Account-Based Marketing Manager

Newforma is a company focused on project information management for architects, engineers, and contractors worldwide. They are seeking an Account-Based Marketing Manager who will design and execute account-based programs to drive engagement and revenue within high-value accounts, collaborating closely with Sales and Customer Marketing teams.

Responsibilities:

• Collaborate with Sal, Sales, and Customer Marketing to refine the Ideal Customer Profile (ICP), account tiers, and target account lists for both net-new and expansion
• Continuously review performance and pipeline data to add/remove accounts and adjust tiering as the business evolves
• Conduct deep research on target accounts: firmographics, technographics, installed base, key initiatives, competitive landscape, and organizational structure
• Identify key personas (economic buyers, champions, technical evaluators, blockers) and their pain points and triggers
• Design and execute 1:1 and 1:few ABM programs that orchestrate channels such as email, paid media, direct mail, content, events, executive outreach, and web personalization
• Build and manage playbooks aligned to the customer journey (e.g., pre-opportunity, active deal, renewal, upsell/cross-sell)
• Work with Fran to localize and tailor campaigns by region, and with Sal and Jenn for segment, or verticals as needed
• Work hand-in-hand with AEs, AMs, CSMs, and Customer Marketing to align plays with account plans, QBRs, and key moments in the customer lifecycle
• Provide sales with account insights, messaging, and assets; support personalized outreach sequences and follow-up motions
• Join regular account review cadences to propose ABM actions and capture feedback on what is or is not working
• Define and track ABM KPIs such as account engagement, buying group reach, opportunities created, deal acceleration, win rate, deal size, and revenue from target accounts
• Build and maintain reports and dashboards for target-account performance in partnership with Marketing Ops/RevOps
• Apply a test-and-learn mindset: iterate messaging, audiences, channels, and plays based on data and qualitative feedback
• Coordinate with Sal, Jenn, Fran and the broader demand gen team to ensure ABM programs are aligned with global campaigns and do not conflict with broader paid/SEO motions
• Partner with Content, Product Marketing, and SEO to identify content gaps for key personas and stages; brief and help prioritize content that supports ABM plays
• Leverage web and SEO insights (top content, high-intent pages, search terms) to improve ABM targeting and messaging
• Use ABM and orchestration platforms (e.g., 6sense, vector, or equivalent), MAP, and CRM to build audiences, run plays, and measure performance
• Partner with Marketing Ops to ensure accurate account data, intent signals, and integrations necessary for ABM programs
• Document ABM processes, best practices, and case studies to enable scaling across segments and regions

Requirements:

• 3–6+ years in B2B marketing, with at least 1–2+ years owning ABM programs (or equivalent experience in demand/customer marketing with strong ABM exposure)
• Demonstrated experience partnering with Sales on complex, multi-stakeholder deals (mid-market/enterprise or strategic accounts)
• Strong project management and collaboration skills; comfortable leading cross-functional initiatives without direct authority
• Familiarity with ABM tools (6sense, Vector), MAP (Hubspot), CRM (salesforce), and analytics tools; confident building and interpreting account-level reports
• Minimal travel for company and team events
• Marketing experience in the AECO industry
• Fluent in English & French