Director of ABMNeara is seeking a Director of ABM to lead and strengthen our ABM program. This is a player-coach role for someone who can continue to elevate the strategy and playbooks, establish consistent standards across the program, and personally shape individual account strategy, develop and execute campaigns, and work closely with Sales to advance our most strategic accounts.
Our ABMs are responsible for how target accounts experience marketing tip-to-tail in their regions. Deeply embedded with Sales, they develop a nuanced understanding of each account's buying group and the regulatory and geographic pressures their accounts face, and design the right sequence of narratives across channels required to convert large, complex, sophisticated buying groups. The Director of ABM will make that model work consistently across regions and prove its commercial impact.
This person will bring rigor to how we build account plans, activate campaigns, measure success and communicate results. They will coach a team of regional ABMs, identify patterns across accounts, and turn the strongest approaches into repeatable programs.
This is not purely a managerial role. You are expected to be hands-on and lead ABM activation at a set of strategic accounts yourself.
What You Will Do:- Personally own ABM strategy and execution for a focused set of high-priority or complex accounts
- Identify patterns across accounts and translate them into scaled campaigns, content priorities, events, and other executive engagement opportunities
- Lead and coach our ABM team, translating wins into standardized approaches across account planning, campaign development, and stakeholder strategy to continue raising the quality and consistency of the program
- Strengthen and scale the ABM operating model by codifying playbooks and aligning target accounts to clear, measurable marketing objectives across near, intermediate, and long-term milestones
- Partner with Sales and Revenue Operations to improve account data quality, goal tracking and org-wide visibility, as well as establish benchmarks that make it easy to distinguish activity from meaningful account movement
- Develop integrated account programs and help the team balance deeply tailored account work with more scaled and repeatable programs
- Lead regular account reviews to identify what is working, what is not, and where resources should be reallocated
- Build a culture in which successful plays, account intelligence, and customer stories travel quickly across teams and regions
- Create a strong operating rhythm between ABM and broader marketing team, Sales, Customer Success, and Product
Who You Are:- You are a true player-coach energized by developing a team but equally enthusiastic about and capable of doing the work yourself
- You know that ABM is not "swap the logo on the landing page" nor a laundry list of bespoke Sales requests but a structured approach to changing beliefs across diverse buying committees in complex accounts
- Hands-on expertise with a wide variety of channels and strong opinions about when and how to leverage them and sequence account touchpoints
- You are equally comfortable coaching ABMs, challenging an account strategy, reviewing engagement data, developing campaigns independently, and diagnosing why an account is stuck
- You have strong instincts for and can identify the intermediate milestones that matter across long sales cycles and can credibly connect them to revenue outcomes
- You can think strategically and creatively about how to measure ABM's value beyond traditional metrics and can communicate value clearly
- You are comfortable challenging assumptions, testing new approaches and changing course when the situation demands it
Location: New York area preferred, open to Hybrid or Remote.
