Senior Account Based Marketing Manager

The Role

Strategic accounts—growing businesses with significant revenue, institutional funding, or real operational complexity have been Pilot's bread and butter for years. The product fits. The sales motion works. This role takes what's working and builds the program behind it.
The dedicated ABM program for this segment has been laid out, but the rigor, the playbook, and the scale are what this role builds. You'll work closely with the Head of Strategic Marketing and sales leadership to make sure everything you build is pointed at the right accounts and moving the right deals. And alongside the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads, adding a referral-driven channel to the ABM programs you're building.
This is an individual contributor role with real pipeline ownership. You're not supporting someone else's programs. You're building your own.
This is a hybrid role requiring presence in our San Francisco or Nashville office on Mondays, Tuesdays, and Thursdays.

• ABM strategy and programs. You'll define the account-based approach for this segment—target account selection, buying committee mapping, personalized campaigns, and the sequencing that moves multi-stakeholder deals through a longer cycle. You'll test, learn, and build the playbook as you go.
• Pipeline contribution. You're accountable for what this segment produces: SQLs, opportunity value, conversion rates, pipeline velocity. You know what the numbers are telling you and what to adjust when they're not moving.
• Sales alignment. You'll be in pipeline reviews, contributing to account plans, and making sure marketing programs are coordinated with where sales is focused. One unified motion, not two separate ones.
• Partner-sourced pipeline. Working closely with the Partner Marketing and Events Lead, you'll help turn partner relationships into a source of qualified leads for strategic accounts, coordinating on referral programs and ensuring partner-generated opportunities are tracked, nurtured, and converted with the same rigor as any other channel.
• Campaign execution. Working with shared specialists across lifecycle, paid media, content, and marketing ops, you'll design and run full-funnel programs that reach strategic account buyers via paid channels, events, outbound sequences, and direct engagement.

• A clear ABM strategy for strategic accounts.
• Targeted programs running against priority accounts.
• Partner-sourced leads flowing into the pipeline alongside ABM-generated opportunities.
• Growing, measurable pipeline contribution from the segment.
• A tight, trusted working relationship with sales.

You've run ABM programs before and have pipeline results to show for it. You're comfortable in an environment where the playbook isn't finished yet. You know how to map a buying committee efficiently, build a targeting strategy, and design campaigns that move multi-stakeholder deals rather than just generate impressions. You get things done through collaboration, not headcount.
More specifically:

• 8+ years of B2B marketing experience, with at least 4 years in demand generation or ABM roles.
• Proven track record owning pipeline metrics, not just campaign metrics.
• Experienced working closely with sales on account prioritization and pipeline goals.
• Comfortable working across a partner ecosystem to source and develop leads. You understand how referral-driven pipeline works and how to build programs that support it.
• Approach demand gen with an experimental mindset and are comfortable with data analysis to measure program impact. Familiarity with attribution, campaign performance and forecasting.
• Hands‑on with the demand gen tech stack; you can build the program and run our Mar Tech stack - SFDC, Marketo, Bizible/Marketo Measure, Influ2, and Google Analytics.
• Able to thrive in a fast‑paced startup environment, managing multiple projects and priorities simultaneously.
• Expert communicator and collaborator. Experience in working with multiple stakeholders to drive a project or program to success.

Nice to have: experience marketing to complex financial buyers;…