Responsibilities

• Develop and execute customized marketing plans for top-tier clients to drive engagement, expansion and retention.
• Own the ABM strategy in partnership with Sales leadership and Revenue Operations.
• Segment the total addressable market by ICP persona (GC/CLO, VP Legal Ops, CISO, CPO) and develop account-level plays for each.
• Build and maintain a tiered account list (1:1, 1:few, 1:many) aligned to Exterro's revenue targets and expansion pipeline. Own the activities tied to 1:1 and 1:few.
• Define ABM KPIs and reporting cadence; own the ABM dashboard presented to senior leadership.
• Design and execute tailored, multi-channel ABM campaigns across email, LinkedIn, paid display, direct mail, content syndication, and events.
• Work with content and product marketing to develop account-specific assets — executive briefs, ROI calculators, risk benchmarks — tailored to GC, CISO, and CPO personas.
• Manage ABM program delivery end-to-end: brief, build, launch, measure, optimise.
• Partner with the BDR and AE teams to orchestrate outbound sequences that complement digital programs.
• Own and optimise the ABM technology stack — 6sense, Salesforce, Salesforce Marketing (formerly Pardot), LinkedIn Campaign Manager, and intent data tools.

Requirements

• 8–12 years of B2B marketing experience, with at least 3 years in a dedicated ABM or major account marketing role.
• Proven track record running ABM programs that increased account engagement, influenced enterprise pipeline — you can show the numbers.
• Experience selling into or marketing to legal, compliance, privacy, or security buyers in North America is stronglypreferred.
• Hands-on proficiency with ABM platforms (6sense, Demandbase, or equivalent) and CRM (Salesforce).
• Strong understanding of the enterprise buying committee — you know that a $500K legal tech deal involves GC, CFO, CISO, and CIO, and you build programs accordingly.
• Excellent written and verbal communication in English — you can write an executive brief that a GC would actually read.
• Experience collaborating with US-based Sales and Marketing teams across time zones.
• Experience supporting field events and executive roundtables as part of an ABM motion.
• Experience with intent data platforms (Bombora, G2 Buyer Intent) and account scoring models.
• Proven ability to manage multiple projects, timelines, and budgets simultaneously

Preferred

• Familiarity with legal technology, eDiscovery, privacy compliance, or data governance markets.
• Knowledge of key regulatory drivers relevant to Exterro's market: EU AI Act, GDPR, CCPA, US state privacy laws.
• Comfort presenting ABM program results to VP/C-suite stakeholders.

Benefits

• comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.