Account Based Marketing Specialist (REMOTE OK) New San Mateo, CA
Arkose Labs Inc., San Mateo, California, United States, 94409
Position Overview
The Account Based Marketing Specialist 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. Key Responsibilities
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) Campaign Planning & Execution 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 Performance Measurement & Optimization 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 Technical Channel Execution 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 Qualifications
Must Have
4+ 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 Nice to Have Cybersecurity experience highly desirable Experience in SaaS, enterprise software, or technology sectors Background in sales or sales operations Knowledge of intent data providers and account intelligence tools Experience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads) Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.) Project management certification or formal training Experience working in high-growth or scale-up environments where agility and Examples of campaigns that failed, what you learned, and how you applied those lessons Why Arkose Labs?
At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We\u2019re not just a company; we\u2019re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe. Why do top tech professionals choose Arkose Labs? Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients. Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment. Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events. Ideal Size: We\u2019re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas. Join us in shaping the future of technology. At Arkose Labs, you\u2019re not just an employee; you\u2019re part of a visionary team driving global change The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snapchat, and Zilch. We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education. We value: People:
first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do. Team Work.
We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another Customer Focus . We empathize with our customers and obsess about solving their problems Execution
with precision, professionalism and urgency Security . It\u2019s the lens through which we implement our processes, procedures, and programs Competitive salary + Equity 401k plan Robust benefits package - 85% medical, dental, vision coverage for employees and 75% for dependents Flexible PTO Life insurance coverage Short and Long Term Disability Insurance paid by the company Generous nationwide parental leave policy Wellbeing package including mental health and gym discounts Flexible working hours to support personal well-being and mental health Employee Assistance Program Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities. The anticipated salary range for this position is $90,000.00 to $115,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate\u2019s skills, experience, and other qualifications as well as the candidate\u2019s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion. We value: Disability Status Select... PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
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The Account Based Marketing Specialist 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. Key Responsibilities
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) Campaign Planning & Execution 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 Performance Measurement & Optimization 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 Technical Channel Execution 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 Qualifications
Must Have
4+ 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 Nice to Have Cybersecurity experience highly desirable Experience in SaaS, enterprise software, or technology sectors Background in sales or sales operations Knowledge of intent data providers and account intelligence tools Experience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads) Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.) Project management certification or formal training Experience working in high-growth or scale-up environments where agility and Examples of campaigns that failed, what you learned, and how you applied those lessons Why Arkose Labs?
At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We\u2019re not just a company; we\u2019re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe. Why do top tech professionals choose Arkose Labs? Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients. Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment. Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events. Ideal Size: We\u2019re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas. Join us in shaping the future of technology. At Arkose Labs, you\u2019re not just an employee; you\u2019re part of a visionary team driving global change The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snapchat, and Zilch. We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education. We value: People:
first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do. Team Work.
We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another Customer Focus . We empathize with our customers and obsess about solving their problems Execution
with precision, professionalism and urgency Security . It\u2019s the lens through which we implement our processes, procedures, and programs Competitive salary + Equity 401k plan Robust benefits package - 85% medical, dental, vision coverage for employees and 75% for dependents Flexible PTO Life insurance coverage Short and Long Term Disability Insurance paid by the company Generous nationwide parental leave policy Wellbeing package including mental health and gym discounts Flexible working hours to support personal well-being and mental health Employee Assistance Program Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities. The anticipated salary range for this position is $90,000.00 to $115,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate\u2019s skills, experience, and other qualifications as well as the candidate\u2019s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion. We value: Disability Status Select... PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
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