The Account-Based Marketing (ABM) Manager is responsible for standing up and scaling a foundational ABM program focused on driving engagement, pipeline creation, and revenue progression within strategic target accounts. This role will define the ABM framework, operationalize target account processes across systems, and launch sales-aligned, multi-channel plays that advance buying groups through the funnel.
The ABM Manager partners cross-functionally—inside and outside the Marketing team—to align strategy, execution, and measurement for ABM success. This role is accountable for performance reporting, insights, and continuous optimization across target account segments and ABM plays.
All activities must be in compliance with Equal Employment Opportunity laws, HIPAA, ERISA and other regulations, as appropriate.
Essential Functions
Define ABM strategy and program architecture (e.g., tiering, prioritization criteria, governance, engagement stages, and measurement), creating a repeatable framework that can scale across specialties and segments.
Establish and maintain a target account management process in Salesforce (e.g., account identification/flagging, segmentation, buying group mapping support, and governance) and ensure target segments can be activated in marketing automation and ABM platforms.
Create and run ABM operating rhythms (weekly/monthly cadences), intake/brief requirements, and cross-functional workflows that enable consistent execution and fast iteration.
Launch and optimize sales-aligned, multi-channel ABM plays (pilot → refine → scale) across target account lists/specialties to drive engagement, pipeline creation, and opportunity progression.
Partner with Sales/BDR leadership to define target account objectives, buying group hypotheses, outreach orchestration, and SLAs; integrate marketing touches with BDR/sales sequences to improve conversion across stages.
Develop account insights and reporting (engagement, coverage, pipeline, and revenue influence), and use test-and-learn experimentation to continuously improve ABM plays, messaging, and channel mix.
Collaborate with Product Marketing, Content/Creative, Events, Sales Enablement, and Client Success to align account messaging, assets, and experiences to priority specialties and target accounts.
Carry out additional responsibilities as assigned based on business need.
Minimum Requirements
5+ years of B2B marketing experience with at least 3+ years in account-based marketing ABM supporting pipeline and revenue goals
Demonstrated experience designing and executing sales-aligned, multi-channel programs for named accounts or defined account segments (e.g., email, paid media, web personalization, events/webinars, direct mail, and partner channels)
Experience with ABM and intent platforms (e.g., Demandbase, 6sense, Terminus), web personalization, and/or account analytics/engagement reporting
Strong working knowledge of Salesforce (or similar CRM) and marketing automation; ability to operationalize target account lists/segments, governance, and reporting across systems
Experience using data and insights to develop a POV on program performance (sharing “what happened” and “what next”), including engagement and pipeline metrics
Strong cross-functional collaboration skills; ability to influence without direct authority and build durable relationships with Sales, BDRs, Marketing Ops, and Product Marketing
Strong verbal and written communication skills to translate strategy, process, and performance insights for audiences across functions and levels
Strategic thinker with strong program/project management skills and attention to detail
Experience with account planning, buying group/role-based messaging, and content strategy for complex B2B buying committees
Generous annual bonus opportunity
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