Responsibilities

• Partner with sales for the account selection model and tiering framework (T1/T2/T3) across all GTM segments (Defense & Intelligence, DIB, Federal Civilian, and Financial Services) and maintain alignment with AEs and segment pod leads
• Design and execute multi-channel ABM plays tailored by tier, persona, and buying stage, including direct mail, paid social, content syndication, and executive outreach sequences
• Lead bespoke, senior-led engagement for Tier 1 accounts (large DIB primes, Federal agencies); deploy sequenced automation for Tier 2 and Tier 3 account coverage
• Own and operate the ABM tool stack (Clay, ZoomInfo, Gong Engage, G2, LinkedIn Matched Audiences) including enrichment flows, intent-trigger sequences, and account scoring
• Partner with the Senior Director of Marketing and Product Marketing Director to ensure ABM plays are backed by persona-specific content; surface gaps and brief copy needs across battle cards, one-pagers, and segment-specific assets
• Champion CMMC compliance urgency as the primary conversion lever for DIB mid-market accounts, ensuring messaging reflects compliance-driven buying pressure
• Own ABM pipeline attribution (influenced, sourced, and accelerated) and deliver weekly and monthly reporting tied to segment ARR targets
• Define and document the handoff model between marketing-owned Tier 1 outreach and SDR-executed Tier 2/3 sequences; train SDRs on account context, messaging discipline, and CRM compliance
• Manage the ABM budget with a pipeline-to-spend lens; recommend, justify, and kill spend based on performance data without escalation
• Continuously evaluate and introduce tools, signals, and methodologies that improve account penetration, engagement velocity, and pipeline conversion