ABM & Demand Strategist Director

Pebl

2d•$160,000 - $190,000

About The Position

Pebl is seeking a builder to architect and run its account-based go-to-market engine. The role connects market intelligence, intent data, and multichannel execution into a repeatable system for pipeline creation across target verticals. The strategist works directly with the Head of Demand Generation and partners with Sales, Revenue Operations, Marketing Operations, and Product Marketing. The role is accountable for pipeline outcomes rather than marketing-qualified leads. The position owns a three-tier ABM program, including bespoke programs for top-tier accounts, segment plays for vertical groups, and programmatic engagement at scale. It also manages paid-channel strategy and performance with an agency partner, develops full-funnel content briefs, aligns pipeline and revenue measurement, leads vertical pilots, and surfaces competitive insights to inform messaging and channel strategy.

Requirements

At least 7 years of experience in B2B demand generation or ABM, including at least 3 years in a senior or lead role owning a full ABM motion.
Proven experience building and running a three-tier ABM program with measurable pipeline outcomes.
Deep familiarity with intent data platforms such as Bombora, 6sense, G2, and Demandbase, and experience operationalizing signals into targeting decisions.
Experience managing or co-managing annual paid media budgets exceeding $1 million, with hands-on involvement in channel strategy and performance management.
Track record of partnering with Sales to define an ideal customer profile, build account lists, and drive aligned outbound and inbound motions.
Proficiency with marketing automation platforms such as Marketo, HubSpot, or Inflection, or equivalent, and with a CRM; Salesforce is strongly preferred.
Comfort working autonomously in ambiguous, fast-moving environments with limited hand-holding.
Strong communication skills to present pipeline performance clearly and confidently to vice presidents or executives.

Nice To Haves

Experience in Employer of Record, HR technology, workforce management, global compliance, or adjacent SaaS markets.
Familiarity with DreamData or similar multi-touch attribution tools.
Hands-on experience with account-based personalization tools or dynamic content engines.
Background in a sales-led to product-led transition environment.

Responsibilities

Design and operate a three-tier ABM model for top-tier accounts, vertical segments, and programmatic engagement at scale.
Build and maintain Tier 1 and Tier 2 target account lists with Sales, refreshing them quarterly using intent signals, firmographic fit, and CRM engagement data.
Develop multithreaded buying-committee strategies for HR, Legal, Finance, and Operations personas within target accounts.
Manage bespoke account experiences, including personalized landing pages, direct mail, executive engagement, and tailored content sequencing.
Own paid-channel strategy and performance management with the agency partner, focusing on Cost Per Pipeline Opportunity and Account Penetration Rate.
Allocate budget across search intent, intent-overlay platforms such as Bombora and G2, LinkedIn, and contextual media in target verticals.
Maintain a creative-testing cadence, enforce auto-pause thresholds, and reallocate spend to high-signal channels in real time.
Develop full-funnel content briefs aligned with vertical narratives and buying-committee stages.
Participate in weekly Sales and Revenue Operations pipeline reviews to source and influence pipeline.
Establish account engagement scoring in partnership with Marketing Operations as the primary measure of program health.
Build and own campaign-level attribution reporting tied to DreamData, highlighting account-level pipeline influence for executive review.
Help replace legacy MQL metrics with account-based KPIs as part of the company-wide MQL retirement.
Lead Pebl's vertical pilot(s) and own the process for replicating playbooks in future verticals.
Monitor competitive positioning and share insights to sharpen messaging and channel strategy.
Partner with Product Marketing to ensure demand programs reflect current positioning and differentiation.