Director of ABM
Core
Lead and execute Account-Based Marketing (ABM) strategies for high-priority complex accounts, acting as a player-coach to drive commercial impact and scale repeatable programs.
Role type
Director of ABM (Player-coach)
Builds
Scaled ABM campaigns, standardized account playbooks, and integrated engagement programs for strategic utility accounts.
Domain
Energy infrastructure / Utilities / AI & Machine Learning
Deliverable
product features
Required skills
ABM strategy & execution, account planning, campaign development, team coaching, stakeholder strategy, data quality management, cross-functional partnership, strategic thinking, creative problem solving, performance measurement
Preferred skills
Experience with complex B2B sales cycles, ability to balance tailored vs. scaled programs, strong communication of value beyond traditional metrics
Technologies
ABM platforms, marketing automation tools, data analytics tools
Responsibilities
Own ABM strategy and execution for focused high-priority accounts; Identify patterns across accounts to create scaled campaigns; Lead and coach the ABM team to standardize approaches; Strengthen the ABM operating model by codifying playbooks; Partner with Sales and RevOps to improve data quality and visibility; Develop integrated account programs balancing tailored and scaled work; Lead regular account reviews to reallocate resources; Build a culture of shared account intelligence; Create operating rhythms between ABM, Marketing, Sales, and Product.
Seniority
Director, hands-on IC with team leadership