Director, ABM & Expansion

About the Role

Key Responsibilities

• Define and drive the global ABM strategy across key segments and regions, aligning to revenue goals and customer lifecycle stages
• Partner with Sales, RevOps, and Marketing leadership to prioritize target account strategies and deliver measurable pipeline and expansion impact
• Lead the creation and governance of the global ABM Center of Excellence, including toolkits, best practices, and scalable frameworks for regional and functional teams
• Oversee the development and optimization of data-informed target account lists, working with Marketing Ops and Sales to ensure precise execution and performance tracking
• Scale 1:1, 1:few, and 1:many ABM programs across key verticals and product lines, incorporating digital, content, and field marketing activations
• Create and implement strategic programs to drive whitespace expansion, multi-product adoption, and long-term customer value
• Collaborate with Product Marketing and Campaigns to deliver high-impact content and messaging tailored to personas within target accounts
• Champion a test-and-learn culture—introducing new tools, data models, and tactics to continuously improve ABM performance
• Serve as a thought leader within the marketing organization, influencing executive stakeholders and evangelizing ABM success and learnings
• Design and execute 1:Few campaigns to drive revenue growth from existing customers, primarily through upselling and cross-selling motions
• Own a global budget and associated pipeline and demand generation goals, including increased account engagement with ABM tactics

Requirements

• Bachelor's degree in Marketing, Business, or a related field; MBA preferred
• 10+ years of experience in B2B SaaS marketing, with at least 4+ years in a leadership role owning ABM or Revenue Growth/Expansion strategies
• Demonstrated success leading large-scale ABM programs with measurable pipeline and revenue impact across multiple customer segments
• Deep expertise in ABM technologies and GTM stack (e.g., 6sense, Demandbase, Salesforce, Marketo, attribution tools)
• Proven ability to build cross-functional alignment across Sales, Marketing, and RevOps
• Strong analytical skills with the ability to translate complex data into actionable insights and strategic recommendations
• Excellent executive presence and communication skills, with a track record of influencing senior stakeholders
• Empathetic, customer-obsessed, and motivated by helping Sales win

Nice to Have

• Experience with digital, content, and field marketing activations
• Experience in creating scalable frameworks for ABM programs
• Familiarity with global marketing strategies and managing international teams

Qualifications

• Bachelor's degree in Marketing, Business, or a related field
• MBA (preferred)

Benefits & Perks

• $213,600 - $307,050 USD Base Salary + Target Bonus
• Medical, dental, vision, disability and life insurance options
• Flexible time off (plus paid US holidays), commuter benefits, and wellness benefits
• Adoption and parental leave benefits