Senior Account-Based Marketing Manager

Horizon3 AI

4d•Remote

About The Position

Horizon3.ai is seeking a Sr. Account-Based Manager to own the company's account-based marketing strategy and execution across its highest-priority target accounts. This is a hands-on, high-impact role responsible for orchestrating personalized, multi-touch programs across digital, field, direct mail, and sales channels. The goal is to open doors with net-new prospect accounts, accelerate pipeline velocity, engage buying groups at in-flight opportunities, and deepen penetration within key accounts. The role reports directly to the Sr. Director, Demand Generation and requires close partnership with sales, SDRs, field marketing, digital, and product marketing to ensure ABM is a coordinated effort. The position emphasizes account intelligence and orchestration, using marketing as a precision instrument to help sales win, with a focus on creating account plans that lead to pipeline outcomes and measurable results.

Requirements

6+ years of B2B marketing experience, owning strategy and execution at a high-growth SaaS or technology company.
Proven track record designing and running ABM programs that generate measurable pipeline and accelerate deal velocity.
Hands-on experience with ABM and intent technology: 6Sense, Bombora, Influ2 or equivalent contact-level advertising platforms, Reachdesk or equivalent gifting platforms, and ZoomInfo.
Strong command of Salesforce for campaign attribution, account-level pipeline tracking, and ABM reporting.
Experience working in close partnership with sales and SDR teams.
Ability to build buying group maps, account engagement plans, and tiered program plays from scratch.
Strong cross-functional collaboration skills; ability to work effectively with field marketing, digital, product marketing, and marketing ops.
Highly organized with strong project management instincts.
Comfort working with complex, technical subject matter and translating it into account-relevant messaging that resonates with security buyers.

Nice To Haves

Experience in cybersecurity, DevSecOps, or adjacent B2B security markets.
Familiarity with LinkedIn Campaign Manager for account-targeted paid programs.
Experience with direct mail and gifting programs as a coordinated ABM play, not a standalone tactic.
Experience supporting Federal or Public Sector ABM motions.
Familiarity with Pardot, Marketo, or HubSpot for campaign setup and marketing automation.

Responsibilities

Own Horizon3.ai's ABM strategy across all tiers, including one-to-one programs for enterprise accounts and one-to-few/one-to-many plays for broader target lists.
Partner with sales and SDR leadership to define and maintain the target account list, segmented by tier, segment, intent signal, and pipeline stage.
Develop account-level program plans for tier-one accounts, including buying group mapping, engagement gap analysis, message personalization, and coordinated channel sequencing.
Build and maintain a structured ABM planning and reporting cadence with sales.
Design and execute multi-touch ABM programs using various channels like Influ2, ZoomInfo Co-Pilot, Reachdesk, LinkedIn, field events, and SDR outreach.
Build tiered plays for different account scenarios: cold prospect accounts, accounts showing intent, accounts with open pipeline, and velocity accounts.
Partner with field marketing to integrate ABM plays into in-person experiences like CISO dinners, roundtables, and executive events.
Coordinate with digital marketing on paid media targeting to ensure effective Influ2 and LinkedIn programs.
Partner with product marketing to develop account-relevant proof points and personalized content.
Own Horizon3.ai's direct mail and gifting strategy as a precision ABM tool.
Build tiered gifting plays coordinated with SDR outreach and field invitations.
Define and enforce clear thresholds for when gifting is deployed, to whom, and how follow-up is structured.
Serve as the primary ABM partner to sales and SDR leadership, running account planning sessions and sharing intent/engagement signals.
Build visibility into account engagement for sales reps.
Partner with SDR leadership to design SDR sequences that complement ABM touches.
Hold regular ABM performance reviews with sales and demand gen leadership.
Own the ABM technology stack in partnership with marketing ops, including Influ2, Reachdesk, ZoomInfo Co-Pilot, and Salesforce.
Use intent data, engagement signals, and account activity to refine target account prioritization and program design.
Ensure all ABM activity is correctly attributed in Salesforce.
Define and own ABM KPIs: account engagement rate, buying group coverage, meetings booked, pipeline influenced, pipeline generated, and stage progression velocity.
Build and maintain a reporting framework for leadership visibility into ABM performance.
Continuously test and optimize messaging, channel mix, sequencing, and offers.