Principal ABM Strategist

Strategic ABM (1:1)

• Design and execute highly personalized ABM programs for our highest-priority named accounts in close partnership with Strategic Sales and AEs

• Build account-specific engagement plans including bespoke content, personalized landing experiences, executive outreach, and account-level event strategy

• Lead account research, insight synthesis, and stakeholder mapping to inform hyper-targeted messaging and multi-channel plays

• Define success metrics and reporting frameworks at the individual account level; track and communicate program impact to key stakeholders

• Align with Sales on account prioritization, buying committee engagement, and deal acceleration tactics

Scaled ABM (1:Few / 1:Many)

• Develop and operationalize tiered ABM programs targeting high-priority segments and verticals, spanning Enterprise and commercial segments

• Build scalable playbooks that leverage intent data, firmographic signals, and behavioral triggers to identify and engage in-market accounts

• Create and deploy segment-specific content, messaging frameworks, and personalized digital experiences across paid, owned, and earned channels

• Own campaign architecture, audience segmentation, and performance measurement for all scaled ABM initiatives

• Partner with Marketing Ops and RevOps to build the data infrastructure, tooling, and processes needed to scale ABM effectively

Founding Program & Function Building

 

• Define the ABM strategy, operating model, and measurement framework that will guide the function long-term

• Evaluate, implement, and own the ABM tech stack (e.g., 6sense, Demandbase, Terminus, or equivalent)

• Establish shared workflows, SLAs, and feedback loops between ABM, Sales, and Marketing teams

• Build the foundational playbooks, templates, and processes that enable the team to scale program execution over time

• Serve as a subject matter expert and internal evangelist for ABM best practices across the organization

• You have 5+ years of B2B marketing experience, with at least 3 years of dedicated ABM program management across both Strategic and Scaled motions

• You've built ABM programs from scratch — you know what it takes to stand up a function, and you've done it before

• You're deeply fluent in the ABM tech landscape (6sense, Demandbase, Terminus, etc.) and have hands-on experience operationalizing at least one enterprise ABM platform

• You have a strong command of intent data, firmographic/technographic segmentation, and digital advertising tactics (LinkedIn, display, content syndication) in service of ABM

• You understand the full revenue funnel and can credibly partner with Sales — you speak their language, you know what pipeline looks like, and you can connect ABM activity to business outcomes

• You're an exceptional communicator and storyteller — you can translate complex, multi-channel programs into clear narratives for Sales, Leadership, and cross-functional partners

• You bring a builder's mindset: you're comfortable with ambiguity, energized by whitespace, and skilled at creating structure where none exists

• You're analytically strong — you can work with data, define your own measurement frameworks, and derive insights that shape strategy

• Familiarity with sales engagement platforms (Outreach, Salesloft), CRM (Salesforce), and MAP (Marketo, HubSpot)

• Background in Field Marketing, Demand Generation, or Product Marketing that complements the ABM skill set

• Experience in a founding or early-stage marketing function at a scaling company