Role Overview
We are seeking an experienced, strategic Account-Based Marketing (ABM) Associate Director to design, execute, and scale ABM programs for our highest-priority pharmaceutical and biotech accounts. Reporting to the Chief Marketing Officer, this role will lead ABM strategy development and implementation, partnering closely with Sales, Account Management, and Product Marketing to drive pipeline growth, account expansion, and retention across a targeted portfolio of accounts.
The ideal candidate is an accomplished B2B marketer with expertise in complex, consultative sales environments within life sciences or related industries. You excel at translating market insights and account intelligence into tailored, multi-functional programs that influence diverse buying committees and senior stakeholders. You bring a strategic mindset combined with proven ability to establish operational frameworks, policies, and best practices that have company-wide impact.
Key Responsibilities
- Develop and provide the strategic vision and direction for the ABM strategy across multiple account tiers and market segments, aligned to company growth goals and sales priorities and broader business objectives.
- Build tiered ABM programs (1:1, 1:few, and 1:many) that are tailored to account needs, buying centers, and stages of the customer lifecycle, and establish repeatable frameworks that can scale across segments and regions.
- Partner with Sales and Account Management to co-create account plans, define target personas and buying groups, and identify growth opportunities (new logos, expansion, and cross-sell/upsell).
- Design and orchestrate integrated ABM campaigns across channels (email, digital, events, direct mail, thought leadership, executive engagement) with clear objectives, messaging, and success metrics that drive measurable business impact across a portfolio of strategic accounts.
- Leverage insights from CRM, marketing automation, web analytics, and third-party data to prioritize accounts, personalize outreach, and measure impact, and translate analysis into strategic recommendations for senior leadership.
- Collaborate with Product Marketing and Content teams to adapt core messages, case studies, and value propositions for specific accounts and segments, and shape messaging frameworks that support multiple lines of business.
- Coordinate executive and SME engagement for key accounts, including tailored briefing materials, meeting follow-ups, and multi-touch nurture programs.
- Build and maintain account-level dashboards and reporting in partnership with Marketing Operations and Sales Operations, tracking engagement, pipeline influence, revenue impact, and program ROI, and establish measurement frameworks and operating cadences used across the ABM function.
- Continuously test, optimize, and scale ABM tactics, documenting best practices and playbooks that can be replicated across regions and segments and formalizing policies and processes that improve functional effectiveness.
- Champion ABM within Trinity, educating stakeholders on best practices, tools, and the impact of ABM on revenue and customer relationships, and influencing adoption among senior leaders and cross-functional teams.
Qualifications
- Bachelor's degree in Marketing, Business, Communications, or a related field; MBA or advanced degree is a plus.
- 8+ years of B2B marketing experience, with at least 2-3+ years focused on account-based marketing or strategic demand generation.
- Experience in life sciences, healthcare, or B2B professional services/technology supporting complex, consultative sales cycles strongly preferred; experience influencing senior commercial stakeholders and enterprise account strategies preferred.
Trinity's salary bands account for a wide range of factors that are considered in making compensation decisions including but not limited to skill sets and market demand for skills; level of experience and training; specific qualifications, performance, time in role/company, geographic location, and other business and organizational needs. A reasonable estimate of the current salary range is a minimum of $140,000. In addition to your base salary, you will also be eligible for an annual discretionary performance bonus.
