Account-Based Marketing Manager

What You’ll Do

We're looking for an experienced Account-Based Marketing Manager with a proven track record of building successful ABM strategies for the workforce side of our business. You'll own the development and execution of targeted campaigns designed to engage our Tier 1 Enterprise and Mid-Market accounts—large companies with commercial and non-commercial fleets who need sophisticated driver risk management solutions.

Campaign Strategy & Execution

• Build and execute multi-channel ABM campaigns targeting our pre-qualified list of Enterprise and Mid-Market accounts, focusing on increasing awareness across buying centers and moving accounts through the funnel.
• Drive account engagement that enables our SDRs to book meetings with key stakeholders, open qualified opportunities, and build pipeline that converts to closed-won revenue.
• Design and manage paid media campaigns (display, LinkedIn, Facebook, etc.) targeted to specific accounts and buying center personas.
• Launch new campaign strategies from scratch when data indicates current approaches aren't delivering results.

Platform Management & Optimization

• Leverage HubSpot’s ABM platform to identify buyer signals, prioritize high-intent accounts, and orchestrate the right message at the right time.
• Monitor account engagement and buying signals to determine when accounts are ready to be passed to our outbound SDR team.
• Continuously test, analyze, and optimize campaigns based on performance data—pivoting quickly when something isn't working.

Measurement & Reporting

• Establish and track meaningful success metrics that demonstrate ABM's impact on outbound meetings booked, pipeline, opportunities, and closed-won revenue (not just traditional MQLs).
• Tell the story of campaign performance to leadership in a way that clearly connects ABM activities to business outcomes.
• Distinguish between vanity metrics and true indicators of success, focusing stakeholder reporting on what matters most.

Collaboration

• Partner with Sales to gather feedback on campaign messaging and ensure our content resonates with target audiences.
• Meet regularly to review the performance of meetings booked and opportunities opened, using these insights to refine campaigns and targeting.
• Own all deals opened through ABM by tracking their status, identifying blockers, understanding why deals close as won or lost, and applying these learnings to continuously improve strategy.
• Coordinate with our Event Manager to leverage upcoming event presence and attendee lists to better engage with ABM accounts through targeted pre-event, at-event, and post-event campaigns.
• Communicate campaign strategy, progress, and results clearly across all levels of the organization.

Additional Responsibilities

• Manage Google PPC campaigns to drive demand generation alongside ABM efforts.
• Use AI tools strategically to streamline processes, analyze data more effectively, and accelerate campaign launches.

What You’ll Need

• Minimum 2 years of proven experience owning ABM programs from strategy through execution—including target account selection, campaign development, multi-channel orchestration, and performance optimization.
• Extensive hands-on experience with ABM platforms required—specifically 6sense, Demandbase, Terminus, or equivalent tools. You should be comfortable using these platforms daily to identify buyer signals, track account engagement, and orchestrate multi-channel campaigns.
• Proven ability to measure and report on ABM performance using account-level metrics—pipeline influence, opportunity creation, deal velocity, and revenue impact—rather than traditional lead volume or MQL-based KPIs.
• 3+ years of B2B SaaS marketing experience targeting Enterprise accounts with complex, multi-threaded sales cycles involving multiple stakeholders and buying committees.
• 3+ years of hands-on experience managing and optimizing paid media campaigns across LinkedIn, Google Ads, display, and social channels with proven ability to scale budgets and improve performance.

Skills & Qualities

• Strategic thinker who can also execute tactically and isn't afraid to get hands-on with campaign builds.
• Data-driven decision maker who knows how to fail fast, learn quickly, and optimize based on insights.
• Comfortable with ambiguity and building programs from the ground up.
• Strong communicator who can effectively collaborate with Sales, SDRs, leadership, and marketing team members.
• Team player who values collaboration and can leverage the expertise of content, operations, and social media teammates.
• Continuous improvement mindset—always looking for ways to make campaigns more effective.

Nice to Have

• Experience in fleet management, transportation, risk management, or related industries.
• Google Ads certification or proven PPC management experience.
• Familiarity with marketing automation platforms and CRM systems.