About The Position
The Senior Manager, Account-Based Marketing will own the strategy and execution of iBase-t’s ABM program across named enterprise accounts in Aerospace & Defense. This role is directly accountable for program-level pipeline generation, partnering closely with Business Development (BD) and Sales to drive high-ACV opportunities within long, complex sales cycles.
Requirements
- 7–10+ years in B2B marketing, with direct ABM ownership in enterprise environments
- Proven ability to drive pipeline in high-ACV, long sales cycle motions
- Experience partnering closely with Sales/BD on named account strategy
- Strong understanding of buying groups and multi-threaded deal execution
- Hands-on experience with Salesforce
- Hands-on experience with HubSpot
- Hands-on experience with Demandbase
- Hands-on experience with WordPress
Nice To Haves
- Experience in Aerospace & Defense or complex manufacturing preferred
Responsibilities
- Own and execute ABM strategy across Tier 1 and Tier 2 named accounts
- Develop account-specific engagement plans aligned to buying groups and deal stages
- Activate multi-channel plays (executive engagement, events, digital, content) tailored to A&D personas
- Partner with Product Marketing to align messaging to mission-critical manufacturing challenges (compliance, traceability, digital thread)
- Co-own account plans with BD and Sales, aligning marketing plays to deal progression
- Design and deploy deal acceleration programs
- Identify gaps in stakeholder coverage and orchestrate targeted engagement to advance opportunities
- Support late-stage differentiation using customer proof, analyst validation, and tailored content
- Partner with Customer Success and Sales to identify expansion opportunities within installed base
- Build ABM plays for cross-sell and upsell aligned to product adoption and account maturity
- Support strategic account penetration (new divisions, programs, geographies)
- Own program-level pipeline target for ABM
- Track and report: Pipeline sourced and influenced, Account engagement progression, Contribution to closed-won revenue
- Own account targeting, prioritization, and ABM budget allocation using market research and revenue potential modeling, directing Sales and BD on which accounts to pursue, where to focus, and how to engage.
- Continuously optimize account selection, coverage, and investment based on pipeline yield
- Co-develop and execute account plans with Business Development
- Align ABM programs to active deals and territory strategy with Sales
- Ensure vertical relevance and differentiation with Product Marketing
- Ensure attribution, measurement, and reporting integrity with Marketing Ops
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
Number of Employees
101-250 employees
