Senior Account-Based Marketing Manager

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix and verify exploitable attack vectors. The Senior Account-Based Marketing Manager will own the account-based marketing strategy and execution across high-priority target accounts, orchestrating personalized programs to engage prospects and deepen penetration within key accounts.

Responsibilities:

• Own Horizon3.ai's ABM strategy across all tiers - from one-to-one programs for highest-priority enterprise accounts to one-to-few and one-to-many plays for broader target account lists
• Partner with sales leadership and SDR leadership to define and maintain the target account list, segmented by tier, segment, intent signal, and pipeline stage
• Develop account-level program plans for tier-one accounts - including buying group mapping, engagement gap analysis, message personalization, and coordinated channel sequencing across digital, field, direct mail, and sales
• Build and maintain a structured ABM planning and reporting cadence with sales - ensuring account plans are live, shared, and updated as accounts progress or stall
• Design and execute multi-touch ABM programs that meet buyers where they are - combining Influ2 contact-level advertising, ZoomInfo Co-Pilot intent targeting, Reachdesk direct mail and gifting, LinkedIn, field event invitations, and coordinated SDR outreach into cohesive account plays
• Build tiered plays for different account scenarios: cold prospect accounts with no engagement, accounts showing intent but no active conversation, accounts with open pipeline that need acceleration, and velocity accounts approaching decision
• Partner with field marketing to extend ABM plays into in-person experiences - CISO dinners, roundtables, bespoke Enterprise events/experiences, and executive events designed to engage specific buying group members at priority accounts
• Coordinate with digital on paid media targeting, ensuring Influ2 and LinkedIn programs are running against the right contacts at the right accounts with the right message at each stage of the buying journey
• Partner with product marketing to develop account-relevant proof points and personalized content - ensuring the right case study, benchmark, or use case is in front of the right persona at the right time
• Own Horizon3.ai's direct mail and gifting strategy as a precision ABM tool - not a spray-and-pray tactic
• Build tiered gifting plays through Reachdesk or equivalent platforms, coordinated with SDR outreach and field invitations to maximize response rates and meeting conversion
• Define and enforce clear thresholds for when gifting is deployed, to whom, and how follow-up is structured - ensuring spend is tied to meeting outcomes, not activity metrics
• Serve as the primary ABM partner to sales and SDR leadership - running account planning sessions, sharing intent and engagement signals in real time, and coordinating follow-up sequencing across all active ABM plays
• Build visibility into account engagement for sales reps - ensuring they know when a target contact has engaged with an ad, opened a mailer, attended an event, or shown a surge in intent, and have a clear next action
• Partner with SDR leadership to design SDR sequences that complement ABM touches rather than running parallel and disconnected
• Hold a regular ABM performance review with sales and demand gen leadership - covering account engagement, pipeline influence, meeting conversion, and program ROI
• Own the ABM technology stack in partnership with marketing ops - including Influ2, Reachdesk, ZoomInfo Co-Pilot, and Salesforce campaign attribution
• Use intent data, engagement signals, and account activity to continuously refine target account prioritization and program design - moving accounts between tiers as signals shift
• Ensure all ABM activity is correctly attributed in Salesforce, with consistent UTM structure, campaign membership, and pipeline influence reporting
• Define and own ABM KPIs: account engagement rate, buying group coverage, meetings booked from ABM plays, pipeline influenced, pipeline generated, and stage progression velocity within ABM accounts vs. non-ABM accounts
• Build and maintain a reporting framework that gives leadership clear visibility into what's working at the account level and the program level - and what isn't
• Continuously test and optimize messaging, channel mix, sequencing, and offer to improve conversion at every stage of the ABM motion

Requirements:

• 6+ years of B2B marketing experience, owning strategy and execution at a high-growth SaaS or technology company
• Proven track record designing and running ABM programs that generate measurable pipeline and accelerate deal velocity - with the data to back it up
• Hands-on experience with ABM and intent technology: 6Sense, Bombora, Influ2 or equivalent contact-level advertising platforms, Reachdesk or equivalent gifting platforms, and ZoomInfo
• Strong command of Salesforce for campaign attribution, account-level pipeline tracking, and ABM reporting
• Experience working in close partnership with sales and SDR teams - comfortable in account planning sessions, pipeline reviews, and direct collaboration with AEs and SDR managers
• Ability to build buying group maps, account engagement plans, and tiered program plays from scratch - and execute them with precision
• Strong cross-functional collaboration skills; ability to work effectively with field marketing, digital, product marketing, and marketing ops to orchestrate coordinated account plays
• Highly organized with strong project management instincts - able to run multiple account plays simultaneously across different tiers, stages, and segments without losing detail or momentum
• Comfort working with complex, technical subject matter and translating it into account-relevant messaging that resonates with security buyers including CISOs, security architects, and IT/SecOps practitioners
• Experience in cybersecurity, DevSecOps, or adjacent B2B security markets
• Familiarity with LinkedIn Campaign Manager for account-targeted paid programs
• Experience with direct mail and gifting programs as a coordinated ABM play, not a standalone tactic
• Experience supporting Federal or Public Sector ABM motions
• Familiarity with Pardot, Marketo, or HubSpot for campaign setup and marketing automation in support of ABM plays