Account Based Marketing Manager

Role Overview

We are looking for a strategic, results-driven Account Based Marketing (ABM) Manager to lead and scale our ABM program. As a founding member of this function, you will own our ABM strategy and execution end-to-end within your target account list — from campaign design to execution and performance measurement. You will partner 1:1 with Account-Based Sellers to drive velocity on existing deal cycles and expand our footprint within key industrial and commercial segments (e.g., Manufacturing, Gaming/Hospitality).

What You'll Do

• Program Building: Create the "playbook" for our Tier 1 (1:1) and Tier 2 (1:few) motions. You will build the templates, processes, and best practices that allow us to scale high-touch marketing without losing personalization. Coordinate closely with Growth Marketing for needs within Tier 3 (1:many) accounts.
• Strategic Sales Alignment & Deal Support: You will do more than just generate leads; you will act as a strategic partner in complex deal cycles.
• Embed with Sales: Actively participate in weekly pipeline reviews and territory planning meetings to deeply understand the day-to-day "goings-on" of your sellers' accounts.
• Execute Deal-Specific Plays: Move beyond generic collateral to deliver high-impact sales assets. This includes working with the Marketing Content team to tailor commercial narratives for specific personas, creating bespoke Champion Decks to help internal advocates sell on our behalf, and building regional or logo-specific plays that resonate with local market realities.
• Elite Cross-Functional Orchestration: This role requires elite internal navigation across Sales, Customer Success, Product, Marketing, and RevOps. You are expected to be the connector who connects the dots across teams and proactively surfaces friction in the customer journey. You will keep marketing tightly synced with what sellers are actually working on "in motion," ensuring that our assets and campaigns are deployed in lockstep with live deal cycles.
• Segment Intelligence & Feedback Loop: Serve as Marketing's "eyes and ears" on the ground. Partner closely with the Product team and Product Marketing to synthesize deep segment knowledge — capturing the specific jargon, pain points, and success stories that resonate. You will cycle these insights back to Content Marketing and Growth Marketing to directly inform our thought leadership roadmap and campaign planning.
• The "Flywheel" Motion: Operationalize our "Headpin" strategy. You will work with Sales and Customer Success cross-functional team members to identify happy customer champions and evangelize their success to break into other sites, turning single wins into regional and/or logo dominance through referral-driven campaigns.
• Data-Driven Optimization: Monitor and analyze the effectiveness of ABM campaigns, providing actionable insights for optimization. You will own targets against engagement lift, pipeline influence, and deal velocity within prioritized accounts.
• Operational Rigor: You will partner with RevOps to ensure the "dark funnel" is illuminated. Ensure influential offline touchpoints (marketing-supported dinners, box suites, lunch & learns, summits) are tracked, attributed, and recognized as pipe influence and/or deal accelerators.

What You'll Have

• 3-5 years of experience in ABM, field marketing, or sales acceleration. You have a history of working "shoulder-to-shoulder" with sales to create pipeline and accelerate complex B2B deals.
• A strong understanding of ABM platforms (AdRoll, Demandbase, etc) and CRM systems (Hubspot).
• You know how to leverage ABM platform intent data to prioritize accounts that are showing early buying signals.
• Partner with RevOps to create pipeline views in Hubspot that help the team understand stages of engaged (pre-pipeline) accounts, drivers of influenced pipeline, and drivers of stalled deal acceleration.
• You are an entrepreneurial self-starter who is comfortable with ambiguity. You thrive in a fast-paced environment and want to build a program, not just run a pre-existing one.
• You don’t wait for sales to ask for help. You have the intuition to look at your target accounts, spot a gap, and proactively design a marketing play to fix it.
• Exceptional communication and presentation skills. You can confidently challenge the status quo and articulate complex strategies to both sellers and leadership.
• Bachelor's Degree or equivalent experience in a related field
• Roughly 25% travel within NAM and LATAM can be expected

About Relay | Culture, Benefits & Perks

Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life).

At Relay, we offer:

• 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
• Generous Paid Time Off
• 401(k) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling
• Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it.
• The future of frontline work is being built here. Come build it with us. We can’t wait to hear from you.

The Relay Hybrid Work Model

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