Account-Based Marketing Manager

About the role

We are hiring an Account-Based Marketing Manager to be the connective tissue of our enterprise go-to-market. Today, five groups touch the same health systems and none of them share a picture. Enterprise AEs know their accounts. SDRs work their sequences. Field marketing runs 70+ conferences and a new owned events program. Digital runs the website and paid. Bizdev works partner and executive routes. Each is competent in isolation, and nobody has the full picture. There is no single place you can look to answer a simple question: what is our plan to generate pipeline at a health system, and who is doing what by when? You will build and maintain the account point of view for our enterprise systems, covering how the system is structured, where we already sit, who the buying committee is, what the competition looks like, and what our realistic entry thesis is. Then you turn that into campaigns: 16 a year, each one a coordinated push where field, digital, SDR, bizdev, and the covering AE run against a single narrative and a single timeline instead of five parallel calendars. You will run those campaigns as programs. You lead the kickoff, hold the sprint reviews, chase the action items, and run the closeout where we decide what worked. The people doing the work do not report to you, so the job is done through clarity and credibility rather than authority. This is an individual contributor role, and it is measured in pipeline generated from ABM campaigns. Our market is healthcare. We sell compliance automation to facilities and operations leaders at health systems, where a single account can span 25 hospitals and 200 offsite locations, the buying committee runs from a plant operations manager to a system VP, and the difference between a centralized IDN and a loose regional network will win or lose a large deal.

Responsibilities

• First 90 days
  • The ABM operating model documented: how target systems get selected, what a campaign contains, the kickoff and sprint review and closeout cadence, and what each function commits to when they join one.
  • A written account point of view for the first 8 target systems, covering org structure, current penetration, stakeholder map, competitive position, and entry thesis.
  • First 3 campaigns live managed independently, with kickoffs run and named channel owners committed to dated deliverables.
  • HubSpot configured for account-level tracking: target account flags, campaign influence tagging, and a dashboard enterprise AEs actually open.
  • The half-year ABM target list refreshed with enterprise AEs and bizdev.
• First 180 days
  • 8 campaigns launched and running the full cadence without slipping dates.
  • Every completed campaign closed out with a written readout covering what ran, what worked well, and what needs improvement next time.
  • Field marketing, digital, and bizdev planning their own calendars against the ABM target list rather than alongside it.
• First year
  • All 16 campaigns delivered.
  • Pre-agreed goal of pipeline generated from ABM campaigns.
  • Account plans maintained and current for all 60 enterprise systems, and used in sales QBRs as the working document.
  • A campaign playbook by system archetype, so that a centralized IDN and a loose regional network each have a proven starting motion.
  • The ABM target list refreshed regularly, with sales, field, and bizdev bought in.

Competencies

• Five or more years in B2B marketing, with at least two running ABM or enterprise account programs against a pipeline number rather than a lead number.
• You can build an account point of view that a sales team will actually use.
• Given a complex organization, you can synthesize CRM history, org structure, competitive position, and stakeholder mapping into a plan with a clear entry thesis, and defend it to the AE who owns the