engine. You will not be handed a playbook; you will be building it, improving it as you go and deciding what to try next. Once the pipeline is flowing, there is real scope to take on more of Tumelo's marketing or to move into direct sales, depending on where your strengths lie.

Reporting to our Chief Strategy Officer, as Demand Generation Lead you will be responsible for:

Generating new opportunities

• Researching target asset managers, asset owners and other institutional investors, with a particular focus on the US
• Identifying the right decision-makers and influencers within target organisations and building accurate contact lists
• Writing and running personalised outbound campaigns across email, LinkedIn and other channels
• Booking qualified meetings for Tumelo's sales team and owning a pipeline generation target
• Spotting relevant market developments and using them to create timely reasons to engage prospects
• Owning prospect, activity and pipeline data in HubSpot, and reporting on what is working

Writing content that hooks leads

• Writing clear, concise outreach and campaign emails that sound like a person, not a template
• Drafting LinkedIn posts and short blog articles that turn Tumelo's expertise and market insight into reasons for prospects to engage
• Owning the process of producing longer pieces such as white papers and reports with our stewardship experts, and getting them in front of the right people
• Adapting tone and messaging for US and UK audiences

Driving inbound pipeline

• Supporting newsletters, email campaigns and LinkedIn activity
• Treating tumelo.com

as an inbound channel: improving how visitors become conversations and working with our web partner on what to change

Tracking engagement, identifying prospects showing meaningful interest and getting them in front of sales quickly

Making our events work harder

• Helping identify the conferences and industry events that matter most to our target market
• Securing speaking opportunities, panels and other ways for Tumelo's experts to participate
• Researching attendees and coordinating outreach before events
• Helping the sales team arrange high-value meetings around conferences and business travel
• Owning structured post-event follow-up so conversations turn into opportunities
• Attend in-person client meetings in London and occasional international travel

Supporting the sales team

• Helping prepare prospect research, presentations and meeting materials
• Supporting RFPs, DDQs and other sales processes
• Keeping target-account and pipeline information organised and up to date
• Joining prospect meetings, demonstrations and events, and over time owning early-stage opportunities yourself

You will be measured on high-quality pipeline generation rather than activity for its own sake: new contacts created in priority accounts and markets; qualified meetings generated; qualified pipeline created; engagement across priority target accounts; event, conference and speaking opportunities secured; and how well campaigns, content and events convert into sales conversations.

Desirable experience

These are desirable rather than essential criteria. We welcome applications from people who may not have all the listed criteria but who are willing to learn by doing. You do not need to arrive as an
expert in stewardship, but this is not a first job: we are looking for someone who has done B2B pipeline generation before and wants to own it.

• You have around three to six years' experience in B2B demand generation, sales development, growth marketing or a similar pipeline-building role, ideally in SaaS or financial services
• You have run outbound campaigns and booked meetings with senior people at large organisations, and can show what worked
• You are confident communicating with senior professionals
• You enjoy researching companies and understanding what makes people buy
• You write well: concise, thoughtful and personalised, in plain English
• You are organised and able to run several campaigns, events and priorities at once
• You are persistent and comfortable with the rejection that comes with new-business sales
• You take ownership rather than waiting to be given every next step
• You are comfortable working in a fast-moving scale-up where priorities can change quickly
• You are comfortable with HubSpot or a similar CRM and with the tools of modern outbound, and you use data to decide what to do next
• You know the US institutional investment market, or have sold or marketed to US organisations

Where this role can go

You will be the person who owns how Tumelo generates demand, working directly with our sales leads, our co-founders and some of the world's largest institutional investors. As the pipeline grows, so can the role: towards a broader marketing remit covering content, media relations, events and how we present ourselves to the market, or towards enterprise sales and partnerships, depending on your strengths and interests.

We are trying to build a team that can conquer every challenge, speak every language, and understand every user. We have an ambitious mission to change the world so we hope to lead by example with a diverse and inclusive team that reflects the world we want to see. For the time being, you must have the right to work in the UK.

What we offer

We're incredibly passionate about Tumelo's culture and ways of working. We have an amazing team who care deeply about our mission. We value team well-being and strive to build a safe, healthy environment where people can bring their whole selves to work.

• Competitive salary: up to £xxk, dependent on experience
• Private health insurance via Equipsme, including 24/7 private GP access, dental, optical, and mental health support
• Generous company share scheme. We are all owners of Tumelo and beneficiaries of our collective success
• Great maternity and paternity policies. For maternity leave, Tumelo offers the first 26 weeks at 100% pay, followed by Standard Maternity Pay thereafter. For paternity leave, Tumelo offers six weeks at 100% pay
• Work from home budget, to get you everything you need to work comfortably from home
• 5% employer pension contribution
• £50 per month wellness budget. Pick the benefit that works for you, whether that's a gym membership, a regular massage, career coaching or a delivery of healthy food
• 33 days holiday, including bank holidays, which you can take at your discretion. You'll get an extra day when you've been with us for three years, and another after four
• Flexible hours. We commit to being available to each other on Slack and email between 10am and 3pm Monday to Friday, but outside of these hours you can work whenever you feel most productive. For this role, that will include some regular overlap with US East Coast hours
• Tumfests. The team gathers for a full day at least once per month in Bristol or an off-site location, with travel costs covered
• Hybrid working. We ask team members to come in at least two days per week

Working here, you'll grow more than you would anywhere else. You will join a team who will appreciate you every day and your contributions will genuinely change our business' future.

Recruitment Process

We operate a three-stage interview process:

• Stage one: covering your thoughts on working culture, work history and some technical questions
• Stage two: in-person interview involving a task related to the role, for example planning a campaign into a set of US target accounts and drafting the first outreach
• Stage three: meet one of our co-founders