B2B ABM Manager

This is a fully remote position, open to applicants in California.

📋 Description

• A quarterly objective for securing qualified meetings and generating pipeline within ICP accounts.

• Oversee Lumen's outbound efforts from start to finish across various channels — encompassing list creation, sequencing, messaging, execution, and refinement. This includes cold calling: crafting scripts, making calls personally, and preparing AEs for their calls as well.

• The campaign schedule — encompassing briefs, creative direction, audience targeting, launches, optimization, and post-campaign analysis.

• Implement Account-Based Marketing initiatives targeting tier-1 institutional clients — employing a multi-channel, multi-touch approach that is demonstrably linked to pipeline development.

• Manage the marketing technology stack — taking ownership of HubSpot for campaign execution, lead scoring, attribution, and pipeline reporting; including sequencer, data enrichment, intent data, and ABM tools.

• Execute and optimize AI-assisted SDR (AISDR) programs to enhance outreach scalability while maintaining message integrity.

• Establish a measurement framework — assessing channel ROI, cost per meeting, cost per opportunity, and conversion rates by stage and segment, with a weekly scorecard for team visibility.

• Facilitate effective feedback loops on outbound initiatives, lead routing, handoff SLAs, meeting quality assessment, and message-market alignment. Convert market insights and campaign learnings into actionable sales intelligence. Collaborate on sales enablement resources — with marketing owning the deliverable, while you provide the messaging and data.

• Strategize and implement multi-channel top-funnel campaigns across outbound email, LinkedIn, paid search and social media, events and conferences, webinars, partnerships, content syndication, and ABM. Continuously test — exploring new channels, lists, ICP variations, and offers. Manage external vendors, agencies, and contractors; transition work in-house when more cost-effective or efficient. Collaborate on positioning, ICP definitions, and territory strategies as insights from the funnel reveal what resonates.

⛳️ Requirements

• Approximately 5–7 years of experience in B2B growth, lead generation, go-to-market strategies, ABM, or sales development — demonstrating a strong upward trajectory and a history of increasing performance year over year.

• Primarily a marketing operator: you compose emails, create lists, organize sequences, manage ad campaigns, and generate reports. Secondly, you are a manager: capable of hiring, briefing, and guiding assistance as volume necessitates.

• Proficient in selling to sophisticated institutional clients — navigating long sales cycles, engaging multiple stakeholders, and dealing with complex products. Relevant backgrounds include CRE, climate tech, proptech, financial services, or B2B SaaS.

• Data-driven: comfortable utilizing dashboards to make informed decisions and capable of constructing dashboards if they are not available.

• High-level proficiency in HubSpot or a similar marketing automation system; familiar with AI-driven SDR technologies and contemporary outbound frameworks.

• Strong written communication skills — adept at crafting outbound messages, ad copy, landing pages, and sales enablement materials.

• Demonstrates high agency: knows what actions to take in the absence of direction, delivers results before perfection, and takes ownership of outcomes.

• Resourceful with a budget; meticulous about attribution.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance

• 401(k) plan

• Flexible PTO

• Remote work flexibility

• Professional development budget

• Equipment and home office stipend

• Mission-driven work contributing to the clean energy transition