Growth, ABM

About the role

We're looking for someone to build and run Clay's account-based motion for the enterprise segment. This is a high-touch, high-judgment role focused on a tight list of Tier 1 target accounts.

Responsibilities

• Own the strategy behind Clay-hosted events and workshops, including why we run them, how, when, and which accounts they target. The field marketing team owns the experience and execution; you own the account-based logic that makes them pay off.
• Ensure these programs monetize by owning who gets invited and the right mix of net-new accounts, open opps, and current customers in the room.
• Build the follow-up engine with SDRs and sales so every program converts: who to reach out to, what to say, and how.
• Measure each program as a blend of net-new deal creation, deal acceleration, and customer upsell, using an ROI framework built with Ops.
• Partner with the strategic SDRs tied to your account executives to unlock Tier 1 accounts.
• Build the plays end-to-end: the account list, the script, and the offer to go against, which might be one of your events or something else entirely.
• Stay flexible: if a play surfaces revenue outside the named list, chase it and update the list. More revenue beats revenue only on the selected accounts.
• Use warm introductions from our investors (Sequoia, Meritech, Sapphire, CapitalG, and others) to multithread, unlock, and accelerate large Tier 1 deals.
• Find who should introduce whom, and turn intros into revenue.
• Carry a penetration and revenue goal on your Tier 1 list, shared with the enterprise sales team and measured in touchpoints, meetings, opportunities, and revenue.
• Work in lockstep with the sales org (GTMEs, GS, strategic SDRs) so follow-up is consistent and prompt, and make it easy for reps to bring their customers and open opps into your programs.
• Decide where automation helps and where it hurts: keep human-in-the-loop on high-stakes, account-specific work, while partnering with Ops and Eng to strip out low-value steps like list building.
• ABM or field marketing operator. You've run account-based or field programs against enterprise accounts and can point to the pipeline and revenue you drove, not just the events you ran.
• Deep GTM fluency. You speak the language of sales, SDRs, and revops, and you know how to make a sales team want to work with you. Good enablement beats good ideas.
• Comfort with ambiguity and strong judgment. These channels aren't black and white. You know a net-new-only event is a suicide mission, and you make smart calls on what to prioritize.
• Builder DNA. You create structure where none exists, design repeatable plays, and get energy from going 0 → 1.
• A relationship-builder's instinct. You earn trust with both the Clay sales org and our investors, and turn those relationships into revenue.
• Bias to results. You think in touchpoints, meetings, opportunities, and revenue, and you're comfortable owning a number alongside the sales team.
• Passion for Clay. You're excited to use Clay to build the plays, and to evangelize the product as if it were your own.
• Experience with ABM tooling and the modern GTM stack (Clay, Salesforce, outbound platforms).
• Enterprise field or event marketing experience in B2B SaaS.
• A network you can activate for warm introductions into target accounts.

Requirements

You have deep GTM fluency, comfort with ambiguity and strong judgment, builder DNA, a relationship-builder's instinct, bias to results, passion for Clay, experience with ABM tooling and the modern GTM stack, and enterprise field or event marketing experience in B2B SaaS. You also have a network you can activate for warm introductions into target accounts.