Manager, B2B ABM & Revenue Technology | 6sense
Accenture, Albany, NY, United States
Accenture Song accelerates growth and value for our clients through sustained customer relevance.
Our capabilities span ideation to execution: growth, product and experience design; technology and experience platforms; creative, media and marketing strategy; and campaign, content and channel orchestration.
With strong client relationships and deep industry expertise, we help our clients operate at the speed of life through the unlimited potential of imagination, technology and intelligence.
Visit us at: www.accenture.com/song
You Are This role leads the strategy, governance, and activation of an account-based marketing ecosystem designed to drive measurable pipeline and revenue impact. Serving as the strategic owner of the ABM intelligence and orchestration layer, this position ensures that predictive account insights, buyer-stage signals, and engagement data are translated into prioritized, revenue-generating action across Marketing and Sales.
Core Responsibilities ABM Intelligence Platform Ownership and Governance
Own end-to-end strategy, configuration, governance, and optimization of the account intelligence and predictive analytics capability
Ensure data integrity, signal accuracy, buying-group alignment, and standardized usage across Marketing, Sales, and Revenue Operations
Define and maintain account qualification frameworks including MQAs, buying group readiness, and stage progression models
Establish governance for predictive scoring, segmentation logic, orchestration triggers, and activation thresholds
Partner with Revenue Operations to align account data models and opportunity structures within CRM
Intent-to-Revenue Activation
Operationalize third-party intent, engagement, and fit signals into prioritized sales and marketing plays
Translate predictive insights into scalable workflows across marketing automation and CRM systems
Align territory mapping, account prioritization, and SLA-based routing frameworks with Sales Operations
Ensure seamless signal flow into downstream activation and orchestration platforms
Continuously refine activation criteria and qualification thresholds based on performance data
Account-Based Orchestration Strategy
Define account-based journey frameworks aligned to buying stages and account maturity
Align predictive buying stages with lifecycle marketing programs and pipeline acceleration initiatives
Develop standardized ABM playbooks for coordinated execution across Marketing and Sales
Orchestrate engagement across email, web, sales outreach, events, and paid media channels
Enable global teams with scalable activation models while maintaining centralized governance
Revenue Intelligence and Performance Measurement
Establish standardized reporting on account engagement, MQAs, buying group coverage, and pipeline influenceEnsure alignment between account intelligence insights and CRM opportunity data
Deliver executive-level dashboards highlighting ABM impact on pipeline velocity, deal progression, and revenue contribution
Partner with Analytics to support attribution models and performance measurement
Drive continuous optimization of scoring, qualification, and activation frameworks
Cross-Functional Revenue Alignment
Serve as the primary liaison between Marketing, Sales, Sales Operations, and Analytics for ABM strategy and revenue orchestration
Drive adoption of intelligence-led selling motions supported by predictive analytics
Develop governance standards, documentation, and enablement resources for consistent ABM execution
Facilitate stakeholder alignment on KPIs, qualification standards, and activation workflows
Focus on scalable systems, automation, and measurable revenue impact rather than campaign execution
Basic Qualifications
7+ years of experience working with Marketing Platforms.
3+ years of experience in 6sense including predictive modeling, intent configuration, buying group management, MQA frameworks, and sales intelligence activation
5+ years of experience on Marketo for lifecycle automation, account-based nurture, and scoring alignment
3+ years of experience with Adobe B2B Journey Optimizer for cross-channel account journey orchestration
Preferred Skillsets
Proficiency in Salesforce integration and Revenue Operations alignment
Strong understanding of ABM measurement frameworks, pipeline attribution, and revenue analytics
Benefits Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off.
Equal Employment Opportunity Statement We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Accenture is an EEO and affirmative action employer of veterans/individuals with disabilities.
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Our capabilities span ideation to execution: growth, product and experience design; technology and experience platforms; creative, media and marketing strategy; and campaign, content and channel orchestration.
With strong client relationships and deep industry expertise, we help our clients operate at the speed of life through the unlimited potential of imagination, technology and intelligence.
Visit us at: www.accenture.com/song
You Are This role leads the strategy, governance, and activation of an account-based marketing ecosystem designed to drive measurable pipeline and revenue impact. Serving as the strategic owner of the ABM intelligence and orchestration layer, this position ensures that predictive account insights, buyer-stage signals, and engagement data are translated into prioritized, revenue-generating action across Marketing and Sales.
Core Responsibilities ABM Intelligence Platform Ownership and Governance
Own end-to-end strategy, configuration, governance, and optimization of the account intelligence and predictive analytics capability
Ensure data integrity, signal accuracy, buying-group alignment, and standardized usage across Marketing, Sales, and Revenue Operations
Define and maintain account qualification frameworks including MQAs, buying group readiness, and stage progression models
Establish governance for predictive scoring, segmentation logic, orchestration triggers, and activation thresholds
Partner with Revenue Operations to align account data models and opportunity structures within CRM
Intent-to-Revenue Activation
Operationalize third-party intent, engagement, and fit signals into prioritized sales and marketing plays
Translate predictive insights into scalable workflows across marketing automation and CRM systems
Align territory mapping, account prioritization, and SLA-based routing frameworks with Sales Operations
Ensure seamless signal flow into downstream activation and orchestration platforms
Continuously refine activation criteria and qualification thresholds based on performance data
Account-Based Orchestration Strategy
Define account-based journey frameworks aligned to buying stages and account maturity
Align predictive buying stages with lifecycle marketing programs and pipeline acceleration initiatives
Develop standardized ABM playbooks for coordinated execution across Marketing and Sales
Orchestrate engagement across email, web, sales outreach, events, and paid media channels
Enable global teams with scalable activation models while maintaining centralized governance
Revenue Intelligence and Performance Measurement
Establish standardized reporting on account engagement, MQAs, buying group coverage, and pipeline influenceEnsure alignment between account intelligence insights and CRM opportunity data
Deliver executive-level dashboards highlighting ABM impact on pipeline velocity, deal progression, and revenue contribution
Partner with Analytics to support attribution models and performance measurement
Drive continuous optimization of scoring, qualification, and activation frameworks
Cross-Functional Revenue Alignment
Serve as the primary liaison between Marketing, Sales, Sales Operations, and Analytics for ABM strategy and revenue orchestration
Drive adoption of intelligence-led selling motions supported by predictive analytics
Develop governance standards, documentation, and enablement resources for consistent ABM execution
Facilitate stakeholder alignment on KPIs, qualification standards, and activation workflows
Focus on scalable systems, automation, and measurable revenue impact rather than campaign execution
Basic Qualifications
7+ years of experience working with Marketing Platforms.
3+ years of experience in 6sense including predictive modeling, intent configuration, buying group management, MQA frameworks, and sales intelligence activation
5+ years of experience on Marketo for lifecycle automation, account-based nurture, and scoring alignment
3+ years of experience with Adobe B2B Journey Optimizer for cross-channel account journey orchestration
Preferred Skillsets
Proficiency in Salesforce integration and Revenue Operations alignment
Strong understanding of ABM measurement frameworks, pipeline attribution, and revenue analytics
Benefits Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off.
Equal Employment Opportunity Statement We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Accenture is an EEO and affirmative action employer of veterans/individuals with disabilities.
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