Lead, SMC Marketing – ABM Growth Strategy

Translate BD pipeline goals into quarterly forecasts for Marketing Qualified Accounts (MQAs) and pipeline

Provide investment recommendations by industry and region

Develop new sources to acquire qualified Medium advertisers through publishers, communities, newsletters, podcasts, agencies, partners, and events

Design 1:many, 1:few, and 1:1 ABM outreach and activation plays

Drive cross-functional delivery through briefs, ownership, timelines, dependencies, and alignment across Content, Paid Acquisition, Events, Growth, Design, Lifecycle Marketing, BD Strategy, and BD

Own the test roadmap for audiences, demand sources, messages, offers, and experiences

Define hypotheses and success measures, and turn successful tests into repeatable ABM plays

Lead the closed-loop partnership with Lifecycle Marketing, Growth, BD Strategy, and BD

Define context and next steps for qualified accounts and use BD outcomes to improve targeting and ABM plays

Own MQA volume, BD acceptance rate, completed BD meetings, and sourced pipeline goals

Measure performance and recommend which ABM plays to scale or improve

Requirements

BS/BA degree or equivalent years of experience

8+ years experience in B2B Marketing

5+ years building B2B demand generation or ABM in high growth environment

Multichannel ABM experience generating qualified accounts and pipeline

Strong experimentation, measurement, and attribution expertise

Deep knowledge of B2B demand generation and account-based marketing, including ideal customer profiles, target-account selection, account tiering, buying-group mapping, and 1:many, 1:few, and 1:1 program design

Strong analytical skills, including marketing funnel management, quarterly pipeline forecasting, scenario planning, and translating pipeline goals into MQA targets, sourced pipeline, and investment requirements

Experience identifying and evaluating new demand channels and partnerships

Strong experimentation and measurement discipline, including hypothesis development, test design, success metrics, maturity windows, attribution limits, and causal impact

Excellent cross-functional leadership and communication skills

Working knowledge of sales operations and processes, including account qualification, lead-to-account matching, CRM and marketing automation, source and stage definitions, contextual BD handoffs, and closed-loop reporting

Strong account and buyer research skills

Preferred: Experience testing new demand channels and partnerships; strong CRM, forecasting, and investment planning skills; cross-functional leadership across Marketing, Growth, RevOps, and BD

Core Competencies
Demonstrates expertise in B2B Demand Generation and Account-Based Marketing (ABM), with a strong focus on multichannel strategies, pipeline forecasting, and performance measurement. Proven ability to lead cross-functional teams and drive successful marketing initiatives through data-driven decision-making and experimentation.

Highest-signal resume keywords

B2B Demand Generation

Account-Based Marketing (ABM)

Pipeline Forecasting

Cross-Functional Leadership

Experimentation and Measurement

Hard Skills

Multichannel ABM Experience

Marketing Funnel Management

Quarterly Pipeline Forecasting

Hypothesis Development

Test Design

Success Metrics

Account Tiering

Buying-Group Mapping

Lead-to-Account Matching

Attribution Expertise

Soft Skills

Analytical Skills

Communication Skills

Leadership Skills

Industry Keywords

B2B Marketing

Investment Planning

Demand Channels

Qualified Accounts

Closed-Loop Reporting

Tools & Technologies

CRM

Marketing Automation

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