Account Based Marketing Director, Global Enterprise

Responsibilities

• Build and own the enterprise ABM strategy across both BigCommerce and Feedonomics, from account selection through pipeline handoff
• Develop account tiering models (Tier 1/2/3) and personalized engagement plays for named target accounts
• Design and execute multi-channel campaigns — digital, direct mail, events, programmatic, and social — tailored to specific accounts and buying committees, not generic segments
• Personally drive new-logo account penetration, using research, personalization, and persistence to open doors at accounts that matter most
• Partner with our global teams for cross functional delivery where it plays
• Own a pipeline and revenue target for the enterprise segment across both brands
• Build and maintain pipeline attribution reporting (influenced, sourced, and accelerated) tied directly to segment revenue goals
• Report regularly on program performance, account engagement, and pipeline velocity — and adjust strategy quickly based on what the data shows
• Partner closely with Sales to align on target account lists, buying committee mapping, and account-level engagement strategy
• Work with Product Marketing to ensure ABM plays are backed by persona- and industry-specific messaging, content, and battle cards

Requirements

• 10+ years of B2B marketing experience, with significant time spent building and personally running account-based marketing programs (not just supporting or overseeing one)
• Proven experience owning a pipeline or revenue number and being accountable for it
• Demonstrated ability to build account tiering models, engagement plays, and pipeline attribution frameworks from the ground up
• Hands-on experience with ABM and sales intelligence tooling — platforms like 6sense, Demandbase, ZoomInfo, Clay, LinkedIn Matched Audiences, and intent-signal tools (G2, Bombora); CRM proficiency (Salesforce preferred)
• A track record of personally opening new enterprise accounts — you know how to research, personalize, and persist until a target account engages
• A natural storyteller — you can turn account insight into a narrative that moves a buying committee, not just a single stakeholder
• Exceptional cross-functional collaboration skills, especially briefing and partnering with creative and shared-services teams to move fast without sacrificing quality
• Nimble and adaptable — comfortable adjusting strategy in real time based on account signals, pipeline data, or sales feedback
• Experience marketing to enterprise ecommerce or B2B SaaS buyers strongly preferred; familiarity with complex, multi-stakeholder buying committees
• Strong analytical instincts — equally comfortable building a pipeline attribution model and writing account-specific copy

Preferred

• Familiarity with complex, multi-stakeholder buying committees