Senior Manager, ABM Demand Generation

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

📋 Description

• Collaborate with sales leadership to ensure alignment on account prioritization, sales enablement, and the execution of joint campaigns.

• Create and expand a repeatable ABM program roadmap that aligns with pipeline objectives, sales priorities, and market opportunities.

• Design and implement inbound and outbound ABM programs that target ideal customer profiles, account lists, and buying groups.

• Develop multi-step, multi-channel strategies that foster engagement across entire buying committees and throughout the customer lifecycle.

• Construct integrated, multi-channel ABM campaigns that correspond with account strategies and buying stages.

• Leverage account intelligence, including market signals and intent data, to customize messaging, sequences, and assets for priority accounts.

• Collaborate with Content, PMM, and Ops to create campaign briefs, timelines, and actionable plans.

• Generate actionable buyer insights across target accounts, focusing on buying groups, priorities, and decision-making dynamics.

• Build, mentor, and expand an ABM team over time, including hiring and performance management as the program evolves.

• Work closely with Sales and SDR leadership to ensure alignment on targets, messaging, follow-up strategies, and success metrics.

• Implement coordinated outbound and inbound strategies linked to account signals, product launches, and field events.

• Collaborate with Field Marketing to support regional events and account-based initiatives.

• Ensure SDRs possess stage-appropriate talking points, outreach sequences, and triggers for timely follow-ups.

• Work with Product Marketing to convert core narratives into account-specific value propositions and strategies.

• Monitor account engagement, pipeline influence, and conversion metrics using HubSpot, Salesforce, GA4, and additional tools.

• Analyze performance across tiers and channels to inform optimization and prioritization efforts.

• Take ownership of reporting for assigned programs, emphasizing full-funnel performance, account progression, and ROI.

• Manage ABM budgets at the offering level with a focus on efficiency metrics such as CAC, MQLs, SQOs, and pipeline generation.

• Continuously refine targeting, sequencing, and content based on behavioral and intent data.

⛳️ Requirements

• 6–8+ years of experience in SaaS marketing, with a minimum of 3 years in ABM roles.

• Demonstrated success in building and scaling enterprise ABM programs with measurable impact on the pipeline.

• Strong proficiency with ABM technology stacks.

• Experience influencing long-cycle, six-figure enterprise deals involving multi-stakeholder buying groups.

• Skilled at managing cross-functional initiatives and aligning diverse stakeholders around common goals.

• Capable of translating strategy into execution and achieving results in a fast-paced environment.

• Thrives in a results-driven, fast-paced setting and adept at managing multiple complex projects simultaneously.

• Strong understanding of buying groups, sales cycles, and methods to influence accounts at various stages.

• High proficiency in ABM and revenue technology stacks.

• Excellent analytical skills, with the ability to convert account and funnel data into executive-ready insights.

• Experience working closely with SDR and Sales teams to implement coordinated account strategies.

• Exceptional project management, prioritization, and cross-functional communication abilities.

• Comfortable testing, iterating, and scaling ABM programs based on performance data.

• Experience supporting global enterprise ABM programs is preferred.

• Experience marketing to technical and business stakeholders within media, publishing, or digital experience ecosystems is a significant advantage.

🏝️ Benefits

• Competitive medical, dental, and vision insurance.

• Company-paid pension plan and 401(k) matching.

• Three weeks of vacation plus up to three weeks of paid sick leave.

• Nine paid holidays and two personal days.

• 20 weeks of paid parental leave for new parents.

• Comprehensive mental health resources.

• Backup care and caregiver concierge services.

• Gender-affirming services.

• Pet insurance.

• Free Post digital subscription.

• Leadership and career development programs.