Director, ABM & Demand Strategist

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

📋 Description

• Design and implement a comprehensive 3-tier Account-Based Marketing (ABM) model: customized 1-to-1 programs, targeted 1-to-few vertical segment initiatives, and scalable 1-to-many programmatic engagement.

• Collaborate with Sales to create and update Tier 1 and Tier 2 target account lists every quarter, utilizing intent signals, firmographic criteria, and CRM engagement metrics.

• Formulate strategies for multi-threaded buying committees that encompass HR, Legal, Finance, and Operations personas.

• Oversee personalized landing pages, direct mail initiatives, executive engagement strategies, and customized content sequencing.

• Lead the paid channel strategy and manage performance in partnership with the agency.

• Optimize budget distribution across search intent, Bombora, G2, LinkedIn, and contextual media platforms.

• Establish and maintain a creative testing schedule; implement auto-pause thresholds and reallocate budget to high-performing channels.

• Create comprehensive content briefs that align with vertical narratives and the various stages of the buying committee.

• Engage in weekly Sales/RevOps pipeline reviews to identify opportunities and influence pipeline outcomes.

• Develop account engagement scoring (AES) in collaboration with Marketing Operations.

• Manage campaign-level attribution reporting linked to DreamData for executive presentations.

• Assist in transitioning from MQL metrics to account-based key performance indicators.

• Lead the vertical pilots and facilitate the playbook replication process at Pebl.

• Analyze competitive positioning and provide insights for messaging and channel strategies.

• Collaborate with Product Marketing on positioning and differentiation efforts.

⛳️ Requirements

• Over 7 years of experience in B2B demand generation or ABM, with a minimum of 3 years in a senior or leadership role managing a complete ABM approach.

• Demonstrated success in creating and executing a 3-tier ABM program with quantifiable pipeline results.

• Extensive knowledge of intent data platforms (e.g., Bombora, 6sense, G2, Demandbase) and the ability to operationalize signals into targeting strategies.

• Experience managing or jointly managing paid media budgets exceeding $1 million annually, with active involvement in channel strategy and performance oversight.

• Proven ability to collaborate with Sales to define Ideal Customer Profile (ICP), develop account lists, and drive cohesive outbound and inbound strategies.

• Proficiency in Marketing Automation Platforms (MAP) such as Marketo, HubSpot, Inflection, or similar, along with strong experience in CRM systems (Salesforce preferred).

• Ability to thrive in ambiguous, fast-paced environments with a high degree of autonomy and minimal supervision.

• Preferred experience in Employer of Record, HR technology, workforce management, global compliance, or related SaaS sectors.

• Familiarity with DreamData or comparable multi-touch attribution tools is preferred.

• Hands-on experience with account-based personalization tools or dynamic content engines is strongly preferred.

• Background in environments transitioning from sales-led to product-led strategies is highly preferred.

• Capable of presenting pipeline performance to a VP or executive level with clarity and confidence.

🏝️ Benefits

• Flexible Time Off – Take the time you need to recharge.

• Parental Leave – Support for growing families.

• Health and Dental Insurance – Where applicable, to cover you and your loved ones.

• Retirement Savings + Employee Incentive Plan – Plan for the future while sharing our success.

• Equity