Own the pipeline across three motions with three very different levels of maturity.
Own paid acquisition strategy across Google Ads, LinkedIn, Meta, and Reddit
where we invest, what we test, how we allocate budget.
Identify new channel and audience opportunities before they're obvious.
Build the ABM motion for Advantage from scratch: define account selection criteria, build the target account list, and design the campaign structure.
Own the nurture layer across segments: email sequences, retargeting, and content syndication that keep prospects engaged past the first click.
Own pipeline reporting across segments and connect acquisition activity to actual revenue, not proxy metrics.
Bring insight to marketing, sales, and product in a way that changes decisions, not just informs them.
Brief the designer and content writer with direction that produces results
not micro-management, not vague requests.

You have deep, proven ABM experience
you've either built a program from scratch yourself, or been close enough to the center of one across multiple companies that you've seen it succeed and seen it fail.
You can look at attribution data, identify what is and isn't actually correlated to revenue, and reallocate budget accordingly.
You can look at a dashboard full of data and quickly spot what's off
what's a benchmark issue versus a real problem
and know exactly what to do about it on the spot.
You can design a nurture sequence for a sales cycle measured in weeks or months, built around where the buyer actually is, not a generic drip.
You can brief a designer and a content writer with direction specific enough that the output performs without you micromanaging it.
You can direct and hold an external performance agency accountable to pipeline outcomes, not just campaign activity.
You can build a working collaboration model with sales from scratch
what marketing hands off, what marketing needs back, and how the handoff actually works.
You can explain a specific campaign or program you killed
and why.
Bonus points: Familiarity with HubSpot, GA4, and customer data platforms (learnable if you're strong everywhere else)
Bonus points: Experience in the Free plan / PLG side of acquisition
Bonus points: Reddit or other emerging-channel experience
Bonus points: Background in inventory, supply chain, or manufacturing software

A competitive, market-aligned salary and employee stock options
Opportunity to have a real impact at a global growth company and own a domain that directly drives revenue
Work with a talented, highly committed, global team across marketing, product, sales, and beyond
distributed and hybrid, with one office in Tallinn, Estonia
Flexible, remote-first work (we are a results-driven team)
Time off that's genuinely encouraged: statutory annual leave aligned with local requirements, with a global minimum of 4 weeks, 3 paid health days annually, and your birthday off
Fully paid 1-month sabbatical + EUR 1,000 travel budget after every four years at Katana
Home office stipend
Health & wellness stipend
Modern tools and tech, including AI-enabled tools that help you work smarter and stay focused on high-impact work

Senior Acquisition Manager

Key skills