ABM & Demand Strategist Director

Responsibilities

• Design and operate a full 3-tier ABM model: 1-to-1 bespoke programs for top-tier accounts, 1-to-few vertical segment plays, and 1-to-many programmatic engagement at scale
• Build and maintain Tier 1 and Tier 2 target account lists in partnership with Sales, refreshed quarterly using intent signals, firmographic fit, and CRM engagement data
• Develop multi-threaded buying committee strategies across HR, Legal, Finance, and Ops personas within each account
• Manage bespoke account experiences including personalized landing pages, direct mail programs, executive engagement plays, and tailored content sequencing
• Own paid channel strategy and performance management in partnership with our agency partner, with accountability for Cost Per Pipeline Opportunity and Account Penetration Rate, not CPL
• Drive budget allocation decisions across search intent, intent overlay platforms (Bombora, G2), LinkedIn, and contextual media in target verticals
• Build and maintain a creative testing cadence; enforce auto-pause thresholds and reallocate spend to high-signal channels in real time
• Develop full-funnel content briefs aligned to vertical narratives and buying committee stages
• Sit in weekly Sales/RevOps pipeline reviews with a clear mandate: source and influence pipeline, not generate leads
• Establish account engagement scoring (AES) in partnership with Marketing Ops as the primary measure of program health

Requirements

• 7+ years in B2B demand generation or ABM, with at least 3 years in a senior or lead role owning a full ABM motion
• Proven experience building and running a 3-tier ABM program with measurable pipeline outcomes
• Deep familiarity with intent data platforms (Bombora, 6sense, G2, Demandbase) and how to operationalize signals into targeting decisions
• Experience managing or co-managing paid media budgets in excess of $1M annually, with hands-on involvement in channel strategy and performance management
• Track record of partnering with Sales to define ICP, build account lists, and drive aligned outbound and inbound motion
• Proficiency in MAP platforms (Marketo, HubSpot, Inflection, or equivalent) and CRM (Salesforce strongly preferred)
• Comfort operating in ambiguous, fast-moving environments with high autonomy and low hand-holding

Preferred

• Experience in Employer of Record, HR tech, workforce management, global compliance, or adjacent SaaS markets
• Familiarity with DreamData or similar multi-touch attribution tools
• Hands-on experience with account-based personalization tools or dynamic content engines
• Background in a sales-led to product-led transition environment

Benefits

• Flexible Time Off – Take the time you need to recharge.
• Parental Leave – Support for growing families.
• Health and Dental Insurance – Where applicable, to cover you and your loved ones.
• Retirement Savings + Employee Incentive Plan – Plan for the future while sharing our success.