Senior Manager, Account-Based Marketing

iBase-t is seeking a Senior Manager, Account-Based Marketing to lead their ABM program focused on enterprise accounts in Aerospace & Defense. This role is responsible for developing and executing strategies to generate pipeline, accelerate opportunities, and drive growth in existing accounts while collaborating closely with Sales and Business Development teams.

Responsibilities:

• Define ABM objectives aligned to overall business growth goals and pipeline targets
• Establish minimum fit criteria for accounts to be included in the ABM program (firmographic, technographic, intent-based thresholds)
• Set clear resource-to-results expectations across headcount, budget, and tooling to be shared with senior leadership
• Own dashboard monitoring, program reviews, and performance insights to drive continuous optimization
• Own and execute ABM strategy across Tier 1 and Tier 2 named accounts
• Identify buying team members and develop account- or segment-specific engagement plans aligned to deal stages and buying journey phase
• Activate multi-channel plays (executive engagement, events, digital, content, BD outreach, social, phone) tailored to A&D personas and timed to buying journey phase
• Partner with Product Marketing to align messaging to mission-critical manufacturing challenges (compliance, traceability, digital thread)
• Map the buying journey and build account-based scoring models that align ABM plays to journey phase
• Develop ABM playbooks for Sales and BDs covering personalization, messaging, buyer journey mapping, and outreach sequencing
• Partner with cross-functional teams to create or manage creation of program assets (landing pages, emails, content)
• Co-own account plans with BD and Sales, aligning marketing plays to deal progression
• Design and deploy deal acceleration programs with messaging and plays aligned to the buyer journey for in-flight opportunities
• Identify gaps in buying committee coverage and orchestrate targeted multi-channel engagement—including BD outreach—to advance opportunities
• Support late-stage differentiation using customer proof, analyst validation, and tailored content
• Use first- and third-party intent data to identify expansion opportunities within the installed base; partner with Customer Success and Sales to build account plans for these accounts
• Build ABM plays for cross-sell and upsell aligned to product adoption and account maturity
• Support strategic account penetration (new divisions, programs, geographies)
• Own program-level pipeline target for ABM
• Track and report:
• Pipeline Influenced
• Account engagement progression
• Contribution to closed-won revenue
• Monitor dashboards regularly and lead program reviews to surface performance insights and drive optimization
• Own account targeting, prioritization, and ABM budget allocation using market research and revenue potential modeling, directing Sales and BD on which accounts to pursue, where to focus, and how to engage
• Continuously optimize account selection, coverage, and investment based on pipeline yield
• Co-develop and execute account plans. Integrate BD outreach into ABM plays as a core channel; align on sequencing, messaging, and target account coverage
• Align ABM programs to active deals and territory strategy
• Ensure vertical relevance and differentiation
• Ensure attribution, measurement, and reporting integrity

Requirements:

• 7–10+ years in B2B marketing, with direct ABM ownership in enterprise environments
• Proven strategist who can also execute directly; comfortable operating without a large team
• Proven ability to drive pipeline in high-ACV, long sales cycle motions
• Experience partnering closely with Sales/BD on named account strategy
• Strong understanding of buying groups, buying journeys, and multi-threaded deal execution
• Hands-on experience with Salesforce
• Hands-on experience with HubSpot
• Hands-on experience with Demandbase
• Hands-on experience with WordPress
• Hands-on experience with ABM/intent platforms (e.g., Demandbase, 6sense, Bombora) and data enrichment tools (e.g., ZoomInfo)
• Experience in Aerospace & Defense or complex manufacturing preferred