Responsibilities

• Build and execute multi-channel ABM campaigns targeting our pre-qualified list of Enterprise and Mid-Market accounts, focusing on increasing awareness across buying centers and moving accounts through the funnel.
• Drive account engagement that enables our SDRs to book meetings with key stakeholders, open qualified opportunities, and build pipeline that converts to closed-won revenue.
• Build one-to-many campaigns with industry-specific messaging and creative that resonates with buying committees across different verticals, addressing the unique driver risk management challenges relevant to each.
• Design and manage paid media campaigns (display, LinkedIn, Facebook, etc.) targeted to specific accounts and buying center personas.
• Launch new campaign strategies from scratch when data indicates current approaches aren't delivering results.
• Launch, manage, and optimize Google PPC and LinkedIn Ads campaigns to drive demand generation alongside ABM efforts.
• Leverage HubSpot’s ABM platform to identify buyer signals, prioritize high-intent accounts, and orchestrate the right message at the right time.
• Monitor account engagement and buying signals to determine when accounts are ready to be passed to our outbound SDR team.
• Continuously test, analyze, and optimize campaigns based on performance data—pivoting quickly when something isn't working.
• Establish and track meaningful success metrics that demonstrate ABM's impact on outbound meetings booked, pipeline, opportunities, and closed-won revenue (not just traditional MQLs).
• Tell the story of campaign performance to leadership in a way that clearly connects ABM activities to business outcomes.
• Distinguish between vanity metrics and true indicators of success, focusing stakeholder reporting on what matters most.
• Meet weekly with SDRs to identify hot accounts, ensure they're being actively worked, review the status of accounts in messaging cadences, and align campaign messaging with their outreach efforts.
• Partner with Sales to gather feedback on campaign messaging and ensure our content resonates with target audiences. Meet regularly to review the performance of meetings booked and opportunities opened, using these insights to refine campaigns and targeting.
• Own all deals opened through ABM by tracking their status, identifying blockers, understanding why deals close as won or lost, and applying these learnings to continuously improve strategy.
• Collaborate with internal teams including Content Marketing for campaign copy, Marketing Operations for reporting, and third-party design partners for ad creative.
• Coordinate with our Event Manager to leverage upcoming event presence and attendee lists to better engage with ABM accounts through targeted pre-event, at-event, and post-event campaigns.
• Communicate campaign strategy, progress, and results clearly across all levels of the organization.
• Use AI tools strategically to streamline processes, analyze data more effectively, and accelerate campaign launches.