Responsibilities

• Own the target account shortlist. Define what a strong prospective account looks like, using firmographic, intent, and other signals alongside the markers of AI readiness we've seen in customers like Samsung, Zscaler, and News Corp. Assemble the named account list, make the case for it, prune it, and re-rank it as evidence arrives. Know every account on it well enough to explain why it's there and what it will take to earn it.
• Design account-level strategies. For priority accounts, map multi-touch plays that identify the buying committee, sequence the right content and channels, and create genuine reasons for benefits leaders to engage. A play for Goldman Sachs looks nothing like a play for a regional health system, and you'll treat them that way.
• Run account-based plays end to end. Assemble and execute the full stack: 1:1 messaging for priority accounts, 1:few content for lookalike clusters, intent-triggered sales and SDR activation sequences, and the surround-sound LinkedIn layer that keeps Avante present while the committee deliberates. LinkedIn Campaign Manager should feel like home, though the design of the play is what opens the account.
• Work closely with field and experiential marketing. Our field and experiential marketer owns events start to finish: designing the experience, filling the room, and converting the leads those events generate into pipeline. You're their closest collaborator, so your job is the account lens and the demand layer around the work. You decide which named accounts deserve a field moment and what it has to accomplish, and you keep the LinkedIn air cover warming those accounts before and after one. Where the two of you overlap, and on named accounts you will, you align on priorities and sequencing so the events and your plays move the same accounts forward.
• Coordinate with partner marketing on shared accounts. Our partner marketing lead owns broker ecosystem activation. Where a target account's path runs through a broker relationship, you'll align plays and sequencing with them, while keeping clear ownership of direct demand.
• Support sales on selection and progression. Align with sales leadership on account tiers, engagement plans, and handoffs. Equip SDRs and AEs with the messaging and triggers that make their outbound land. Sit in pipeline reviews, and when an account stalls, own the diagnosis and the next move.
• Measure what matters. Define the account-based scoreboard: engagement, penetration, velocity, and pipeline within named accounts rather than raw lead volume, plus the contribution our field and webinar programs make to that pipeline. Partner with our RevOps leader, who owns the systems, to make sure the data behind that scoreboard is instrumented and honest.
• Design the agents that scale this function. Account research, continuous signal monitoring, buying committee mapping, message variant generation, campaign QA. Anything that would otherwise cap our account list at what one person can track is yours to automate. The goal is depth and volume at once: committee-specific messaging at a scale manual work can't reach. You'll write the spec and make the case, and GTM engineering will help you build it.
• Own what ships. Everything that goes out with your name on it is yours to review, refine, and stand behind, no matter who or what helped produce it. We'll ask where you disagreed with the model and how you checked. When you build something that works, bring it to the rest of the GTM team so the advantage compounds.
• Adapt as we grow. The shortlist, the plays, and the toolset will all evolve as Avante scales. You should expect your scope to shift and expand, and you should welcome that.

Requirements

• 8+ years in B2B demand generation, with at least 3 years running account-based programs against enterprise targets
• Demonstrated experience building custom agents or automations that you designed and shipped yourself, with specifics you can walk us through: what the agent did, what it replaced, what broke, and what you rebuilt
• Judgment about where AI belongs in a demand engine and where it does not, including the personalization and quality thresholds you hold before something reaches a Fortune 2000 buyer
• A track record of building and converting named account lists, with results you can speak to in pipeline and revenue terms, not MQLs
• Experience running integrated demand programs end to end, including the audience-building, promotion, and follow-up engine behind events, executive dinners, and webinars, not only 1:1 and 1:few ABM
• Experience selling into large, complex buying committees (Fortune 2000 or equivalent), ideally with long sales cycles
• Hands-on fluency running LinkedIn ABM campaigns yourself (matched audiences, account list targeting, budget management), plus HubSpot and ABM/intent platforms (6sense, Demandbase, Clay, or similar). You direct creative; you don't outsource execution.
• Strength as both strategist and operator: comfortable setting account strategy in the morning and building the campaign that executes it in the afternoon
• A collaborative operating style suited to a team of specialist peers, where influence and clear ownership lines matter more than direct authority
• A tight working relationship with sales as your operating default, including shared account plans and shared accountability

Preferred

• Experience operating alongside partner-led or channel-influenced GTM motions
• Familiarity with benefits, healthcare, or HR tech buyers
• Experience marketing AI products to enterprise buyers
• A history of standing up account scoring or intent-signal programs from scratch