Job DescriptionYou will serve as the strategic owner for our global Account-Based Experience (ABX) program, responsible for designing and scaling the engine that drives engagement, pipeline, and revenue within our most critical enterprise accounts. This highly visible role requires a strategic thinker with deep expertise in account-based marketing, B2B SaaS / cybersecurity, and data-driven decision-making.
Why Join Our Team
The marketing team is focused on accelerating global pipeline growth in a fast-paced, highly innovative, and collaborative environment. This role is a critical revenue driver, offering significant autonomy and investment to build a best-in-class ABX engine that targets the most complex and valuable enterprise accounts globally.
Key Responsibilities:
Strategy & Framework Development
- Own the ABX blueprint: Develop, refine, and execute a targeted ABX go-to-market (GTM) strategy focused on driving engagement, pipeline, and revenue within key strategic accounts globally.
- Build scalable playbooks: Establish and document repeatable ABX frameworks (e.g., Tier 1 1:1, Tier 2 1:few, and Tier 3 1:many) to allow the program to scale efficiently alongside company growth.
Sales & Field Marketing Alignment
- Drive cross-functional alignment: Partner closely with Sales, Customer Success, and Account Management to create in-depth account profiles, unify revenue objectives, and ensure seamless orchestration.
- Map complex buying committees: Penetrate enterprise buying committees within target accounts, ensuring multi-threaded engagement across IT, security, compliance, and C-level stakeholders (e.g., CISOs, CIOs).
- Localize regional ABX programs: Collaborate with regional Field Marketing teams to scale global ABX frameworks into local markets, adapting campaigns to specific regional dynamics, compliance mandates, and buyer nuances.
- Execute vertical-focused motions: Partner with Field Marketing to develop and deploy industry-specific ABX initiatives (e.g., Financial Services, Healthcare, Critical Infrastructure), tailoring cybersecurity messaging to vertical-specific threat landscapes.
- Coordinate high-touch field activations: Co-create hyper-targeted regional field events, executive roundtables, and custom account experiences designed to break into net-new accounts and accelerate late-stage pipeline.
Campaign Build/Execution & Content Creation
- Execute full-lifecycle campaigns: Launch comprehensive, personalized ABX campaigns tailored to high-value accounts, driving both net-new logo acquisition and post-sale "land-and-expand" (cross-sell/upsell) initiatives.
- Orchestrate multi-channel plays: Deploy highly targeted digital, paid media, and multi-channel nurture programs to activate customer-specific campaigns based on accounts' specific pain points.
- Collaborate on messaging: Partner with internal creative teams and external agencies to produce hyper-personalized, account-specific messaging, content, and demand generation assets.
Data, Tech & Operational Excellence
- Analyze and optimize: Leverage account insights, intent data, and engagement metrics to evaluate campaign effectiveness. Accountable for improving pipeline conversion rates through continuous ABX campaign testing and optimization
- Manage the ABX tech stack: Own the implementation and performance tracking of ABX tools and technologies, ensuring tight integration with CRM and broader marketing goals.
- Streamline MQL-to-Sales handoffs: Optimize lead-to-account mapping and ensure strong data hygiene within the tech stack to guarantee seamless transitions between marketing and SDR/BDR teams.
Advocacy & Continuous Improvement
- Cultivate brand advocates: Develop customer-centric ABX programs aimed at building long-term advocacy, accelerating adoption, and ensuring high renewal rates among tier-1 global accounts.
- Stay ahead of industry trends: Continuously monitor evolving ABX methodologies and cybersecurity buyer behaviors to proactively refine strategies for maximum market impact.
QualificationsTo be successful in this role you have:- 5+ years of progressive experience in Account-Based Marketing (ABM/ABX) or high-growth B2B demand generation, preferably in the SaaS or Cybersecurity sector.
- Proven success in driving measurable business outcomes (pipeline, conversion rates) through strategic ABX initiatives.
- Expert proficiency in managing and optimizing an ABX technology stack (e.g., 6sense/DemandBase) and integrated CRM (e.g., Salesforce, Marketo).
- Exceptional analytical mindset with the ability to interpret intent data, engagement metrics, and translate findings into actionable, revenue-driving strategies.
- Bachelor's degree in Marketing, Business, or a related field.
- Preferred Skills & Attributes (Nice-to-Haves):
- Experience marketing to complex, regulated verticals such as Critical Infrastructure, Financial Services, or Healthcare.
- Demonstrated Executive Presence and strong ability to collaborate effectively with C-level stakeholders (internal and external) across Sales and Account Management.
- Experience managing or working closely with external creative agencies and media partners.
FD21
For positions in this location, we offer a base pay of
$120,000 - $160,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.
Additional InformationWork PersonasWe approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
