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 and best practices for ABM programs.

Qualifications

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

Benefits & Perks

• Medical, dental, vision, disability, and life insurance options.
• Flexible time off and paid US holidays.
• Commuter benefits attached to a flexible spending account.
• Wellness benefits, adoption, and parental leave benefits.