Revenue & Growth Marketing Manager; ABM Focus

Position: Revenue & Growth Marketing Manager (ABM Focus)

What We Do:

Florence software advances cures by helping the world's most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world—we're the most widely deployed site workflow tool in the industry. By the end of the decade, we'll double the pace at which new medicines get to market by doubling the output of trial site teams.

To date, we were named a Deloitte Fast 50 business, G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row.

At Florence, we are committed to make the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.

What You’ll Bring to The Team

Florence is modernizing clinical trial execution by connecting sites, sponsors, and CROs through a unified research platform. We are rebuilding our growth engine and looking for a hands‑on, inventive, full-funnel Revenue & Growth Marketing Manager to drive targeted pipeline creation and acceleration across key segments.

This role owns account‑based marketing activation, digital programs, paid campaigns, and event strategy. You will work closely with Sales and Marketing leadership to identify the right accounts, craft tailored engagement plays, and build repeatable programs that increase lead‑to‑opportunity conversion and deal velocity.

This is a role for someone who loves building, experimenting, and executing across channels. If you enjoy blending creativity with operational rigor and thrive in a fast‑moving environment, you will be successful here.

As a Business Development Representative, you will Account-Based Marketing (Primary Focus)

• Build and run account-specific activation programs for priority sponsor, CRO, and site accounts.
• Partner with Sales to understand account needs, buying committees, and engagement history.
• Create multi‑touch plays that mix digital, email, events, direct mail, and personalized content.
• Use AI and research tools to generate account insights, persona maps, and engagement hypotheses.
• Design dashboards to monitor account engagement and progression within buying stages.
• Support pipeline acceleration plays for in‑cycle deals with highly targeted campaigns.

Full‑Funnel Digital and Demand Programs

• Run integrated digital campaigns across paid search, paid social, retargeting, and SEO‑driven content activation.
• Optimize digital channels to improve conversion rates and marketing qualified opportunities.
• Design nurture streams and lifecycle journeys that align content with buying stages and segment maturity.
• Partner with Content and PMM to ensure that every program has the right messaging, value props, and assets.

Event and Field Marketing (50% of role blended across seasons)

• Plan and execute high‑quality events including industry conferences, field events, VIP dinners, webinars, and sponsor‑site roadshows.
• Build pre‑show and post‑show workflows that generate measurable pipeline and engagement lift.
• Create ABM‑style on‑site experiences for top accounts to deepen relationships and accelerate deals.
• Track event ROI and influence on pipeline in a disciplined, transparent way.

Pipeline Analytics and Optimization

• Monitor key funnel metrics including engagement, MQL → SQL → Opp conversion, and influenced revenue.
• Identify gaps in the buyer journey and propose creative experiments to improve conversion.
• Provide insight to Sales on what messaging and plays are working and where accounts are stalling.
• Use AI‑driven tools and intent signals to prioritize efforts and refine targeting.

Cross‑functional Collaboration

• Partner with Sales stakeholders weekly to align on target accounts, meeting goals, and activation plays.
• Work with Content and PMM to tailor assets for ABM, campaigns, and events.
• Coordinate with Customer Marketing on expansion ABM and reference development.
• Bring a POV on new tools, tactics, and experiments that can expand our reach and influence.

Success Metrics

• Lead‑to‑opportunity conversion rate improvement.
• Pipeline creation within named ABM accounts.
• Pipeline acceleration for in‑cycle deals.
• Win rate lift for targeted…