Responsibilities

• Owns the ABM target account universe across Life Sciences — from initial TAM scoping down to a prioritized set of 40–50 critical accounts for one-to-one and one-to-few engagement
• Builds and maintains account scoring framework covering strategic fit, revenue opportunity, growth potential, and engagement signals — ensuring resources focus on accounts with highest expansion potential
• Maps full stakeholder landscape within each named account: economic buyers, influencers, end users, and new personas for cross-sell (e.g. CMOs, Chief Data/Insights Officers, Regulatory Affairs leaders)
• Critically: plans ABM programs 18–24 months ahead of anticipated decision or renewal cycles
• Designs and executes integrated one-to-one programs for highest-value named accounts with fully customized messaging, outreach sequences, and content
• Develops one-to-few cluster programs for accounts with shared vertical characteristics (e.g. pharma companies with active COA or drug development mandates)
• Builds always-on account engagement programs — replacing reactive, event-triggered outreach with sustained multi-channel presence across email, LinkedIn, direct outreach, events, and content
• Ensures all account communications maps explicitly to the account's known business priorities, messaging must be outcome-led (e.g. drug approval speed, trial cost reduction, research ROI)
• Integrates events into ABM journeys as touchpoints — with pre/during/post event sequences
• Works in tight daily alignment with commercial sales team — attends pipeline reviews, contributes to account planning sessions, and co-owns account expansion targets