Lemongrass
Digital Demand Specialist
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About Lemongrass
Lemongrass is a global SAP-focused Cloud services provider helping some of the world’s most recognized Enterprises modernize and transform their SAP environments. We combine deep technical expertise with automation, innovation, and AI to deliver meaningful business outcomes.
Our work spans SAP Cloud migrations, managed services, SAP Business Technology Platform (BTP), Business Data Cloud (BDC), and AI-enabled solutions. We help customers build clean core strategies, intelligent data foundations, and scalable Cloud operations across AWS, Microsoft Azure, Google Cloud Platform, and SAP Cloud ERP.
Founded in 2010, Lemongrass has grown into a trusted partner to SAP, AWS, Microsoft, and Google, earning top-tier partner designations along the way including SAP Gold Partner, Premier AWS Partner, Microsoft Gold Partner, and Google Cloud Partner. Our teams operate across the Americas, EMEA, and APAC, collaborating to solve complex challenges for global Enterprises.
At Lemongrass, you’ll work alongside Cloud architects, engineers, and innovators who are shaping the future of SAP in the Cloud—within a culture that values ownership, curiosity, collaboration, and continuous growth.
Job Details and Responsibilities
We are looking for a Digital Demand Specialist to sit within the Sales organization and help turn our commercial priorities into customer engagement and qualified pipeline.
This is not a traditional marketing role or a high-volume SDR position – it is a specialist demand generation engine. Sales defines the priority accounts, commercial plays, customer problems, target personas, and outcomes we want to pursue. Marketing provides the content, digital assets, campaign infrastructure, and engagement insights. Strategic Partner Initiatives helps orchestrate SAP, Microsoft, AWS, and other ecosystem relationships.
Your role is to execute. You will activate multi sequenced targeted digital demand campaigns on behalf of regional Sales, identify and engage the right stakeholders, act on buying signals, leverage the partner ecosystem, secure qualified meetings, and help convert those meetings into real sales opportunities. The objective is simple: create more high-quality at-bats for our sellers and convert focused commercial campaigns into measurable pipeline.
What You Will Do
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Execute Sales-Defined Demand Plays
- Work with Regional Sales Leaders and Account Executives to execute campaigns against clearly defined priority accounts and whitespace.
- Understand the customer problem, commercial hypothesis, target personas, Lemongrass offer, partner angle, and desired conversion outcome behind each campaign.
- Build and execute coordinated outreach across email, LinkedIn, phone, social, events, and other digital channels.
- Personalize engagement based on the account, industry, persona, SAP environment, and relevant customer trigger.
- Maintain disciplined outreach and follow-up against agreed priority plays.
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Turn Digital Engagement into Sales Conversations
- Work from Marketing-provided intent data, engagement signals, campaign responses, event activity, website interactions, and other indicators of buyer interest.
- Prioritize contacts based on account fit, persona, intent, and commercial relevance.
- Respond quickly to MQLs and other identified buying signals.
- Engage target stakeholders to validate business issues, initiatives, priorities, and potential solution alignment.
- Secure high-quality meetings with the appropriate Lemongrass seller and subject matter experts.
- Ensure sellers receive meaningful context ahead of customer meetings rather than simply a calendar appointment.
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Bring the Partner Ecosystem into the Motion
- Work closely with Strategic Partner Initiatives and field alliance teams responsible for SAP, Microsoft, AWS, and other strategic partners.
- Identify the partner sellers and specialists aligned to priority target accounts and support seller-to-seller face-offs.
- Incorporate relevant partner campaigns, POVs, funding programs, market intelligence, and customer priorities into outreach.
- Coordinate customer engagement where joint Lemongrass/partner positioning can improve credibility, reach, or access.
- Help ensure partner involvement becomes a repeatable component of digital demand creation.
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Partner with Marketing to Improve Campaign Performance
- Use Marketing-developed content, POVs, thought leadership, landing pages, assessments, case studies, events, and conversion assets within campaigns.
- Provide Marketing with direct feedback from customer interactions and identify gaps in messaging, content, offers, or conversion tools.
- Help test different messaging, personas, offers, and calls to action.
- Work with Marketing to continually improve campaign conversion based on actual field results.
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Support Account-Based Demand Creation
- Research strategic and Tier 1 accounts before engagement.
- Identify key stakeholders, organizational priorities, SAP and cloud environments, competitive relationships, and relevant trigger events.
- Build stakeholder maps and multi-threaded outreach into target organizations.
- Support whitespace campaigns within existing customers as well as new-logo pursuits.
- Connect targeted account campaigns to broader Lemongrass plays including Brightfield, AI, SAP modernization, Data/BTP, cloud transformation, and managed services.
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Operate with Commercial Discipline
- Maintain accurate account, contact, campaign, source, and activity information within HubSpot and other commercial systems.
- Follow agreed lead-routing, qualification, handoff, and response SLAs.
- Ensure clear attribution of Digital Demand, Marketing, Sales, Partner, Event, and Customer-sourced opportunities while separately tracking influence.
- Work with Commercial Operations to improve data, dashboards, automation, routing, and campaign insights.
- Use data to understand what is working and adjust execution accordingly.
Qualifications
We are looking for someone who combines the persistence of a seller with the digital fluency of a modern demand-generation professional.
- 2-5 years of experience in Sales Development, Business Development, Digital Sales, Account Development, Inside Sales, or a similar B2B commercial role.
- Demonstrated ability to create meetings and pipeline through proactive customer engagement.
- Strong written and verbal communication skills.
- Ability to research enterprise accounts and identify relevant commercial triggers and decision makers.
- Confidence engaging business and technology stakeholders within large organizations.
- Experience using CRM, digital sales, prospecting, and sales-engagement platforms.
- Strong organizational discipline and the ability to execute multiple targeted campaigns simultaneously.
- A data-driven and analytical mindset and comfort using intent and engagement signals to prioritize effort.
- Ability to collaborate across Sales, Marketing, Presales, Partners, and Commercial Operations.
- Somebody who can provide robust reporting, insights and performance metrics weekly, monthly and quarterly.
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Preferred Experience
- Experience within enterprise technology, consulting, cloud, managed services, SAP, Data, or AI.
- Familiarity with SAP, Microsoft, AWS, or other technology ecosystems.
- Experience with account-based selling or ABM.
- Experience participating in partner or co-sell motions.
- Experience with tools such as HubSpot and LinkedIn Sales Navigator.
- Understanding of complex enterprise buying cycles.
What Success Looks Like
Success in this role is not defined by how many emails you send. It is defined by whether your activity creates meaningful commercial outcomes.
Measure
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Qualified meetings
- Seller-ready customer meetings created from target campaigns and buying signals.
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Conversion
- MQL-to-SAL, SAL-to-SQL, and campaign-to-meeting conversion.
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Qualified pipeline
- Opportunities and pipeline value generated or materially influenced.
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Target-account engagement
- Depth and quality of engagement across priority accounts and personas.
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Partner-enabled demand
- Meetings and opportunities where partner leverage improves access or conversion.
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Execution discipline
- Speed of follow-up, SLA adherence, quality of handoffs, CRM hygiene, and attribution.
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Revenue contribution
- Progression of created opportunities toward closed business over time.
Key Relationships
- Regional Sales Leaders
- Account Executives / Business Development Managers
- Strategic Partner Initiatives and field alliance teams
- Marketing
- Presales / Transformation Architects
- Offering and Product Management
- Commercial Operations
- SAP, Microsoft, AWS, and other strategic ecosystem partners
Why Join Lemongrass
This role is part of a broader transformation of how Lemongrass goes to market. You will not simply receive a list and be asked to make calls. You will work directly with Sales leaders, enterprise sellers, Marketing, strategic alliance leaders, and our SAP, Microsoft, AWS, and broader ecosystem to execute targeted commercial plays.
- Enterprise selling and account-based sales.
- Digital demand creation and campaign execution.
- SAP and cloud transformation, including AI-led modernization.
- Strategic partner co-selling and ecosystem orchestration.
- Executive stakeholder engagement and complex enterprise sales cycles.
For a high-performing Digital Demand Specialist, this role can provide a path toward Account Executive, Business Development, Strategic Partner, or other commercial leadership opportunities.
This position may require domestic and international travel as needed to meet business and client requirements.
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