Account-Based Marketing Manager

Overview

About Highspot:
Highspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world.

To this end, we have put intentional focus on creating equitable work spaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.

• Strategize and Execute High-Touch Multi-Channel ABM Programs
• Own end-to-end strategy and execution of 1:1 and 1:few ABM programs for Tier 1 and Tier 2 accounts, with a clear focus on pipeline creation and deal acceleration.
• Lead Highspot’s most strategic ABM experiences, including:
• Executive Forums (multi-day, curated executive events)
• Executive Briefing Centers (EBCs) and on-site account days
• 1:1 advertising and gifting programs designed to break into and multithread accounts
• Highly personalized digital sales rooms branded to individual accounts
• Ensure every program is designed with a clear point of view on who it’s for, what it’s meant to change in the deal, and how it supports pipeline.
• Travel approximately 10–20% to support on-site ABM experiences, owning logistics and execution while delivering a white-glove attendee experience, knowing the accounts, deal context, and stakeholders well enough to anticipate needs and actively support Sales during the event.
• Partner Deeply with Sales
• Act as a true “ride shotgun” partner to Sales on a defined set of priority accounts, building strong relationships with AEs, ADRs, and sales leadership.
• Collaborate with Sales to understand account strategy, deal dynamics, buying committees, and whitespace, to translate that into targeted ABM plays.
• Enable Sales with clear guidance on how to use ABM programs before, during, and after execution to maximize impact.
• Design Programs That Scale
• In addition to named-account work, design repeatable ABM plays (e.g., exec dinners, account activations, digital engagement tracks) that can support multiple in-flight deals or priority segments.
• Work closely with Field, Digital, and Lifecycle Marketing to ensure ABM programs connect cleanly into broader campaigns where appropriate.
• Measure, Learn, and Improve
• Track and report on ABM performance, with a strong emphasis on pipeline created, pipeline influenced, and deal progression.
• Partner with Rev Ops and Demand Gen leadership to ensure clean tracking in Salesforce and Marketo.
• Bring forward insights from what’s working (and what’s not) to continuously improve account targeting, program design, and execution.
• What Success Looks Like
• Sales views you as a trusted partner who helps them win and expand deals—not just run marketing programs.
• Your ABM programs consistently generate meaningful engagement with senior stakeholders and contribute directly to pipeline and closed-won deals.
• High-touch experiences feel intentional, polished, and clearly tied to account strategy.
• You help elevate Highspot’s ABM muscle by turning successful one-off programs into repeatable plays.

• 3-5 years of B2B marketing experience, with direct experience executing ABM programs in a SaaS or enterprise software environment.
• Proven ability to own end-to-end strategy of multi-channel ABM programs including execution of 1:1 and 1:few experiences
• Strong understanding of sales motions, buying committees, and enterprise deal dynamics.
• Comfort working closely with Sales and navigating fast-moving, high-stakes accounts.
• Experience partnering with Digital, Field, Lifecycle, Product Marketing, Content Marketing, Enablement and Rev Ops teams.
• Highly organized, detail-oriented, and able to manage multiple high-touch programs at once.
• Strategic instincts paired with a bias toward action, you don’t wait to be told what to do.
• Strong analytical mindset, capability…