Sr. Account Based Marketing Manager

📋 Description

• • Ping Identity is seeking a dynamic and execution-oriented Senior Manager of Account-Based Marketing (ABM) to spearhead the company's ABM initiatives. This pivotal role involves not only owning and delivering current ABM programs but also architecting the foundational strategy, operating model, and best practices for future scalability. The ideal candidate is a hands-on practitioner who excels in the intricate details of campaign execution while also possessing the strategic vision to shape the long-term operational framework of ABM at Ping Identity. This position is crucial for driving measurable pipeline and revenue growth by orchestrating sophisticated, intent-driven marketing programs tailored to the company's highest-value accounts.
• • In this role, you will be directly responsible for the end-to-end execution of high-touch, intent-driven 1:1 ABM programs, operating under a “one program to one account” model. This encompasses orchestrating full-spectrum ABM programs that extend far beyond traditional digital channels. You will integrate digital engagement strategies with sales-led plays and innovative offline experiences, including field marketing activations, exclusive executive events, intimate roundtables, and bespoke account-specific moments designed to create deep engagement and build strong relationships. Simultaneously, you will be instrumental in building the essential frameworks, robust processes, and precise measurement systems required to evolve ABM capabilities, enabling the expansion from 1:1 programs to sophisticated 1:Few motions. Success hinges on your ability to expertly balance the demands of day-to-day campaign execution with the strategic imperative of program development, all while fostering deep, ongoing partnerships with the sales teams through comprehensive 360-degree account planning and collaborative execution.
• • You will establish deep, trusted partnerships with sales leaders and account teams, working collaboratively to jointly plan, execute, and continuously optimize ABM programs. Maintaining a tight operational cadence with sales—covering planning, execution, performance readouts, and ongoing optimization—will be critical to ensure programs remain agile and responsive to evolving account needs and real-time sales feedback. Furthermore, you will serve as the primary marketing owner for your assigned ABM accounts, ensuring that every interaction, whether digital, sales-led, or in-person, contributes to a cohesive and impactful customer experience. You will empower sales teams with critical insights, refined messaging, and coordinated plays, all informed by sophisticated intent data analysis and account engagement signals, thereby enhancing the effectiveness of sales outreach and engagement.
• • A core aspect of this role involves leading the hands-on utilization of intent platforms like 6sense (or similar) to identify target accounts that are actively in-market, uncover crucial buying signals, and strategically prioritize engagement efforts. You will translate complex intent data into actionable, personalized strategies that fuel targeted campaigns, guide sales outreach, and inform the execution of field and experiential activations. This role also entails establishing and refining best practices for leveraging intent data across all tiers of ABM programs, including 1:1, 1:Few, and 1:Many approaches, ensuring a consistent and data-driven approach across the organization. You will also be responsible for designing and building the foundational ABM operating model, encompassing the development of essential processes, efficient workflows, comprehensive playbooks, and clear governance structures. This includes defining a clear roadmap for how Ping Identity will scale its ABM efforts from high-touch 1:1 programs to more repeatable 1:Few and 1:Many motions, ensuring that this expansion does not dilute impact or compromise sales alignment.
• • You will also be tasked with creating standardized frameworks for critical ABM functions such as account selection, tiering, campaign design, activation strategies, and cross-channel orchestration. This includes planning and executing account-specific and small-group ABM events, such as executive briefings, private dinners, roundtables, customer workshops, and targeted field activations. Close collaboration with field marketing and sales teams will be essential to ensure that all events and experiences are meticulously tailored to the strategic objectives of priority accounts. A key responsibility is ensuring that non-digital ABM investments are seamlessly integrated with digital and sales plays to reinforce core messaging and effectively advance target accounts through their respective buying journeys. Finally, you will build and own the comprehensive ABM measurement frameworks within Salesforce and associated tools, meticulously tracking engagement metrics, pipeline influence, and ultimate revenue impact. Performance analysis across both digital and non-digital tactics will be crucial for optimizing account strategies and demonstrating clear return on investment (ROI), with a focus on establishing reporting that directly links ABM efforts to account progression, pipeline creation, and closed-loop revenue.
• • About the team or company: Ping Identity is dedicated to making digital experiences secure and seamless, fostering digital freedom for users. The company's intelligent, cloud identity platform empowers users to shop, work, and interact without friction or fear. Ping Identity champions individuality, celebrating differences and empowering employees to bring their authentic selves to work. Headquartered in Denver, Colorado, with a global presence, Ping Identity serves major enterprises worldwide, including over half of the Fortune 100, and is transforming cybersecurity, digital experiences, and identity and access management.
• • In this role, you will gain invaluable experience in architecting and scaling a sophisticated ABM program within a leading enterprise cybersecurity company. You will develop deep expertise in leveraging intent data, orchestrating multi-channel campaigns, and building strategic sales partnerships. The opportunity to influence the future of ABM at Ping Identity, drive significant revenue impact, and grow your career in a dynamic and supportive environment is substantial.