Account Based Marketing Specialist (REMOTE OK)

Arkose Labs•San Mateo, CA

20h•$90,000 - $115,000•Remote

About The Position

The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse. Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud. With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput. Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, Spain, India, and Argentina. Arkose Labs protects enterprises from cybercrime and abuse. Position Overview The Account Based Marketing Specialist will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our targeted accounts within our Ideal Customer Profile (ICP). This role requires a metrics-obsessed strategist 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

4+ years of experience in B2B demand generation with at least 3 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 build relationships and influence cross-functional stakeholders
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
Examples of campaigns that failed, what you learned, and how you applied those lessons

Responsibilities

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

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