About Lumen EnergyLumen Energy is the modern solar broker for the nation's largest commercial real estate owners. We partner with leading owners to turn underutilized rooftops into profitable solar revenue — delivering investment-grade analysis powered by our proprietary Lux Engine, securing transparent competition among top developers, and providing white-glove service throughout. Owners unlock predictable ancillary income, advance sustainability and resiliency goals, and scale solar across their portfolios without distraction from their core business.We work with leading institutional CRE customers including Nuveen, KKR, and J.P. Morgan Asset Management, and we're backed by Lowercarbon Capital and Designer Fund. The team comes from Stripe, Google X, Arcadia, and Siemens, united by a mission to power the built world with profitable clean energy.The RoleWe're looking for a B2B GTM Manager to own top-of-funnel: turn institutional CRE owner prospects in our target markets into booked meetings and engaged pipeline. Operator first, manager second — build the playbook, run the plays, measure everything, then scale what's working.You'll be the resident expert on our Ideal Customer Profile (ICP) — institutional commercial real estate owners — and the person accountable for filling the pipeline with qualified opportunities. You'll own the full funnel from first cold touch to qualified meeting, working closely with Sales to ensure alignment and impact.What You’ll OwnA quarterly target for qualified meetings booked and pipeline sourced into ICP accounts.Lumen's outbound engine, end-to-end — list building, sequencing, copy, send, iterate. Cold calling included: define the scripts, make calls yourself, and set up AEs to make them as well.The campaign calendar — briefs, creative, audience targeting, launch, optimization, post-mortems.Account-Based Marketing programs for tier-1 institutional prospects — multi-channel, multi-touch, measurably tied to pipeline.The marketing tech stack — HubSpot ownership for campaign execution, lead scoring, attribution, and pipeline reporting; sequencer, enrichment, intent data, and ABM tooling.AI-assisted SDR (AISDR) programs — execute and optimize for scalable outreach where it can extend the team's reach without diluting message quality.The measurement stack — channel ROI, cost per meeting, cost per opportunity, conversion rates by stage and segment. A weekly scorecard everyone reads.Where you'll be a critical collaboratorWith Sales (Operations and Account Executives): Run tight feedback loops on outbound campaigns, lead routing, handoff SLAs, meeting quality scoring, and message-market fit signal. Translate market insights and campaign learnings into actionable sales intelligence. Partner on sales enablement materials — marketing owns the artifact; you bring the messaging and the data.With Marketing leadership: Plan and execute multi-channel top-funnel programs across outbound email, LinkedIn, paid search and social, events and conferences, webinars, partnerships, content syndication, and ABM. Test relentlessly — new channels, new lists, new ICP cuts, new offers. Manage outside vendors, agencies, and contractors; bring work in-house when it's cheaper or better. Partner on positioning, ICP definition, and territory strategy as the funnel teaches us what resonates.About you~5–7 years in B2B growth, lead gen, GTM, ABM, or sales development with demonstrated growth and increasing scope of responsibilityOperator first: you write the email, build the list, set up the sequence, run the ads, pull the report. Manager second: you can hire, brief, and direct help once volume demands it.Comfortable selling to sophisticated institutional buyers — long sales cycles, multiple stakeholders, complex products. CRE, climate tech, proptech, financial services, or B2B SaaS backgrounds are most relevant.Numbers-native: lives in a dashboard, makes decisions from data, can build the dashboard if it doesn't exist.Expert-level CRM proficiency: we use HubSpot but any comparable marketing automation platform will translate; familiarity with AI-powered SDR tools and modern outbound stacks.Strong written instinct: outbound copy, ad copy, landing pages, sales enablement.High agency: you are self-directed and comfortable setting your own priorities to drive outcomesResourceful with a budget but rigorous with attribution.Nice to haveDeep knowledge of commercial real estate, particularly institutional owners and operators.Experience standing up an ABM program from scratch in an early-stage or high-growth environment.Background in cold calling and outbound sales development as well as marketing.Working knowledge of Hubspot, data enrichment tools, and attribution platforms.Why LumenWork that matters — every rooftop we convert accelerates decarbonization at scale.High ownership, early on — you'll have real impact from day one, not years from now.A team that moves fast and values clear thinking over politics or hierarchy.Competitive salary, benefits, and equity participation.A culture that embraces technology, including AI — we use new tools actively and encourage you to do the same.Room to grow — we promote from within and invest in the development of our team.Compensation & BenefitsSalary Range: $110,000 - $145,000 base salary; variable performance-based bonusFinal compensation will be determined based on experience, skills, and geographic locationBenefits include:Comprehensive health, dental, and vision insurance401(k) planFlexible PTORemote work flexibilityProfessional development budgetEquipment and home office stipendMission-driven work accelerating the clean energy transitionHow to applySend a resume and a brief note about why you're excited about this role. We're especially interested in:An ABM or demand-gen program you've built from scratch and the pipeline impact it producedYour experience with commercial real estate or a similarly complex B2B saleA campaign you ran that moved the needle, and what you learned from one that didn'tHow you think about marketing technology and the right level of investment for the stageLumen Energy is an equal opportunity employer. We celebrate diversity and are committed to building an inclusive team where every person can do their best work.
