Responsibilities

• ABM strategy & program design
• Own the ABM strategy and operating model to drive engagement and revenue outcomes across strategic accounts.
• Define account tiering, coverage requirements, and engagement frameworks through analysis, market research, and collaboration with marketing, sales, and customer success teams.
• Design highly personalized plans for top-tier accounts that include custom content, executive-level plays, and tailored experiences.
• Conduct account and contact-level research to create personalized messaging and content strategies to maximize engagement and conversion rates.
• Create clear and creative ABM program briefs that channel teams can execute against (audience, message, offer, CTA, success metrics).
• Cross-functional orchestration:
• Work closely with Product Marketing to define account-level messaging and value props.
• Partner with Field & Events Marketing to integrate the ABM strategy into global event plans.
• Align with Sales/BDRs to ensure account and contact-level plays are integrated into account planning and outbound playbooks.
• Work across functions to continuously optimize creative, messaging, content, and channel mix based on performance and insights.
• Act as a strategic advisor to sales and executive leadership, providing data-driven insights on account health and trends across strategic accounts.
• Measurement & reporting:
• Define testing standards: hypotheses, sample sizes where feasible, success metrics, and decision rules for scaling.
• Maintain a library of what’s working (by persona/vertical/stage) and formalize learnings into playbooks.
• Partner closely with marketing operations to optimize tooling and reporting to track account engagement and ROI.
• Build dashboards and reporting cadences to track account engagement health and pipeline impact.
• Produce monthly/quarterly executive reporting on performance, insights, and recommended shifts in strategy or investment.

Requirements

• 10–12+ years in B2B marketing, with 4–6+ years in ABM strategy/program leadership (enterprise SaaS preferred).
• Proven success designing ABM programs that support $100K+ ACV enterprise sales motions.
• Deep experience with segmentation/tiering, persona strategy, buying groups, and journey-based plays.
• Strong analytical and reporting capability; experience building dashboards and connecting programs to pipeline outcomes.
• Demonstrated ability to lead through influence in highly matrixed orgs.
• Proficiency with ABM and marketing ops tooling (e.g., 6sense/Demandbase/Salesforce, Marketo/HubSpot; BI tools a plus).

Preferred

Benefits

• comprehensive package of benefits including medical, dental and vision benefits; life insurance; short term and long-term disability; 401(k) retirement plan; and vacation and sick leave.