• Design and implement comprehensive ABM strategy aligned with company revenue goals and ICP criteria • Define target account selection criteria and segmentation framework based on funnel analytics, historical conversion data, and pipeline contribution • Develop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tier • Establish baseline funnel metrics and define success criteria for each account tier (pipeline created, velocity, win rate, ARR) • Design and execute hypothesis-driven, personalized, multi-channel campaigns for target accounts • For each campaign, articulate clear hypothesis, expected outcomes, and success metrics before launch—no random acts of marketing • In coordination with digital marketing, field marketing, and brand marketing functions, build campaigns across email, direct mail, paid advertising, events, and content syndication • Demonstrate hands-on technical proficiency with all campaign tools and channels—able to build, optimize, and troubleshoot campaigns independently • Develop account-specific value propositions and messaging frameworks • Coordinate intent data monitoring and trigger-based outreach programs • Design and manage account-based advertising campaigns across LinkedIn, display networks, and other platforms • Run continuous experiments to test messaging, channels, timing, and offers; systematically document learnings and apply insights to future campaigns • Partner closely with sales leadership and account executives to prioritize target accounts based on pipeline potential and ARR opportunity, not lead volume • Own joint pipeline targets with sales; success measured by SQLs, pipeline created, deal velocity, and closed/won ARR—not MQLs • Establish clear processes for account handoffs, lead routing, and opportunity tracking • Facilitate regular account planning sessions between marketing and sales teams • Create shared account intelligence repositories and communication protocols • Develop sales enablement materials specific to ABM initiatives • Eliminate marketing/sales finger-pointing through shared accountability on revenue metrics and transparent, real-time pipeline reporting • Live and breathe funnel metrics—implement comprehensive ABM dashboards tracking account engagement scores, pipeline velocity, conversion rates at each funnel stage, win rates, deal size, and ARR contribution • Track campaign performance at the account level and optimize based on insights using a test-and-learn approach • Demonstrate deep fluency in interpreting funnel data to diagnose bottlenecks, predict outcomes, and course-correct in real-time • Conduct regular program reviews and present results to leadership with clear ROI analysis and pipeline attribution • Monitor account progression through buying stages and identify acceleration opportunities • Calculate and report on ABM ROI and contribution to revenue targets • Maintain post-campaign analysis discipline; document what worked, what didn't, and why for continuous improvement • Demonstrate hands-on proficiency with ABM platforms, marketing automation, CRM, and advertising tools—not just strategic oversight • Build, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they arise • Stay current on platform updates, new features, and channel best practices • Understand technical integrations between systems and leverage them for more sophisticated targeting and measurement.