ABM Director

Arkose Labs•Portland, OR

4d•Remote

About The Position

Arkose Labs is on a mission to create an online environment where all consumers are protected from spam and abuse. As a Fast Company 2025 Best Workplace for Innovators, we provide a proactive fraud deterrence platform, Arkose Titan, designed to neutralize modern attacks powered by Agentic AI and LLMs. By combining proprietary intelligence with dynamic friction, we undermine attacker ROI to protect global giants like Microsoft, Meta, and Roblox. Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA. Position Overview The Director of Account-Based Marketing will own the strategy, execution, and performance of Arkose Labs' account-based marketing program, driving high-quality pipeline and ARR within our Ideal Customer Profile (ICP). This role requires a metrics-obsessed revenue leader who lives and breathes funnel performance, demonstrates hands-on technical channel expertise, and operates with an experimental, hypothesis-driven mindset. You'll be a true sales partner focused on pipeline velocity and ARR, not vanity metrics, ensuring every campaign has a clear strategic rationale and measurable business impact.

Requirements

10+ years of B2B demand generation experience, with at least 5 years focused on account-based marketing
Demonstrated track record of living and breathing funnel metrics—you can articulate conversion rates, velocity, and pipeline contribution for every program you've run
Proven experimental mindset with specific examples of unique, hypothesis-driven campaigns that drove measurable results
Demonstrated success driving pipeline and ARR through ABM programs
Strong sales partnership orientation—you think like a revenue leader, not a lead generator; you own pipeline targets alongside sales
Strong understanding of B2B buying cycles and complex sale processes
Hands-on technical proficiency with ABM platforms (6sense, Demandbase, Terminus); demonstrated ability to independently build, execute, and optimize campaigns across multiple channels using marketing automation, CRM, and advertising platforms
Proficiency with CRM systems (Salesforce) and marketing automation platforms
Deep analytical skills with ability to diagnose funnel performance issues, identify opportunities, and translate data into action
Strong communication and presentation skills for executive-level audiences
Proven ability to influence cross-functional stakeholders and drive alignment without direct authority
Track record of running disciplined experiments and applying learnings to improve performance over time

Nice To Haves

Cybersecurity experience highly desirable
Experience in SaaS, enterprise software, or technology sectors
Background in sales or sales operations
Knowledge of intent data providers and account intelligence tools
Experience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads)
Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.)
Project management certification or formal training
Experience working in high-growth or scale-up environments where agility and speed matter
Examples of campaigns that failed, what you learned, and how you applied those lessons

Responsibilities

ABM Strategy Development
Design and implement a comprehensive, multi-tiered 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)
Translate business objectives into a coherent account marketing roadmap with clear prioritization and measurable milestones
Campaign Planning & Execution
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
Sales & Marketing Alignment
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
Performance Measurement & Optimization
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
Technical Channel Execution
Demonstrate hands-on proficiency with ABM platforms, marketing automation, CRM, and advertising tools—not just strategic oversight
Own the ABM technology stack; evaluate, implement, and optimize platforms to enable more sophisticated targeting, measurement, and personalization
Build, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they arise
Ensure strong technical integrations between ABM platforms, marketing automation, CRM, and sales engagement tools
Stay current on platform updates, new features, and channel best practices

Benefits

Competitive salary + Equity
401k plan
Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
Flexible PTO
Life insurance coverage
Short and Long Term Disability Insurance paid by the company
Generous nationwide parental leave policy
Amazing discounts program
Wellbeing package including mental health and gym discounts
Flexible working hours to support personal well-being and mental health
Employee Assistance Program