Responsibilities

• ABM Strategy & Account Orchestration
• Strategic Campaigns: Lead the design and execution of multi-touch, multi-channel ABM programs (1:1 and 1:few) targeting "must-win" strategic accounts.
• Journey Optimization: Develop a deep understanding of the database buyer journey and product positioning to optimize conversion rates at every stage of the funnel.
• Vertical Personalization: Build AI-driven account experiences segmented by solution, region, and industry (e.g., Public Sector, Healthcare, Finance) to accelerate opportunity creation.
• Sales Alignment: Partner closely with the sales organization to provide account-specific research, contact discovery, and tailored prospecting sequences that ensure a unified outbound motion.
• Omni-Channel Deployment: Orchestrate the delivery of campaigns across a sophisticated mix of paid media, social selling (LinkedIn Sales Navigator), automated email sequences, SMS, gifting, and AI chatbots to ensure 360-degree account coverage.
• Sales Play Architecture & Outbound Execution
• Business-Led Play Development: Proactively identify, design, and launch new outbound sales plays mapped directly to the Database BU’s quarterly priorities, regional sales targets, and competitive market shifts.
• Revenue Acceleration: Architect targeted "Speed-to-Lead" and "Deal-Expansion" plays specifically engineered to shorten the sales cycle and increase average deal size (ARR).
• Sales Play Management: Deploy, scale, and adapt global evergreen sales plays, leveraging real-time performance analytics to refine outreach tactics to maximize discovery meeting conversion rates and pipeline velocity
• AI Orchestration & Automation: Partner with Marketing Ops to architect and manage AI "agents" and automated workflows that handle account research, intent-based lead scoring, and hyper-personalized messaging at scale.
• Analytics & Operational Excellence
• Data-Driven Insights: Regularly "dive deep" into campaign dashboards to monitor key success metrics and pipeline impact; translate raw data into actionable strategic shifts.
• Optimization & Testing: Lead A/B testing initiatives across all outbound channels to determine messaging effectiveness and improve engagement metrics.
• Cross-Functional Liaison: Coordinate with Content, Creative, and Field Marketing teams to ensure database-specific messaging is consistently applied across all regional field activations.

Requirements

• Experience: 7+ years in B2B Marketing (SaaS preferred), with at least 3 years specifically focused on ABM/ABX and Demand Generation.
• Strategic Depth: Proven track record of driving revenue through a blend of inbound and outbound strategies within a matrixed corporate environment.
• Technical Tech Stack: Proficiency with the SolarWinds ABM toolkit: 6sense, Outreach, Mutiny, Qualified, and LinkedIn Sales Navigator.
• AI Fluency: Hands-on experience leveraging Generative AI workflows (automation, routing, and scoring) to scale marketing efforts.
• Communication: Exceptional ability to collaborate with and report results to senior leadership and cross-functional partners.
• Attributes: Maniacal attention to detail, a resourceful "get-it-done" orientation, and an enthusiastic curiosity for emerging marketing technologies.