Key ResponsibilitiesABM Strategy DevelopmentDesign and implement a comprehensive, multi‑tiered ABM strategy aligned with company revenue goals and ICP criteriaDefine target account selection criteria and segmentation framework based on funnel analytics, historical conversion data, and pipeline contributionDevelop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tierEstablish baseline funnel metrics and define success criteria for each account tier (pipeline created, velocity, win rate, ARR)Translate business objectives into a coherent account marketing roadmap with clear prioritization and measurable milestonesCampaign Planning & ExecutionDesign and execute hypothesis‑driven, personalized, multi‑channel campaigns for target accountsFor each campaign, articulate clear hypothesis, expected outcomes, and success metrics before launch—no random acts of marketingIn coordination with digital marketing, field marketing, and brand marketing functions, build campaigns across email, direct mail, paid advertising, events, and content syndicationDemonstrate hands‑on technical proficiency with all campaign tools and channels—able to build, optimize, and troubleshoot campaigns independentlyDevelop account‑specific value propositions and messaging frameworksCoordinate intent data monitoring and trigger‑based outreach programsDesign and manage account‑based advertising campaigns across LinkedIn, display networks, and other platformsRun continuous experiments to test messaging, channels, timing, and offers; systematically document learnings and apply insights to future campaignsSales & Marketing AlignmentPartner closely with sales leadership and account executives to prioritize target accounts based on pipeline potential and ARR opportunity, not lead volumeOwn joint pipeline targets with sales; success measured by SQLs, pipeline created, deal velocity, and closed/won ARR—not MQLsEstablish clear processes for account handoffs, lead routing, and opportunity trackingFacilitate regular account planning sessions between marketing and sales teamsCreate shared account intelligence repositories and communication protocolsDevelop sales enablement materials specific to ABM initiativesEliminate marketing/sales finger‑pointing through shared accountability on revenue metrics and transparent, real‑time pipeline reportingPerformance Measurement & OptimizationLive 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 contributionTrack campaign performance at the account level and optimize based on insights using a test‑and‑learn approachDemonstrate deep fluency in interpreting funnel data to diagnose bottlenecks, predict outcomes, and course‑correct in real‑timeConduct regular program reviews and present results to leadership with clear ROI analysis and pipeline attributionMonitor account progression through buying stages and identify acceleration opportunitiesCalculate and report on ABM ROI and contribution to revenue targetsMaintain post‑campaign analysis discipline; document what worked, what didn't, and why for continuous improvementTechnical Channel ExecutionDemonstrate hands‑on proficiency with ABM platforms, marketing automation, CRM, and advertising tools—not just strategic oversightOwn the ABM technology stack; evaluate, implement, and optimize platforms to enable more sophisticated targeting, measurement, and personalizationBuild, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they ariseEnsure strong technical integrations between ABM platforms, marketing automation, CRM, and sales engagement toolsStay current on platform updates, new features, and channel best practicesQualificationsMust Have10+ years of B2B demand generation experience, with at least 5 years focused on account‑based marketingDemonstrated track record of living and breathing funnel metrics—you can articulate conversion rates, velocity, and pipeline contribution for every program you've runProven experimental mindset with specific examples of unique, hypothesis‑driven campaigns that drove measurable resultsDemonstrated success driving pipeline and ARR through ABM programsStrong sales partnership orientation—you think like a revenue leader, not a lead generator; you own pipeline targets alongside salesStrong understanding of B2B buying cycles and complex sale processesHands‑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 platformsProficiency with CRM systems (Salesforce) and marketing automation platformsDeep analytical skills with ability to diagnose funnel performance issues, identify opportunities, and translate data into actionStrong communication and presentation skills for executive‑level audiencesProven ability to influence cross‑functional stakeholders and drive alignment without direct authorityTrack record of running disciplined experiments and applying learnings to improve performance over timeNice to HaveCybersecurity experience highly desirableExperience in SaaS, enterprise software, or technology sectorsBackground in sales or sales operationsKnowledge of intent data providers and account intelligence toolsExperience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads)Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.)Project management certification or formal trainingExperience working in high‑growth or scale‑up environments where agility and speed matterExamples of campaigns that failed, what you learned, and how you applied those lessonsWhy Arkose Labs? Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA.Position OverviewThe Director of Account-Based Marketing will own the strategy, execution, and performance of Arkose Labs' account-based marketing program, driving high-quality pipeline and ARR within our Ideal Customer Profile (ICP).