You own pipeline, with a hyperfocus on account-based marketing. Most of it will come from a focused set of strategic accounts, not broad inbound. This is a senior, director-level role reporting to the CMO. You start as a team of one and build the team over time, setting the strategy and building it yourself. This position is based in San Francisco, Bay Area. What You Will Do ABM (the core) - Tier and prioritize a named list of strategic accounts, and run 1:1, 1:few, and 1:many programs against them. - Run a modern, signals-based motion: capture intent, enrich and score accounts, and route activated accounts to sales with the context to act. - Orchestrate the ABM stack (ZoomInfo, Clay, LinkedIn, Reachdesk) with RevOps, and partner with sales daily on accounts, plays, and pipeline. No Tier 1 account sits untouched. Demand generation (the engine underneath) - Own the broader program (campaigns, nurture, email, webinars, paid, events) as air cover for the account motion. - Own the funnel and its metrics, plus lead scoring, routing, and hygiene, in HubSpot and Salesforce. - Own and manage the demand-gen budget, metrics-first. What We Are Looking For • 8+ years driving pipeline at a B2B enterprise software company, selling large-dollar deals with long, multi-stakeholder cycles. • Real ABM experience: you have built named-account programs, prioritized accounts, coordinated with sales, and measured influence. You have run ABM, not just bought the tool. • Fluency in the modern, signals-based ABM playbook: intent data, enrichment, scoring, and orchestration. • Agentic, AI-driven marketing: you run the function with AI, not around it. Hands-on with Clay, Claude, and similar, with real AI-driven work to show. • Hands-on with HubSpot and Salesforce. • Metrics-first, and comfortable being held to a pipeline number alongside senior sales counterparts. • A builder's mindset. This is a stand-up, and no task is beneath you. How to Stand Out From the Crowd • Experience marketing AI, ML, data, or other technical enterprise platforms. • Experience with regulated-industry buyers (financial services, government, healthcare). Why H2O.ai? • Market leader in total rewards • Remote-friendly culture • Flexible working environment • Be part of a world-class team • Career growth The base salary for this role ranges from $150,000 to $200,000. Compensation is determined based on several factors, including skills, experience, job scope, location, and relevant market compensation data.