ABM Lead

Harper•San Francisco, CA

2d•$150,000 - $190,000•Onsite

About The Position

Harper is an AI-native commercial insurance company in San Francisco. We're rebuilding the entire business as software, focusing on turning expert human judgment into compute. The company has experienced significant growth (~100x in the last year) and operates at a fast pace with high standards, requiring an on-site presence for long days. The role is for an ABM strategist who can move from concept to execution, identifying target accounts, building multi-touch programs, and measuring results. The ABM Lead will report to the Head of Marketing, partner with sales and growth teams, and own the account-based motion from targeting through conversion. Success in 6-12 months involves establishing a systematic ABM motion across multiple verticals, a data-driven targeting playbook, and measurable pipeline generation.

Requirements

Built ABM programs at the 1:few and 1:many levels.
Ability to think in triggers and build campaigns around moments predicting insurance need.
Sourced and curated target account lists using real data.
Worked closely with a sales team to align on account strategy.
Ability to build a vertical playbook without starting from scratch each time.
Ability to move fast in ambiguous environments and make progress without the full picture.
Based in San Francisco or willing to relocate.
5+ years of ABM, demand generation, or B2B marketing experience, with direct ownership of pipeline outcomes.
Hands-on experience running ABM campaigns across at least two channels (paid, email, direct mail, events, or comparable).
Proven ability to build target account lists and segment them by industry, trigger, or buying stage.
Experience collaborating directly with a sales or producer team on account strategy and outreach sequencing.
Strong analytical skills — able to evaluate ABM performance at the account and cohort level and make data-informed decisions.
Excellent project management skills — able to run multiple vertical programs simultaneously.

Nice To Haves

Experience in commercial insurance, benefits, or another industry with complex, trigger-driven buying behavior.
Familiarity with intent data platforms (6sense, Bombora, Demandbase, or comparable).
Background building ABM programs targeting SMB owners or founders.
Experience developing vertical-specific messaging frameworks or personas.
Working knowledge of CRM and marketing automation tools (HubSpot, Salesforce, or comparable).

Responsibilities

Build the ABM strategy, designing and running industry-specific programs to identify and engage high-fit target accounts.
Own targeting and data, developing processes for identifying accounts using firmographic, behavioral, and trigger-based signals.
Run multi-channel campaigns, orchestrating outreach across email, paid, content, and direct channels.
Partner with sales (producers and SDRs) to align targeting, sequencing, and messaging, ensuring continuous flow of account intelligence.
Develop vertical playbooks with scalable and adaptable industry-specific campaign frameworks.
Measure and iterate on performance against pipeline and revenue outcomes.