Responsibilities

• Lead and Execute ABM Strategy: Design and manage 1:1, 1:few, and 1:many ABM programs, delivering personalized, relevant experiences through integrated email, paid media, direct mail, and content.
• Collaborate with sector marketing, sales, and customer success to prioritize target accounts, define buying groups, and tailor messaging for business and government learners.
• Use Demandbase to orchestrate and measure multi-channel account journeys, complementing campaigns in Marketo and Outreach.
• Partner with content and creative teams to develop resonant assets aligned to buyer journeys and informed by predictive scoring and intent data.
• Manage budgets and timelines while continuously experimenting with ABM tactics and tools.
• Lead and analyze research projects to surface insights, inform strategies, and refine targeting and segmentation.
• Drive Collaboration and Alignment: Work hand-in-hand with sales, customer success, SDRs, and marketing operations to ensure marketing activity supports objectives such as competitive conquesting, pipeline generation, and revenue outcomes.
• Use Salesforce, Marketo, and Outreach for campaign alignment, tracking, and seamless lead/account handoffs.
• Collaborate with marketing operations to design dashboards in Tableau and/or Demandbase for ABM performance, predictive trends, and account engagement insights.
• Use Asana to create scalable project organization and visibility systems.
• Measure, Learn, and Optimize: Continuously refine targeting strategies for business alignment.
• Define and track KPIs for engagement, pipeline influence, and revenue contribution from ABM programs.
• Collaborate with Revenue Ops on KPIs connecting ABM influence to pipeline velocity, opportunity conversion, and customer expansion.
• Use data insights to enhance segmentation, messaging, and tactics — driving continuous improvement.
• Share best practices and learnings to elevate ABM strategy across the organization.