Director, Account-Based Marketing

This is a builder role with a clear mandate: own and scale Hypori's ABM motion into the cybersecurity buyer. The Director of Account-Based Marketing will take ownership of Hypori's ABM program end-to-end — from ICP segmentation and account selection through pipeline influence and closed-won attribution — with a primary focus on cybersecurity decision-makers (CISO, CSO, Head of Security Engineering, Head of Endpoint/Mobile Security, Head of Zero Trust, Head of Insider Risk) inside Financial Services and Healthcare enterprises. This role requires hands-on execution across a modern ABM tool stack, the ability to operate in a resource-constrained environment, and a bias toward pipeline outcomes over activity metrics. The right candidate moves fast, instruments everything, and iterates based on signal, not opinion. 

Ideal Customer Profile & Target Personas 

Priority Industries: 

• Financial Services — large banks, asset managers, insurers, capital markets, fintech 

• Healthcare — IDNs, payers, providers, life sciences, digital health 

• Defense & Intelligence, DIB, and Federal Civilian (continued strategic coverage) 

Primary Cybersecurity Personas: 

• CISO / Deputy CISO / CSO 

• VP / Head of Security Engineering & Architecture 

• VP / Head of Endpoint, Mobile, or BYOD Security 

• VP / Head of Zero Trust, Identity, or Secure Access 

• VP / Head of Insider Risk, Data Loss Prevention, or Third-Party Risk 

• VP / Head of GRC, Compliance, and Audit (HIPAA, HITRUST, NYDFS, SOX, PCI-DSS) 

Responsibilities 

• Partner with sales on the account selection model and tiering framework (T1/T2/T3) across all GTM segments — with cybersecurity buying centers in Financial Services and Healthcare as the priority — and maintain alignment with AEs and segment pod leads 

• Design and execute multi-channel ABM plays tailored by tier, persona, and buying stage, including direct mail, paid social, content syndication, executive outreach sequences, and security-community sponsorships (RSA, Black Hat, FS-ISAC, H-ISAC, Gartner Security & Risk) 

• Lead bespoke, senior-led engagement for Tier 1 cybersecurity accounts (top 50 banks, top 25 health systems and payers, large DIB primes, Federal agencies); deploy sequenced automation for Tier 2 and Tier 3 coverage 

• Own and operate the ABM tool stack (Clay, ZoomInfo, Gong Engage, G2, LinkedIn Matched Audiences, 6sense/Demandbase as relevant) including enrichment flows, intent-trigger sequences (zero trust, BYOD, mobile security, insider risk, post-breach), and account scoring 

• Partner with the Senior Director of Marketing and Product Marketing Director to ensure ABM plays are backed by persona-specific content for the security buyer; surface gaps and brief copy needs across battle cards, one-pagers, and vertical assets for FinServ and Healthcare 

• Champion compliance-driven urgency (HIPAA, HITRUST, NYDFS Part 500, FFIEC, PCI-DSS, GLBA, CMMC) as a primary conversion lever; ensure messaging reflects the regulatory and breach-driven buying pressure inside cybersecurity teams 

• Own ABM pipeline attribution (influenced, sourced, and accelerated) and deliver weekly and monthly reporting tied to segment ARR targets, with a dedicated cybersecurity / FinServ / Healthcare cut 

• Define and document the handoff model between marketing-owned Tier 1 outreach and SDR-executed Tier 2/3 sequences; train SDRs on cybersecurity buyer context, security-aware messaging discipline, and CRM compliance 

• Manage the ABM budget with a pipeline-to-spend lens; recommend, justify, and kill spend based on performance data without escalation 

• Continuously evaluate and introduce tools, signals, and methodologies (CISO communities, dark-web breach signals, regulatory action triggers) that improve account penetration, engagement velocity, and pipeline conversion 

Qualifications 

• Bachelor's or Master's degree in Marketing, Business, or a related field; relevant certifications a plus 

• 6+ years of B2B marketing experience with 3+ years directly owning and operating an ABM program, not just supporting one 

• Cybersecurity industry experience required — demonstrated success marketing security software, SaaS, or platform offerings to CISO and security-leader buying centers 

• Vertical experience in Financial Services and/or Healthcare strongly preferred — understands the regulatory drivers, buying committees, and procurement realities in these verticals 

• Demonstrated experience building account tiering models, engagement plays, and pipeline attribution frameworks from the ground up 

• Hands-on experience with Clay, ZoomInfo, or equivalent enrichment and orchestration tooling in a production GTM environment 

• Proven pipeline attribution methodology, not just campaign or MQL reporting 

• Familiarity with security and compliance frameworks relevant to FinServ and Healthcare (HIPAA, HITRUST, NYDFS Part 500, FFIEC, PCI-DSS, GLBA, SOC 2) and to Federal/Defense (CMMC, FedRAMP, ITAR) is a strong plus 

• Proficient in ABM platform tooling including intent signal platforms (G2, Bombora, 6sense), LinkedIn Matched Audiences, and sequencing tools (Gong Engage, Outreach, or equivalent) 

• Hands-on experience with CRM platforms (Salesforce preferred) and account-level attribution reporting 

• Comfortable operating without a team beneath them at the outset; able to build, execute, and report independently while headcount scales with performance 

• MEDDPICC fluency or equivalent enterprise qualification methodology a plus 

• Proven ability to work cross-functionally with Sales, RevOps, and Product Marketing to align messaging, coverage models, and pipeline goals 

• Exceptional communication skills with the ability to translate ABM performance data into clear, executive-ready reporting 

Pay range:

• $160,000 - $180,000 USD + 20% Bonus