ABM Marketing Lead

Responsibilities

• ABM strategy and hands-on execution: Set Rec's account-based marketing strategy and run it day to day. Build the target account lists, plays, systems, and operating cadence needed to turn account engagement into qualified pipeline.
• Account selection and tiering: Partner with Sales leadership to define the ideal customer profile, build and maintain tiered target account lists (1:1, 1:few, 1:many), and keep them current as markets, budget cycles, and contract renewals shift.
• Buying committee mapping and account intelligence: Map the decision makers and influencers at priority accounts, from department directors and recreation managers to city IT, finance, procurement, and elected officials. Track contract renewal dates, budget calendars, RFP activity, and intent signals so Rec engages before buying processes begin.
• Orchestrated account plays: Design and run coordinated, multi-channel plays across targeted paid media, personalized email and direct mail, executive outreach, regional and industry events, field marketing, customer reference programs, and peer-to-peer introductions. Coordinate every touch with Sales and SDRs so accounts experience one consistent motion.
• Events, community, and market presence: Own Rec's presence at state and national Parks and Rec association conferences and private-rec industry events, and build hosted dinners, roundtables, and customer-led sessions that put target accounts in the room with Rec and its partners.
• Modern ABM systems and AI workflows: Operate confidently inside HubSpot and the broader ABM stack, including intent, enrichment, and advertising tools. Use AI-enabled workflows to scale account research, personalize content and outreach, surface buying signals, and speed up sales follow-up.
• Measurement and reporting: Build reporting that shows account coverage, engagement, buying-committee penetration, meetings, pipeline, velocity, and win rate for target accounts versus the rest of the market. Ensure the data and workflows behind it are reliable enough to make decisions on.
• Budget, vendors, and team: Own the ABM budget and make disciplined tradeoffs across accounts, plays, events, vendors, and tools. Bring in contractors and agencies where they extend capacity, and build a small, high-performing ABM function over time.
• Cross-functional partnership: Partner closely with Sales, Product Marketing, Customer Experience, Product, and Executive Leadership, especially on account planning, customer references, and expansion opportunities within existing customers.

Requirements

• 5+ years of B2B SaaS marketing experience with a focus on ABM, including leadership roles in high-growth companies, with a track record of driving measurable pipeline and revenue from named accounts.
• Proven success balancing strategic thinking with hands-on execution in lean, fast-moving organizations.
• Deep experience building ABM programs end to end: account selection, tiering, buying-committee mapping, orchestrated plays, and measurement. You've personally run 1:1 and 1:few programs and can point to specific accounts you helped open and close.
• Experience with long, high-consideration sales cycles where marketing works hand in hand with Sales to influence complex buying processes. Public sector, government, or education (SLED) experience is a strong plus.
• Hands-on proficiency with HubSpot or similar marketing automation / CRM systems, plus experience with ABM, intent, and enrichment tools. Strong curiosity for AI-powered GTM technologies across account research, personalization, and signal detection.
• Strong understanding of account-level measurement, attribution, budgeting, and ROI analysis.
• Exceptional written and verbal communication skills, with the ability to influence executives and cross-functional partners, and to earn the trust of sellers.

Preferred

• Experience with AI-enabled workflows to scale account research, personalize content and outreach, surface buying signals, and speed up sales follow-up.

Benefits

• Flexible PTO, top-tier health/dental/vision, and a 401(k) plan to support your future.