Washington Post

Arc XP, ABM Demand Generation Manager

Washington Post$100K — $130K *
Enterprise Technology
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • 6-8+ years of SaaS marketing experience, with at least 3 years in ABM roles
  • Proven experience building and scaling enterprise ABM programs with measurable pipeline impact
  • Strong proficiency with ABM tech stacks
  • Experience influencing long-cycle, six-figure enterprise deals with multi-stakeholder buying groups
  • Excellent project management and cross-functional communication skills

Responsibilities

  • Partner with sales leadership to align on account prioritization and campaign execution
  • Build and scale a repeatable ABM program roadmap aligned with pipeline goals
  • Develop and execute inbound and outbound ABM programs aligned to target accounts and buying groups
  • Design multi-channel plays that drive engagement across buying committees
  • Analyze performance across tiers and channels to guide optimization

Benefits

  • Opportunity to own and scale impactful ABM strategies
  • Close collaboration with sales and product marketing teams
  • Engagement with cross-functional initiatives across business units
  • Access to advanced ABM and revenue technology stacks
  • Potential for team building and leadership as the program grows
Full Job Description
Job Description

The Manager of Demand Generation role is critical to scaling our revenue engine. You'll build and scale 1:1, 1:few, and 1:many ABM programs in close partnership with AEs, SDRs, Product Marketing, and RevOps to influence buying committees and progress strategic accounts.

You are motivated by owning outcomes, not activities, and by driving measurable pipeline impact through ABM. This role will report directly to the VP of Marketing. The ideal candidate has deep ABM and enterprise campaign experience, thrives in complex GTM environments, and knows how to turn insights into multi-threaded engagement across channels.

What Motivates You:

  • You are a strategic and experienced Account-Based Marketer that has led and scaled global ABM efforts. You want to own the end-to-end ABM strategy, driving a measurable impact on pipeline
  • You use engagement, intent, and pipeline data to prioritize accounts, refine sequencing, and guide next-best actions to enterprise accounts.
  • You are motivated by close partnership with sales leadership and measurable pipeline impact.

Key Responsibilities:

ABM Strategy & Orchestrated Campaigns:
  • Partner with sales leadership to align on account prioritization, sales enablement, and joint campaign execution
  • Build and scale a repeatable ABM program roadmap aligned with pipeline goals, sales priorities, and market opportunities.
  • Develop and execute inbound and outbound ABM programs aligned to ICPs, target account lists, and buying groups.
  • Design multi-step, multi-channel plays that drive engagement across entire buying committees and the customer lifecycle.
  • Build integrated, multi-channel ABM campaigns aligned to account strategy and buying stage.
  • Use account intelligence including market signals and intent data to tailor messaging, sequences, and assets for priority accounts.
  • Create campaign briefs, timelines, and action plans in collaboration with Content, PMM, and Ops.
  • Develop actionable buyer insights across target accounts, including buying groups, priorities, and decision dynamics.
  • Build, mentor, and scale an ABM team over time, including hiring and performance management as the program grows.


Sales, SDR & GTM Collaboration:
  • Work side-by-side with Sales and SDR leadership to ensure alignment on targets, messaging, follow-up tactics, and success metrics.
  • Launch coordinated outbound + inbound plays tied to account signals, product launches, and field events.
  • Partner with Field Marketing to support regional events and account-based activations.
  • Ensure SDRs have stage-appropriate talking points, outreach sequences, and triggers for timely follow-up.
  • Partner with Product Marketing to adapt core narratives into account-specific value propositions and plays.


Measurement, Insights & Optimization
  • Track account engagement, pipeline influence, and conversion metrics using HubSpot, Salesforce, GA4, and other tools.
  • Analyze performance across tiers and channels to guide optimization and prioritization.
  • Own reporting for assigned programs, highlighting full-funnel performance, account progression, and ROI.
  • Manage ABM budgets at the offering level with a focus on efficiency metrics like CAC, MQLs, SQOs and pipeline generation
  • Continuously refine targeting, sequencing, and content based on behavioral and intent data.


Core Skill Areas:

Required Qualifications:
  • 6-8+ years of SaaS marketing experience, with at least 3 years in ABM roles
  • Proven experience building and scaling enterprise ABM programs with measurable pipeline impact.
  • Strong proficiency with ABM tech stacks
  • Experience influencing long-cycle, six-figure enterprise deals with multi-stakeholder buying groups.
  • Adept at managing cross-functional initiatives and aligning multiple stakeholders around shared goals
  • Able to translate strategy into execution and deliver results in a fast-moving environment.
  • Thrives in a fast-paced, results-oriented environment and can manage multiple complex projects simultaneously.
  • Strong understanding of buying groups, sales cycles, and how to influence accounts at different stages.
  • Strong proficiency with ABM and revenue technology stacks.
  • Strong analytical skills with the ability to translate account and funnel data into executive-ready insights.
  • Experience partnering deeply with SDR and Sales teams to execute coordinated account motions.
  • Excellent project management, prioritization, and cross-functional communication skills.
  • Comfortable testing, iterating, and scaling ABM programs based on performance data.
  • Experience supporting global enterprise ABM programs preferred
  • Experience marketing to technical and business stakeholders within media, publishing, or digital experience ecosystems is a strong plus.


About Washington Post

The Washington Post is an American daily newspaper published in Washington, D.C. It is the most-widely circulated newspaper within the Washington metropolitan area and has a large international audience. Daily broadsheet editions are printed for D.C., Maryland, and Virginia. The newspaper has won the Pulitzer Prize 65 times for its work, the second-most of any publication. It is considered a newspaper of record in the U.S. Post journalists have also received 18 Nieman Fellowships and 368 White House News Photographers Association awards. The paper is well known for its political reporting and is one of the few remaining American newspapers to operate foreign bureaus. The Post was founded in 1877. In its early years, it went through several owners and struggled both financially and editorially. Financier Eugene Meyer purchased it out of bankruptcy in 1933 and revived its health and reputation, work continued by his successors Katharine and Phil Graham, who bought out several rival publications. The Post's 1971 printing of the Pentagon Papers helped spur opposition to the Vietnam War. Subsequently, in the best-known episode in the newspaper's history, reporters Bob Woodward and Carl Bernstein led the American press's investigation into what became known as the Watergate scandal, which resulted in the 1974 resignation of President Richard Nixon. The advent of the internet expanded the Post's national and international reach. In October 2013, the Graham family sold the newspaper to Nash Holdings, a holding company owned by Jeff Bezos, for $250 million.
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