Director, Account Based Marketing

Tempo

2d • Remote

About The Position

As the Director of Account-Based Marketing, you will own and execute Tempo's ABM strategy targeting Enterprise and Strategic accounts. Reporting to the SVP Demand, you will design and run highly personalized 1:1 and 1:Few ABM programs that drive pipeline generation, accelerate active opportunities, and expand relationships within our most valuable accounts.
This is a high-impact, hands-on role that combines strategic account selection, intent data analysis, personalized multi-channel campaigns, ABM advertising, and field marketing execution. You will work in lockstep with Enterprise Sales, Partner Marketing, and our Channel Partners to orchestrate coordinated go-to-market motions for target accounts. Leveraging tools like 6sense, Clay, and Warmly, you'll turn buying signals into actionable plays that engage the right stakeholders at the right time. If you're passionate about precision marketing, data-driven decision making, and creating memorable experiences for enterprise buyers, we want to hear from you.

Requirements

• 8+ years of experience in B2B marketing with at least 4+ years focused on account-based marketing targeting Enterprise or Strategic accounts
• Proven track record of building and executing 1:1 and 1:Few ABM programs that drive measurable pipeline and revenue
• Hands-on experience with ABM platforms, specifically 6sense; experience with Clay and Warmly is a strong plus
• Deep expertise in leveraging intent data and buying signals to inform account prioritization and campaign timing
• Experience planning and executing ABM advertising programs via 6sense, LinkedIn, and/or programmatic platforms
• Strong field marketing experience including executive events, dinners, and customer roadshows
• Demonstrated ability to partner closely with Enterprise Sales and influence without authority
• Experience with pipeline acceleration programs and late-stage deal marketing support
• Strong analytical skills with ability to translate data into actionable insights and program optimizations
• Excellent project management skills with ability to orchestrate complex, multi-channel campaigns
• Creative thinker who can develop differentiated, memorable account experiences
• Experience in B2B SaaS, enterprise software, or technology; familiarity with the Atlassian ecosystem is a plus
• Exceptional written and verbal communication skills
• Willingness to travel to field events, customer roadshows, and account meetings (estimated 25-35%)

Responsibilities

• ABM Strategy & Account Selection
• Develop and execute a comprehensive ABM strategy focused on Enterprise and Strategic accounts, prioritizing 1:1 and 1:Few program tiers
• Partner with Sales leadership to define target account lists, ideal customer profiles (ICPs), and account tiering criteria
• Build account selection frameworks that incorporate firmographic data, technographic signals, intent data, and propensity-to-buy indicators
• Develop detailed account plans for 1:1 accounts, including stakeholder mapping, personalized value propositions, and multi-touch engagement strategies
• Create cluster strategies for 1:Few programs targeting accounts with shared characteristics, industries, or use cases
• Set ABM goals, KPIs, and reporting frameworks aligned with pipeline and revenue targets
• Intent Data & Buying Signals
• Leverage 6sense to monitor account-level intent signals, buying stage progression, and engagement trends across target accounts
• Use Warmly to identify and engage website visitors from target accounts in real-time, enabling timely sales outreach
• Utilize Clay for account and contact enrichment, building comprehensive profiles of target accounts and buying committees
• Translate intent signals into actionable plays, triggering personalized outreach, ads, and sales engagement at optimal moments
• Build dashboards and alerts that surface high-intent accounts to Sales in real-time
• Continuously refine intent models and scoring based on conversion data and feedback loops
• Personalized Campaigns & Content
• Design and execute hyper-personalized, multi-channel campaigns for 1:1 target accounts, including custom landing pages, personalized content, and tailored messaging
• Develop 1:Few campaign playbooks targeting account clusters by industry, use case, or shared pain points
• Create account-specific content including executive briefings, custom ROI analyses, solution assessments, and personalized videos
• Orchestrate multi-touch journeys across email, direct mail, digital ads, social, phone, and in-person touchpoints
• Coordinate messaging and timing with Sales to ensure seamless, coordinated account engagement
• Test and optimize campaign elements including messaging, creative, channels, and cadences
• ABM Advertising
• Plan and execute targeted ABM advertising campaigns via 6sense, LinkedIn, and programmatic display to reach buying committees at target accounts
• Develop account-specific and segment-specific ad creative and messaging
• Build retargeting programs to nurture engaged accounts through the buyer's journey
• Manage ABM advertising budget, optimize spend allocation, and maximize ROI
• Track ad performance at the account level, measuring reach, engagement, and influence on pipeline
• Coordinate advertising air cover with sales outreach and field marketing activities
• Field Marketing & Customer Roadshows
• Plan and execute field marketing programs for target accounts including executive dinners, roundtables, workshops, and VIP experiences
• Design and lead customer roadshows that bring Tempo executives, product leaders, and customer advocates directly to strategic accounts and prospects
• Coordinate regional events targeting clusters of 1:Few accounts in key geographies
• Partner with Sales to identify high-value event attendees and drive meaningful engagement before, during, and after events
• Create memorable, high-touch experiences that differentiate Tempo and accelerate relationships with executive buyers
• Measure event impact on account engagement, pipeline progression, and deal velocity
• Pipeline Acceleration
• Develop and execute pipeline acceleration programs targeting active opportunities in Enterprise and Strategic accounts
• Design deal-specific marketing plays to influence key stakeholders, overcome objections, and advance stalled opportunities
• Engage buying committee members who are not yet active in the sales process through targeted outreach and content
• Create competitive displacement campaigns targeting accounts using competitor solutions
• Partner with Sales on late-stage deal support including executive engagement, custom business cases, and reference connections
• Track and report on marketing's influence on deal velocity, win rates, and average deal size
• Partner Marketing Integration
• Collaborate closely with the Director of Partner Marketing to integrate ABM programs with partner co-selling motions
• Develop joint ABM campaigns with Channel Partners targeting shared strategic accounts
• Coordinate account coverage and lead routing between Tempo direct and partner-led opportunities
• Leverage partner relationships and expertise to enhance account intelligence and access
• Include partners in field marketing events and customer roadshows where appropriate
• Align ABM account plans with partner account planning processes
• Sales Alignment & Enablement
• Serve as the primary marketing partner to Enterprise and Strategic Sales teams, building trust and tight collaboration
• Participate in pipeline reviews, QBRs, and account planning sessions to align marketing efforts with sales priorities
• Enable Sales with account insights, intent data, engagement history, and recommended plays
• Build feedback loops to continuously improve ABM programs based on sales input and deal outcomes
• Report on ABM performance including account engagement, pipeline contribution, and revenue influence
• Bring your thinking, strategies, and ideas to advance our company's values, unique culture, and vision for the future

Benefits

• Remote First work environment
• Unlimited vacation in most of our locations!!
• Great benefits including health, dental, vision and savings plan.
• Perks such as training reimbursement, WFH reimbursement, and more.
• Diverse and dynamic teams with challenging and exciting work.
• An opportunity to have a real impact on our business.
• A great range of social activities (both in person and virtual).
• Optional in person meet-ups and the ability to travel to our international offices
• Employee referral program

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed