Senior Manager, Account-Based Marketing

Senior Manager, Account-Based Marketing (ABM Lead)

Department:
Marketing

Reports To:

Digital Marketing & Operations Director

Location:

US (Remote)

The Senior Manager, Account-Based Marketing will own the strategy and execution of iBase-t’s ABM program across named enterprise accounts in Aerospace & Defense. This role is directly accountable for program-level pipeline generation, partnering closely with Business Development (BD) and Sales to drive high-ACV opportunities within long, complex sales cycles. This is a hands-on, individual-contributor leadership role requiring a strategist willing to roll up their sleeves and execute directly.

• Define ABM objectives aligned to overall business growth goals and pipeline targets
• Establish minimum fit criteria for accounts to be included in the ABM program (firmographic, technographic, intent-based thresholds)
• Set clear resource-to-results expectations across headcount, budget, and tooling to be shared with senior leadership
• Own dashboard monitoring, program reviews, and performance insights to drive continuous optimization

Success Metric: ABM program objectives set, documented, and tied to company-wide revenue growth goals.

• Own and execute ABM strategy across Tier 1 and Tier 2 named accounts
• Identify buying team members and develop account- or segment-specific engagement plans aligned to deal stages and buying journey phase
• Activate multi-channel plays (executive engagement, events, digital, content, BD outreach, social, phone) tailored to A&D personas and timed to buying journey phase
• Partner with Product Marketing to align messaging to mission-critical manufacturing challenges (compliance, traceability, digital thread)
• Map the buying journey and build account-based scoring models that align ABM plays to journey phase
• Develop ABM playbooks for Sales and BDs covering personalization, messaging, buyer journey mapping, and outreach sequencing
• Partner with cross-functional teams to create or manage creation of program assets (landing pages, emails, content)

Success Metric:
Influenced pipeline, reach of target accounts, and breadth of coverage across the buying team.

• Co-own account plans with BD and Sales, aligning marketing plays to deal progression
• Design and deploy deal acceleration programs with messaging and plays aligned to the buyer journey for in-flight opportunities
• Identify gaps in buying committee coverage and orchestrate targeted multi-channel engagement—including BD outreach—to advance opportunities
• Support late-stage differentiation using customer proof, analyst validation, and tailored content

Success Metric:
Increased win rates and reduced sales cycle time on ABM-influenced deals when compared to existing demand generation baselines.

• Use first- and third-party intent data to identify expansion opportunities within the installed base; partner with Customer Success and Sales to build account plans for these accounts
• Build ABM plays for cross-sell and upsell aligned to product adoption and account maturity
• Support strategic account penetration (new divisions, programs, geographies)

Success Metric:
Expansion pipeline and ARR growth within existing accounts as compared to historical baseline.

• Own program-level pipeline target for ABM
• Track and report:
  Pipeline Influenced, Account engagement progression, Contribution to closed-won revenue
• Monitor dashboards regularly and lead program reviews to surface performance insights and drive optimization
• Own account targeting, prioritization, and ABM budget allocation using market research and revenue potential…