Director, Account Based Marketing

Role Overview

• 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
• 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
• 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
• 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
• 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
• 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
• 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
• 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

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%)

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
• And so much more!