4 to 6 years of B2B marketing experience, with at least 2 years in account-based marketing, ideally in SaaS or IT software
Proven track record of successful ABM programs generating measurable pipeline and revenue
Hands-on experience with 6sense or similar ABM platforms
Familiarity with data enrichment tools like Clay and writing sales sequences in Outreach or similar platforms
Experience managing incentive and direct mail programs, including vendor relations and budget oversight
Proficiency in Salesforce and marketing automation tools like Marketo, Eloqua, or HubSpot
Strong analytical skills with the ability to report on pipeline and ROI
Responsibilities
Own ABM targets for sourced and influenced pipeline and revenue, focusing on new logo acquisition and customer expansion
Manage the 6sense platform for ITSM, including segment building and account scoring
Write custom sales sequences for priority accounts and collaborate with sales to optimize messaging
Develop plays to identify expansion signals within the existing customer base
Create and manage incentive programs and direct mail campaigns to engage key contacts
Collaborate with sales and customer success teams on target account strategies and pipeline reviews
Report on account engagement metrics and refine targeting based on performance data
Benefits
Hybrid work arrangement with 3 days in the Austin office
Opportunity to work with cutting-edge ABM tools and platforms
Collaborative environment with cross-functional teams
Focus on measurable impact and data-driven decision making
Engagement with high-value ITSM target accounts
Full Job Description
About the role SolarWinds is looking for an Account Based Marketer to drive pipeline and revenue from our highest-value ITSM target accounts, across both new business and expansion within our existing customer base. Using intent data, you'll find in-market buyers, build vertical campaigns that speak to their priorities, and run targeted engagement programs that earn meetings. Data enrichment tools such as Clay will help you grow the number of marketable contacts within target accounts, and you'll write custom, targeted sales sequences to reach them.
Work arrangement This is a hybrid role based in Austin, TX, with 3 days per week in our Austin office.
What you will do
Pipeline and revenue: Own ABM targets for sourced and influenced pipeline and revenue, across new logo acquisition and customer upsell, cross-sell and expansion.
6sense: Own the 6sense platform for ITSM. Build and maintain segments, account scoring, buying stage models and intent keyword sets. Launch 6sense advertising and orchestration plays and deliver account insights to sales.
Sales sequences: Write custom, targeted sales sequences in for priority accounts, verticals and personas. Partner with sales to launch sequences tied to intent signals and ABM plays, and test messaging to improve reply and meeting rates.
Customer expansion: Build plays that identify expansion signals in the installed base and help account managers grow existing customers into additional SolarWinds ITSM products and seats.
Incentives and gifting: Build and manage meeting-for-incentive programs, survey offers, direct mail and e-gifting through platforms such as Sendoso, Reachdesk or Alyce to engage key contacts, drive qualified conversations and accelerate active deals.
GTM alignment: Partner with sales, BDR and customer success leaders on target account lists built from SolarWinds ICPs, account plans, sales sequences and follow-up. Run regular pipeline reviews by segment and vertical.
Measurement: Report on account engagement, contact enrichment, sequence performance, meetings booked, cost per meeting, meeting-to-opportunity conversion, pipeline created, velocity, win rates and expansion revenue for target accounts. Use results to refine targeting and spend.
Collaboration: Coordinate with digital growth, demand generation, events and marketing operations so account plays connect across every channel.
What you bring
4 to 6 years of B2B marketing experience, with at least 2 years in account-based marketing, ideally in SaaS or IT software
A track record of ABM programs that delivered measurable pipeline and revenue from both new logos and existing customers
Hands-on experience administering 6sense (or Demandbase, Terminus or a similar ABM platform)
Experience using Clay or similar data enrichment tools to expand contact coverage within target accounts, and writing sales sequences in Outreach (or Salesloft or a similar platform)
Experience running vertical or industry-focused campaigns
Experience managing incentive, gifting or direct mail programs, including vendors and budgets
Proficiency with Salesforce and marketing automation (Marketo, Eloqua or HubSpot)
Strong analytical skills and comfort reporting on pipeline and ROI
Excellent communication skills and a collaborative style with sales and customer success teams
Strong writing skills, including sales sequences that drive replies and meetings
Nice to have
6sense certification
Familiarity with ITSM, service desk or IT operations buyers and buying committees, and how to turn them into target account strategies
Experience with Sendoso, Reachdesk, Alyce or similar gifting platforms
Experience building Clay waterfall enrichment workflows across multiple data providers
Experience with intent data, account scoring and buying stage models
About SolarWinds
SolarWinds Corporation provides IT infrastructure management software products. The Company offers products that are designed to monitor and manage the performance of servers, networks, databases, applications, and storage from a single web-based dashboard. SolarWinds serves customers worldwide. SolarWinds Corporation was founded in 1999 and is headquartered in Austin, Texas.
