ABM Specialist

Role Overview

This role starts as an individual contributor with the potential to grow into leading a team as the ABM function scales. You'll own ABM strategy end-to-end from account selection to personalized campaigns with support from broader marketing, sales, and design teams, but the strategic thinking, execution, and revenue outcomes sit with you.

Key Responsibilities

• Design and formulate Kapture's overall ABM strategy, including account tiering, segmentation, and targeting approach for large enterprise accounts
• Build out the ABM function/playbook where one doesn't yet exist, processes, tools, and workflows for running targeted campaigns at scale
• Own revenue outcomes from ABM activities, track and be accountable for pipeline and revenue generated from target accounts
• Identify and prioritize high-value enterprise target accounts in collaboration with Sales
• Use tools like Clay and Apollo.io for account/contact research, data enrichment, and outreach workflows
• Develop personalized, multi-channel campaigns (content, email, events, ads, direct outreach) tailored to specific accounts or account clusters
• Work closely with Sales to align messaging and timing, and to move target accounts through the pipeline
• Partner with content, design, and demand gen teams to get creative and campaign assets produced, while owning the strategic direction
• Track and report on ABM-specific metrics account engagement, pipeline influenced, revenue generated, deal velocity, and win rates on target accounts
• Continuously test and bring new ideas to the table channels, formats, personalization approaches — to improve account engagement and conversion
• As the function grows, build and lead a small ABM team

Requirements

• 6-7 years of experience in B2B marketing, with a strong focus on Account-Based Marketing within SaaS companies
• Proven experience establishing or scaling an ABM function/department from scratch, including formulating strategy (not just executing an existing playbook)
• Track record of running ABM campaigns targeting large enterprise accounts specifically, with clear ownership of revenue impact
• Hands-on experience with tools like Clay, Apollo.io, and similar ABM/intent platforms (e.g., 6sense, Demandbase)
• Strong individual contributor mindset with the ambition and capability to grow into a people-leadership role
• Sharp, ideas-driven approach with a bias toward experimentation and iteration
• Strong collaboration skills to work effectively across Sales, Content, Design, and Demand Gen