ABM Demand Generation, Senior Manager

Key Responsibilities

• Partner with sales leadership to align on account prioritization, sales enablement, and joint campaign execution
• Build and scale a repeatable ABM program roadmap aligned with pipeline goals, sales priorities, and market opportunities
• Develop and execute inbound and outbound ABM programs aligned to ICPs, target account lists, and buying groups
• Design multi-step, multi-channel plays that drive engagement across entire buying committees and the customer lifecycle
• Create campaign briefs, timelines, and action plans in collaboration with Content, PMM, and Ops
• Develop actionable buyer insights across target accounts, including buying groups, priorities, and decision dynamics
• Build, mentor, and scale an ABM team over time, including hiring and performance management as the program grows
• Work side-by-side with Sales and SDR leadership to ensure alignment on targets, messaging, follow-up tactics, and success metrics
• Launch coordinated outbound + inbound plays tied to account signals, product launches, and field events
• Partner with Field Marketing to support regional events and account-based activations
• Ensure SDRs have stage-appropriate talking points, outreach sequences, and triggers for timely follow-up
• Partner with Product Marketing to adapt core narratives into account-specific value propositions and plays
• Measure, analyze, and optimize account engagement, pipeline influence, and conversion metrics using HubSpot, Salesforce, GA4, and other tools
• Manage ABM budgets at the offering level with a focus on efficiency metrics like CAC, MQLs, SQOs and pipeline generation
• Continuously refine targeting, sequencing, and content based on behavioral and intent data

Core Skill Areas

• Proven experience building and scaling enterprise ABM programs with measurable pipeline impact
• Strong proficiency with ABM tech stacks
• Adept at managing cross-functional initiatives and aligning multiple stakeholders around shared goals
• Able to translate strategy into execution and deliver results in a fast-moving environment
• Thrive in a fast-paced, results-oriented environment and can manage multiple complex projects simultaneously
• Strong understanding of buying groups, sales cycles, and how to influence accounts at different stages
• Strong proficiency with ABM and revenue technology stacks
• Strong analytical skills with the ability to translate account and funnel data into executive-ready insights
• Experience partnering deeply with SDR and Sales teams to execute coordinated account motions
• Excellent project management, prioritization, and cross-functional communication skills
• Comfortable testing, iterating, and scaling ABM programs based on performance data
• Experience supporting global enterprise ABM programs preferred
• Experience marketing to technical and business stakeholders within media, publishing, or digital experience ecosystems is a strong plus