Senior ABM Strategist

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

📋 Description

• The Senior ABM Strategist is responsible for leading B2B account-based marketing and go-to-market strategies across intricate client accounts, with a strong focus on 6sense, Clay, audience strategy, account prioritization, and planning for activation readiness.

• This position aids clients in defining their target audiences, understanding the significance of these groups, prioritizing them effectively, and executing strategies across marketing and sales.

• The individual in this role is both strategic and hands-on.

• One day might involve guiding a client through the processes of identifying their Ideal Customer Profile (ICP), developing personas, mapping buying committees, or recommending target accounts.

• The next day could entail testing the logic of 6sense segments, providing advice on 6QA and buying stage strategies, building or quality-checking a Target Account List (TAL) in Clay, or converting account insights into recommendations for paid media, sales enablement, and campaigns.

• The Senior ABM Strategist engages closely with clients and must be adept at transforming ambiguous B2B challenges into clear plans, practical frameworks, actionable audiences, and confident next steps.

• They possess a thorough understanding of long sales cycles, buying committees, account-based activities, and the critical need to align marketing, sales, RevOps, and client stakeholders around a unified go-to-market strategy.

⛳️ Requirements

• Lead B2B go-to-market and account-based marketing strategy encompassing ICP development, persona creation, mapping buying committees, prioritizing accounts, developing TALs, planning campaigns, and crafting activation strategies.

• Take ownership of the 6sense strategy for relevant clients, including creating segments, audience logic, interpreting buying stages, utilizing 6QA, scoring accounts, analyzing intent data, managing activation workflows, and understanding reporting implications.

• Utilize Clay for account enrichment, TAL development, manual verification, contact enrichment, segmentation, and workflows for prioritizing accounts.

• Convert client business objectives, sales priorities, customer data, stakeholder interviews, market signals, and platform insights into clear go-to-market recommendations.

• Develop and validate ICPs, personas, TALs, account tiers, and campaign strategies to ensure they are commercially viable, defensible, and actionable.

• Formulate account-based marketing strategies for strategic, enterprise, and named-account initiatives, including 1:1, 1:few, and 1:many account-based programs.

• Construct account prioritization frameworks utilizing firmographic, technographic, intent, engagement, sales, CRM, and revenue data.

• Identify deficiencies in client data, targeting logic, lifecycle stages, sales processes, platform configurations, or marketing activations that could hinder go-to-market performance.

• Collaborate with Paid Media, Organic Search, Content, Lifecycle, Analytics, Creative, Client Services, and Sales teams to translate ABM strategy into cohesive activation plans.

• Create sales enablement recommendations, messaging themes, account plays, and insights into buying committees to facilitate go-to-market execution.

• Lead strategy discussions with clients, including discovery calls, presentations of deliverables, prioritization discussions, and performance reviews.

• Distill complex B2B strategies, data, and tooling concepts into straightforward recommendations and next steps for both clients and internal teams.

• Conduct appraisals for new business and support sales opportunities where expertise in B2B, ABM, 6sense, Clay, ICP, TAL, or go-to-market strategies is required.

• Establish repeatable internal processes for TAL creation, enrichment workflows, account scoring, 6sense audience logic, and planning for ABM activation.

• Utilize AI technologies, the Nova ecosystem, and Power Digital workflows to enhance research, strategy development, quality assurance, execution, and reporting.

🏝️ Benefits

• Base salary paid in USD plus commission opportunities.

• Unlimited Time Off available starting on day one.

• Fully flexible work environment: full-remote, in-office, or hybrid options.

• Healthcare stipend of $50 per month to assist with healthcare or insurance expenses.

• National Holidays plus two Mental Health Recharge Days each year.

• Unlimited opportunities for growth and leadership within a rapidly expanding firm.

• Ongoing employee development programs aimed at personal and professional growth (Hedgehog and Vital 5s).

• Quarterly awards that include cash prizes and recognition for exceptional performance.

• Opportunities to participate in company DEI initiatives.