Account Based Marketing Manager

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has historically left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren’t just selling radios; we are building the digital foundation for the 80% of the global workforce that doesn't work at a desk.

It is an incredibly exciting time to be joining Relay, given we've recently ranked #175 on the Deloitte Technology Fast 500 and #920 on the Inc. 5000.

We are looking for a strategic, results-driven Account Based Marketing (ABM) Manager to lead and scale our ABM program. As a founding member of this function, you will own our ABM strategy and execution end-to-end within your target account list — from campaign design to execution and performance measurement. You will partner 1:1 with Account-Based Sellers to drive velocity on existing deal cycles and expand our footprint within key industrial and commercial segments (e.g., Manufacturing, Gaming/Hospitality).

The right candidate is deeply curious, hands‑on, analytical, and adept at balancing strategic vision with executional detail. You aren’t here to turn the crank on an existing machine; you are here to build the engine, design the motion, and set the standard for how we win.

• Program Building: Create the playbook for our Tier 1 (1:1) and Tier 2 (1:few) motions. Build templates, processes, and best practices that allow us to scale high-touch marketing without losing personalization. Coordinate closely with Growth Marketing for Tier 3 (1:many) accounts.
• Strategic Sales Alignment & Deal Support: Act as a strategic partner in complex deal cycles, beyond just generating leads.
• Embed with Sales: Actively participate in weekly pipeline reviews and territory planning meetings to deeply understand sellers’ day‑to‑day activities.
• Execute Deal‑Specific Plays: Deliver high‑impact sales assets, collaborate with Marketing Content to tailor narratives and create bespoke Champion Decks, and build regional or logo‑specific plays.
• Elite Cross‑Functional Orchestration: Navigate internally across Sales, Customer Success, Product, Marketing, and Rev Ops. Connect the dots across teams and surface friction in the customer journey. Ensure marketing is synced with live deal cycles.
• Segment Intelligence & Feedback Loop: Serve as Marketing’s eyes and ears, synthesize deep segment knowledge with Product and Product Marketing, and cycle insights back to Content and Growth Marketing.
• The Flywheel Motion: Operationalize our Headpin strategy, collaborate with Sales and Customer Success to identify happy customer champions, and drive referral‑driven campaigns to expand dominance.
• Data‑Driven Optimization: Monitor and analyze ABM campaign effectiveness, providing actionable insights for optimization and owning targets against engagement lift, pipeline influence, and deal velocity.
• Operational Rigor: Partner with Rev Ops to illuminate the dark funnel, ensuring offline touchpoints like dinners, box suites, learning sessions, and summits are tracked, attributed, and recognized as pipeline influence.

• 3-5 years of experience in ABM, field marketing, or sales acceleration. History of partnering with sales to create pipeline and accelerate complex B2B deals.
• Strong understanding of ABM platforms (e.g., AdRoll, Demandbase) and CRM systems (Hub Spot).
• Ability to leverage ABM platform intent data to prioritize accounts showing early buying signals.
• Experience collaborating with Rev Ops to create pipeline views in Hub Spot.
• Entrepreneurial self‑starter comfortable with ambiguity; thrive in fast‑paced environments and build programs.
• Proactive mindset:…