Demand Generation & ABM Lead
Afresh · San Francisco, CA, United States ·
- Work mode
- Hybrid
- Seniority
- Lead
- Employment
- Full time
- Category
- Marketing
- Experience
- 6+ years
Afresh, the AI platform for grocery, began by tackling the most complex problem in the industry: fresh, and has evolved into the core AI platform for grocers.
By leveraging proprietary AI designed for high-volatility environments, we empower partners like Albertsons, Meijer, and Wakefern to drive smarter decisions across their entire enterprise.
Following record-breaking 70% revenue growth in 2025, we have scaled to 6 enterprise-grade solutions, with solutions live in over 10% of the U.S. grocery market. Our platform now orchestrates billions of decisions from the store floor to the distribution center and prevented over 200 million pounds of food waste last year alone.
If you're looking for a role where your work directly translates into massive scale and social good, and you want to be part of the team that defines how the world eats, there is no better time to join us.
About the Role
We're seeking an Agentic ABM & Demand Gen Lead to build how Afresh identifies, engages, and converts our highest-value accounts.
Afresh sells to a defined set of enterprise grocery retailers, so demand generation here is about precision, not volume. You'll own an AI-native, account-based demand engine that combines account intelligence, buying signals, personalization, and coordinated multi-channel activation to reach the right buyers at the right moment.
This is a strategic and hands-on role. You'll help define our ABM and demand strategy, build agentic workflows that make our programs smarter and more scalable, and partner closely with Sales to turn account engagement into a pipeline. You'll have the autonomy to experiment with emerging AI tools, inform investment decisions, and build repeatable systems around what works.
Reporting to the Head of Marketing, you'll partner closely with Sales, RevOps, and Product Marketing. This role is based out of our San Francisco headquarters where you’ll typically be expected to work out of the office at least 2 days per week on Tuesdays and Thursdays (hybrid office structure). Expect approximately 5% travel for key industry events and field activations.
What You'll Do
Build Our Agentic ABM Engine
- Own Afresh's account-based strategy across our defined universe of enterprise grocery retailers, including account tiers, plays, campaigns, and pipeline goals
- Build agentic workflows that automate account research, signal detection, personalization, campaign activation, and seller follow-up
- Combine intent, engagement, CRM, firmographic, and market signals to identify where buying opportunities are emerging
- Create scalable 1:1, 1:few, and broader ABM programs tailored to accounts, personas, and buying committees
- Continuously test AI tools, agents, data sources, and workflows — and operationalize what works
Own Demand Generation
- Set and execute strategy across ABM/ABX, paid media, email and lifecycle, webinars, content distribution, and integrated campaigns
- Inform investment and prioritization decisions based on account engagement, pipeline impact, and business needs
- Build programs across the full funnel, using account signals and buying stage to determine how and when we engage
- Partner with Product Marketing to turn positioning, customer stories, and thought leadership into high-impact campaigns
- Maintain hands-on ownership of campaign execution and experimentation in our core platforms
Partner With Sales
- Build coordinated Marketing + Sales plays for priority accounts and buying committees
- Turn marketing signals into actionable seller intelligence: who is engaging, why it matters, and what to do next
- Create automated workflows for seller alerts, recommended actions, personalized outreach inputs, and account follow-up
- Establish feedback loops with Sales to continuously improve targeting, messaging, and account strategy
Measure & Optimize
- Evolve our marketing stack with RevOps, with a focus on AI, automation, enrichment, intent, and account intelligence
- Define account signals, scoring, and qualification logic
- Build reporting that connects marketing activity to account engagement, opportunities, pipeline progression, and revenue
- Establish a rigorous experimentation practice — scaling what works and quickly retiring what doesn't
Who You Are
- 6-10 years of demand generation, ABM, growth, or marketing operations experience in enterprise B2B SaaS, ideally in a named-account market with enterprise contracts >$1M ARR
- Proven experience building sophisticated ABM programs that connect account intelligence, personalization, multi-channel engagement, and Sales activation
- AI-native and hands-on — you've personally built or implemented AI-powered workflows, agents, and automations in marketing
- Strong understanding of B2B intent, enrichment, CRM, web engagement, paid media, and first-party behavioral data
- Hands-on experience with platforms such as HubSpot, Salesforce, LinkedIn, and Google, plus ABM, intent, enrichment, or automation tools
- Experience shaping channel strategy and informing investment decisions based on pipeline impact
- Strong analytical skills and a track record of connecting marketing activity to pipeline and revenue
- Strong writer with good judgment around messaging, personalization, and campaign creative
Skills & Attributes
- Systems thinker and builder — connects data, signals, content, channels, technology, and sellers into a cohesive demand engine
- AI-native operator — experiments quickly and knows where AI and automation create real leverage
- Account obsessed — optimizes for relevance and account progression rather than lead volume
- Strategic and hands-on — can set the strategy, defend it with data, and get into the tools to execute
- Experimentation minded — tests quickly, learns from results, scales winners, and kills what isn't working
- Excellent cross-functional partner — especially with Sales, RevOps, and Product Marketing
This is a hybrid role based in the San Francisco office (2 days/week).
Salary: $158,400 – $237,600 OTE (Includes a base salary plus a 10% target variable bonus)
At Afresh, our mission to eliminate food waste starts with investing in our people. We provide a comprehensive support system designed to help you do your best work while maintaining a healthy, balanced life.
- Comprehensive Health & Wellness: Comprehensive medical, dental, and vision coverage for you and your family, with the majority of premiums covered by Afresh. We also provide dedicated mental health support and counseling services.
- Invested in Your Future: Competitive base salary, meaningful equity (U.S. employees), and a 401(k) program with a generous company match.
- Flexible & Modern Workspace: Whether you work from home or a local office, we support your setup with a home office stipend and "Coworking Wallets" for flexible workspace access.
- Growth-Obsessed Culture: We believe in continuous learning. Every employee receives an annual professional development budget to master new skills and grow their career at Afresh.
- Holistic Monthly Stipends: Beyond your paycheck, we provide monthly stipends for "Betterment" (wellness/lifestyle) and telecommunications to ensure you have what you need to thrive.
- Time to Recharge: Flexible paid time off to take the time you need to recharge.
About Afresh
Founded in 2017, Afresh is using AI to tackle the #1 solution to curb climate change: reducing food waste. By building AI specifically for the intricacies of grocery—from the fresh perimeter to the center store—we help grocers minimize waste and maximize sales.
Afresh sits at an incredible intersection of positive social impact, rocket ship financial growth, and cutting-edge technology. Our best-in-class AI research has been published in top journals, including ICML, and our investors include Al Gore’s Just Climate, former Whole Foods Market CEO Walter Robb, and Eric Schmidt's Innovation Endeavors.
Grocery is the past, present, and future of our food system – the waste we create today will impact our planet for years to come. Join us as we continue to build a vibrant, diverse, and inclusive team that embodies our company’s values of proactivity, kindness, candor, and humility.
Afresh provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity/expression, marital status, pregnancy or related condition, or any other basis protected by law.
Here at Afresh, many of our employees work remotely provided that they reside in one of the following states: AL, AR, CA, CO, FL, GA, IL, KY, MA, MI, MT, MO, NV, NJ, NY, NC, OR, PA, TX, WA, UT, VA, WI.