Account Based Marketing Manager, Arkose Labs

• 6+ years of experience in B2B demand generation with at least 3 years focused on account-based marketing
• Demonstrated track record of living and breathing funnel metrics—you can articulate conversion rates, velocity, and pipeline contribution for every program you've run
• Proven experimental mindset with specific examples of unique, hypothesis-driven campaigns that drove measurable results
• Demonstrated success driving pipeline and ARR through ABM programs
• Strong sales partnership orientation—you think like a revenue leader, not a lead generator; you own pipeline targets alongside sales
• Strong understanding of B2B buying cycles and complex sale processes
• Hands-on technical proficiency with ABM platforms (6sense, Demandbase, Terminus). Demonstrated ability to independently build, execute, and optimize campaigns across multiple channels using marketing automation, CRM, and advertising platforms
• Proficiency with CRM systems (Salesforce) and marketing automation platforms
• Deep analytical skills with ability to diagnose funnel performance issues, identify opportunities, and translate data into action
• Strong communication and presentation skills for executive-level audiences
• Proven ability to build relationships and influence cross-functional stakeholders
• Track record of running disciplined experiments and applying learnings to improve performance over time

Desirable

• The Account Based Marketing Manager will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our targeted accounts within our Ideal Customer Profile (ICP)
• This role requires a metrics-obsessed strategist who lives and breathes funnel performance, demonstrates hands-on technical channel expertise, and operates with an experimental, hypothesis-driven mindset
• You'll be a true sales partner focused on pipeline velocity and ARR, not vanity metrics, ensuring every campaign has a clear strategic rationale and measurable business impact
• Design and implement comprehensive ABM strategy aligned with company revenue goals and ICP criteria
• Define target account selection criteria and segmentation framework based on funnel analytics, historical conversion data, and pipeline contribution
• Develop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tier
• Establish baseline funnel metrics and define success criteria for each account tier (pipeline created, velocity, win rate, ARR)
• Design and execute hypothesis-driven, personalized, multi-channel campaigns for target accounts
• For each campaign, articulate clear hypothesis, expected outcomes, and success metrics before launch—no random acts of marketing
• In coordination with digital marketing, field marketing, and brand marketing functions, build campaigns across email, direct mail, paid advertising, events, and content syndication
• Demonstrate hands-on technical proficiency with all campaign tools and channels—able to build, optimize, and troubleshoot campaigns independently
• Develop account-specific value propositions and messaging frameworks
• Coordinate intent data monitoring and trigger-based outreach programs
• Design and manage account-based advertising campaigns across LinkedIn, display networks, and other platforms
• Run continuous experiments to test messaging, channels, timing, and offers; systematically document learnings and apply insights to future campaigns
• Partner closely with sales leadership and account executives to prioritize target accounts based on pipeline potential and ARR opportunity, not lead volume
• Own joint pipeline targets with sales; success measured by SQLs, pipeline created, deal velocity, and closed/won ARR—not MQLs
• Establish clear processes for account handoffs, lead routing, and opportunity tracking
• Facilitate regular account planning sessions between marketing and sales teams
• Create shared account intelligence repositories and communication protocols
• Develop sales enablement materials specific to ABM initiatives
• Eliminate marketing/sales finger-pointing through shared accountability on revenue metrics and transparent, real-time pipeline reporting
• Live and breathe funnel metrics—implement comprehensive ABM dashboards tracking account engagement scores, pipeline velocity, conversion rates at each funnel stage, win rates, deal size, and ARR contribution
• Track campaign performance at the account level and optimize based on insights using a test-and-learn approach
• Demonstrate deep fluency in interpreting funnel data to diagnose bottlenecks, predict outcomes, and course-correct in real-time
• Conduct regular program reviews and present results to leadership with clear ROI analysis and pipeline attribution
• Monitor account progression through buying stages and identify acceleration opportunities
• Calculate and report on ABM ROI and contribution to revenue targets
• Maintain post-campaign analysis discipline; document what worked, what didn't, and why for continuous improvement
• Demonstrate hands-on proficiency with ABM platforms, marketing automation, CRM, and advertising tools—not just strategic oversight
• Build, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they arise
• Stay current on platform updates, new features, and channel best practices
• Understand technical integrations between systems and leverage them for more sophisticated targeting and measurement