Head of Account Based Marketing (ABM)

Position Overview: As the Head of Account Based Marketing (ABM) at Apollo, you'll lead our ABM efforts, designing and implementing targeted marketing strategies to engage and nurture our key accounts. Working closely with the sales and marketing teams, you'll focus on driving alignment, tailoring our messaging and positioning, and optimizing the customer journey for our most valuable prospects and clients.

Responsibilities

• Ideally looking for 4-7 years  experience in Account Based Marketing in PLG SaaS companies with at least 2 years managing a team
• Strategy & Planning: Design and execute the overarching ABM strategy based on company objectives and target accounts.
• Target Account Identification: Collaborate with the sales team to identify and prioritize high-value accounts for targeted marketing efforts.
• Program Design: Develop and tailor marketing programs that address the unique needs, interests, and challenges of the target accounts.
• Content Development: Oversee the creation of content that is relevant and tailored to the personas within the target accounts.
• Technology & Tools: Evaluate and implement ABM technology solutions that aid in effective targeting and personalization.
• Measurement & Analytics: Establish key metrics to monitor and evaluate the effectiveness of the ABM strategy, making necessary adjustments as needed.
• Alignment with Sales: Support the enterprise sales team through close collaboration, ensuring that marketing and sales are synced in their efforts to engage and nurture key accounts.
• Budget Management: Manage and allocate the ABM budget, ensuring maximum ROI.
• Team Leadership & Development: Build, lead and mentor the ABM team, providing guidance, training, and feedback to ensure success.

Requirements: 

• Strategic thinker: Ability to design and implement forward-thinking ABM strategies
• Analytical mindset: Strong data-analysis skills to make informed decisions
• Collaborative: Proven track record of collaborating effectively with cross-functional teams, especially sales
• Tech Savvy: Familiarity and proficient in current tech stack - as well as the latest ABM tools
• Content knowledge: Understanding of content creation and how to tailor it for specific audiences
• Leadership skills: Ability to lead, mentor, and develop a team effectively
• Excellent communication: Can articulate strategies, ideas, and results to various stakeholders
• Budget management: Demonstrated experience managing budgets effectively
• Adaptability: Ability to pivot strategies based on data and changing business needs
• Customer-centric: Always puts the customer’s needs and challenges at the forefront of decision-making
• Experience & demonstrated success building an ABM program from scratch within the PLG / B2B SaaS space

Outcomes: 

Objective: Increase top of funnel engagement with target accounts

• KR: Achieve a 25% increase in tier 1 + 2 account engagement (web visits, content interactions, webinars attended, etc.) by EO Q4
• KR: Create a programmatic ABM landing page for target accounts

Objective: Increase demos booked by target accounts

• KR: Achieve a 100 target account bookings by EO Q4 (need to establish TAL for baseline)

Objective: Expand existing tier 1 + 2 target account customers

• KR: Expand products used by existing target accounts by 20%

Objective: Increase revenue from target accounts

• KR: Achieve a 15% revenue growth from target accounts by EO Q1FY24