Opportunity at
ElasticSr. Manager, ABM
Elastic is hiring a Senior Manager to build out its account-based marketing practice, in a full-time, on-site role based in the United States. The position is…
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About This Role
Elastic is hiring a Senior Manager to build out its account-based marketing practice, in a full-time, on-site role based in the United States. The position is a player-coach role. Accountability for the team's results sits with the manager, who also designs the hub of excellence, the governance, tools and training that will let ABM expand company-wide. The manager sets Elastic's ABM vision and playbooks, and charts a maturity path spanning…
Job Description
Elastic is hiring a Senior Manager to build out its account-based marketing practice, in a full-time, on-site role based in the United States. The position is a player-coach role. Accountability for the team's results sits with the manager, who also designs the hub of excellence, the governance, tools and training that will let ABM expand company-wide.
The manager sets Elastic's ABM vision and playbooks, and charts a maturity path spanning one-to-one, one-to-few and one-to-many programs. Governance work covers choosing target accounts, tiering them, scoring ideal customer profiles and agreeing how teams should collaborate. The manager keeps a central library of plays and procedures current and owns the ABM technology stack, making sure it is adopted, set up correctly and pays back.
Developing people is central. The manager coaches a group of ABM managers, looks after their growth and performance, and acts as the company's internal ABM champion. In practice that means teaching field marketers, sellers, SDRs and customer success staff about ABM, updating leadership on progress, and partnering with Executive Programs so priority accounts become part of executive engagement.
Results are tracked closely across engagement, executive relationships, pipeline influence, expansion inside buying groups, deal speed and revenue. The manager builds the measurement approach and works with marketing operations on dashboards executives can use. The right candidate has eight or more years of B2B marketing at a fast-moving software firm, has created ABM methods before, and can lead a distributed group while engaging C-suite buyers for cloud, security, AI, observability or search technology.
Responsibilities
- Define the ABM vision, playbook library and growth path covering one-to-one, one-to-few and one-to-many work
- Establish rules for account selection, tiering, ICP scoring and team collaboration
- Maintain the central ABM library and the ABM technology stack
- Coach and grow a team of ABM managers
- Educate the field marketing, sales, SDR and customer success groups on ABM practice
- Report ABM results and plans to leadership
- Define measures and build executive dashboards with marketing operations
Requirements
- Eight or more years in B2B marketing at a fast-paced enterprise software company
- Record of setting up ABM methods, handbooks or practice hubs that changed how a company works
- Strong people leadership that motivates a distributed team and holds it to account
- Working depth on platforms such as Demandbase, 6sense or Userled, plus the wider martech stack
- Ability to turn ABM strategy into business results that matter to CMOs, CROs and sales heads
- Experience engaging C-suite buyers such as CIOs, CTOs and CISOs
- Experience marketing complex enterprise technology to technical and business audiences
Qualifications
- ABM certification, such as ITSMA or an equivalent
Core Skills
Benefits
- 401(k) plan the company matches dollar for dollar, up to 6% of eligible pay
- Eligibility to take part in Elastic's stock program
- Health coverage for employees and their families in many locations
- Flexible work locations and schedules in many positions
- Ample vacation days every year
- Company match on personal donations and volunteer service, up to $2,000 or the local-currency equivalent
- Up to 40 hours a year to spend on volunteer work
- Parental leave of at least 16 weeks
- Pay based on the work performed rather than previous salary
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this role remote or on-site?
The listing is on-site and based in the United States.
What experience does the posting ask for?
At least eight years of B2B marketing in enterprise software, a record of building ABM methods, and people leadership experience.
What does the posting say about pay?
The role has no variable pay. The posted typical starting base is $128,200 to $202,900 USD, and $153,800 to $243,300 USD in select locations such as Seattle, Los Angeles, the Bay Area and New York City.
How do I apply?
The posting does not describe an application process or deadline.
Sample Interview Questions
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