We are building our Account-Based Marketing function from the ground up — and this is the role that defines it. As our first and founding Principal ABM Strategist, you will own the strategy, execution, and evolution of both our Strategic (1:1) and Scaled (1:few / 1:many) ABM programs across our most critical accounts and segments.
This is a high-impact individual contributor role with direct visibility to senior leadership. You won't just inherit a playbook — you'll write it. You'll sit on the Revenue Marketing Team and partner closely with Sales, Operations, Product Marketing, and Growth to build a best-in-class ABM motion that drives pipeline, accelerates deals, and deepens account engagement at scale.
If you're energized by building from scratch, working across the full funnel, and owning outcomes end-to-end — this role was made for you.
What You'll Accomplish
Design and execute highly personalized ABM programs for our highest-priority named accounts in close partnership with Strategic Sales and AEs
Build account-specific engagement plans including bespoke content, personalized landing experiences, executive outreach, and account-level event strategy
Lead account research, insight synthesis, and stakeholder mapping to inform hyper-targeted messaging and multi-channel plays
Define success metrics and reporting frameworks at the individual account level; track and communicate program impact to key stakeholders
Align with Sales on account prioritization, buying committee engagement, and deal acceleration tactics
Develop and operationalize tiered ABM programs targeting high-priority segments and verticals, spanning Enterprise and commercial segments
Build scalable playbooks that leverage intent data, firmographic signals, and behavioral triggers to identify and engage in-market accounts
Create and deploy segment-specific content, messaging frameworks, and personalized digital experiences across paid, owned, and earned channels
Own campaign architecture, audience segmentation, and performance measurement for all scaled ABM initiatives
Partner with Marketing Ops and RevOps to build the data infrastructure, tooling, and processes needed to scale ABM effectively
Define the ABM strategy, operating model, and measurement framework that will guide the function long-term
Evaluate, implement, and own the ABM tech stack (e.g., 6sense, Demandbase, Terminus, or equivalent)
Establish shared workflows, SLAs, and feedback loops between ABM, Sales, and Marketing teams
Build the foundational playbooks, templates, and processes that enable the team to scale program execution over time
Serve as a subject matter expert and internal evangelist for ABM best practices across the organization
Strategic ABM (1:1)
Scaled ABM (1:Few / 1:Many)
Founding Program & Function Building
What We're Looking For
You have 5+ years of B2B marketing experience, with at least 3 years of dedicated ABM program management across both Strategic and Scaled motions
You've built ABM programs from scratch — you know what it takes to stand up a function, and you've done it before
You're deeply fluent in the ABM tech landscape (6sense, Demandbase, Terminus, etc.) and have hands-on experience operationalizing at least one enterprise ABM platform
You have a strong command of intent data, firmographic/technographic segmentation, and digital advertising tactics (LinkedIn, display, content syndication) in service of ABM
You understand the full revenue funnel and can credibly partner with Sales — you speak their language, you know what pipeline looks like, and you can connect ABM activity to business outcomes
You're an exceptional communicator and storyteller — you can translate complex, multi-channel programs into clear narratives for Sales, Leadership, and cross-functional partners
You bring a builder's mindset: you're comfortable with ambiguity, energized by whitespace, and skilled at creating structure where none exists
You're analytically strong — you can work with data, define your own measurement frameworks, and derive insights that shape strategy
Bonus Points If You Have
Familiarity with sales engagement platforms (Outreach, Salesloft), CRM (Salesforce), and MAP (Marketo, HubSpot)
Background in Field Marketing, Demand Generation, or Product Marketing that complements the ABM skill set
Experience in a founding or early-stage marketing function at a scaling company
Top Skills
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