Account-Based Marketing Specialist (REMOTE OK)

Position Overview

The ABM Specialist/Manager will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our Ideal Customer Profile (ICP). This role requires a strategic thinker who can align marketing and sales efforts to penetrate and expand target accounts through personalized, multi-touch campaigns.

Key Responsibilities

• Design and implement comprehensive ABM strategy aligned with company revenue goals and ICP criteria
• Define target account selection criteria and segmentation framework
• Develop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tier
• Create ABM playbooks and best practices documentation
• Build and execute personalized, multi-channel campaigns for target accounts including email, direct mail, paid advertising, events, and content syndication
• Develop account-specific value propositions and messaging frameworks
• Coordinate intent data monitoring and trigger-based outreach programs
• Design and manage account-based advertising campaigns across LinkedIn, display networks, and other platforms
• Partner closely with sales leadership and account executives to prioritize target accounts
• Establish clear processes for account handoffs, lead routing, and opportunity tracking
• Facilitate regular account planning sessions between marketing and sales teams
• Create shared account intelligence repositories and communication protocols
• Develop sales enablement materials specific to ABM initiatives
• Work with demand generation, content marketing, and field marketing teams to create cohesive account experiences
• Collaborate with sales development reps (SDRs) on account research and outreach sequences
• Partner with customer success on expansion ABM strategies for existing accounts
• Coordinate with product marketing on account-specific use cases and ROI stories
• Implement ABM-specific metrics and reporting dashboards (account engagement scores, pipeline velocity, win rates)
• Track campaign performance at the account level and optimize based on insights
• Conduct regular program reviews and present results to leadership
• Monitor account progression through buying stages and identify acceleration opportunities
• Calculate and report on ABM ROI and contribution to revenue targets

Required Qualifications

• 6+ years of experience in B2B marketing with at least 3 years focused on account-based marketing
• Demonstrated success driving pipeline and revenue through ABM programs
• Strong understanding of B2B buying cycles and complex sale processes
• Experience with ABM platforms (6sense, Demandbase, Terminus, RollWorks, etc.)
• Proficiency with CRM systems (Salesforce preferred) and marketing automation platforms
• Excellent analytical skills with ability to translate data into actionable insights
• Strong communication and presentation skills for executive-level audiences
• Proven ability to build relationships and influence cross-functional stakeholders

Preferred Qualifications

• Experience in SaaS, enterprise software, or technology sectors
• Background in sales or sales operations
• Knowledge of intent data providers and account intelligence tools
• Experience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads)
• Familiarity with sales engagement platforms (Outreach, SalesLoft, etc.)
• Project management certification or formal training

Benefits & Perks

• Salary: $100,000.00 to $150,000.00
• 401k plan
• Robust benefits package – 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program