Senior Manager, Account-Based Marketing (ABM Lead)

Department: Marketing

Reports To: Digital Marketing & Operations Director

Location: US (Remote)

Job Summary

The Senior Manager, Account-Based Marketing will own the strategy and execution of iBase-t’s ABM program across named enterprise accounts in Aerospace & Defense. This role is directly accountable for program-level pipeline generation, partnering closely with Business Development (BD) and Sales to drive high-ACV opportunities within long, complex sales cycles. This is a hands-on, individual-contributor leadership role requiring a strategist willing to roll up their sleeves and execute directly.

Key Responsibilities

ABM Strategy & Objective Setting

•       Define ABM objectives aligned to overall business growth goals and pipeline targets

•       Establish minimum fit criteria for accounts to be included in the ABM program (firmographic, technographic, intent-based thresholds)

•       Set clear resource-to-results expectations across headcount, budget, and tooling to be shared with senior leadership

•       Own dashboard monitoring, program reviews, and performance insights to drive continuous optimization

Success Metric: ABM program objectives set, documented, and tied to company-wide revenue growth goals.

Demand (Create Pipeline in Named Accounts)

•       Own and execute ABM strategy across Tier 1 and Tier 2 named accounts

•       Identify buying team members and develop account- or segment-specific engagement plans aligned to deal stages and buying journey phase

•       Activate multi-channel plays (executive engagement, events, digital, content, BD outreach, social, phone) tailored to A&D personas and timed to buying journey phase

•       Partner with Product Marketing to align messaging to mission-critical manufacturing challenges (compliance, traceability, digital thread)

•       Map the buying journey and build account-based scoring models that align ABM plays to journey phase

•       Develop ABM playbooks for Sales and BDs covering personalization, messaging, buyer journey mapping, and outreach sequencing

•       Partner with cross-functional teams to create or manage creation of program assets (landing pages, emails, content)

Success Metric:   Influenced pipeline, reach of target accounts, and breadth of coverage across the buying team.

Capture (Accelerate Active Opportunities)

•       Co-own account plans with BD and Sales, aligning marketing plays to deal progression

•       Design and deploy deal acceleration programs with messaging and plays aligned to the buyer journey for in-flight opportunities

•       Identify gaps in buying committee coverage and orchestrate targeted multi-channel engagement—including BD outreach—to advance opportunities

•       Support late-stage differentiation using customer proof, analyst validation, and tailored content

Success Metric: Increased win rates and reduced sales cycle time on ABM-influenced deals when compared to existing demand generation baselines.

Expand (Drive Growth in Existing Accounts)

•       Use first- and third-party intent data to identify expansion opportunities within the installed base; partner with Customer Success and Sales to build account plans for these accounts

•       Build ABM plays for cross-sell and upsell aligned to product adoption and account maturity

•       Support strategic account penetration (new divisions, programs, geographies)

Success Metric: Expansion pipeline and ARR growth within existing accounts as compared to historical baseline.

Pipeline Ownership

•       Own program-level pipeline target for ABM

•       Track and report:

•       Pipeline Influenced

•       Account engagement progression

•       Contribution to closed-won revenue

•       Monitor dashboards regularly and lead program reviews to surface performance insights and drive optimization

•       Own account targeting, prioritization, and ABM budget allocation using market research and revenue potential modeling, directing Sales and BD on which accounts to pursue, where to focus, and how to engage.

•       Continuously optimize account selection, coverage, and investment based on pipeline yield

Cross-Functional Alignment

•       Business Development: Co-develop and execute account plans. Integrate BD outreach into ABM plays as a core channel; align on sequencing, messaging, and target account coverage

•       Sales: Align ABM programs to active deals and territory strategy

•       Product Marketing: Ensure vertical relevance and differentiation

•       Marketing Ops: Ensure attribution, measurement, and reporting integrity

Required Skills & Experience

•       7–10+ years in B2B marketing, with direct ABM ownership in enterprise environments

•       Proven strategist who can also execute directly; comfortable operating without a large team

•       Proven ability to drive pipeline in high-ACV, long sales cycle motions

•       Experience partnering closely with Sales/BD on named account strategy

•       Strong understanding of buying groups, buying journeys, and multi-threaded deal execution

•       Hands-on experience with:

•       Salesforce

•       HubSpot

•       Demandbase

•       WordPress

•       ABM/intent platforms (e.g., Demandbase, 6sense, Bombora) and data enrichment tools (e.g., ZoomInfo)

•       Experience in Aerospace & Defense or complex manufacturing preferred