ABM Programs Manager, Strategic Accounts (1:1 and 1:Few)

Position Overview

As our ABM Programs Partner, Strategic Accounts, you will design and execute 1:1 and 1:few account-based marketing programs that help turn high-value target accounts into pipeline and revenue.

This is an advanced individual contributor role for someone with deep ABM expertise, strong judgment, and the ability to independently evaluate account and buying-committee insights, select the right program approach, and coordinate execution across sales and marketing partners.

You will not directly manage people, but you may coordinate the work of cross-functional partners on account-specific programs.

Responsibilities

Strategic Account Program Design

Develop and execute 1:1 and 1:few ABM plans for strategic accounts, including account selection input, tiering, insight-driven strategy development, personalized asset planning, multi-channel orchestration, and measurement.

Apply judgment to determine the right methods, tactics, and evaluation criteria for complex account programs, and partner closely with sales to ensure targeted and cohesive execution.

Multi-Channel Program Execution

Plan and execute the full mix of 1:1 and 1:few tactics against target accounts, including direct mail, bespoke 1:1 landing pages, personalized digital campaigns and activations, and custom virtual events built for a single account or small account cluster.

Design and run plays for buying groups, such as targeted content syndication, that reach multiple stakeholders within a buying committee with coordinated, relevant messaging.

Account and Stakeholder Identification

Collaborate with sales and marketing teams to identify key accounts, decision-makers, and critical influencers, and translate that intelligence into account-specific plans and messaging.

Content and Messaging Development

Create customized marketing content and messaging tailored to each account and channel, including email campaigns, webinars, events, and digital advertising, ensuring every asset reflects the account's specific business context and buying-committee makeup.

Sales Alignment and Account Intelligence

Work in close, ongoing collaboration with AEs and sales leadership as the primary marketing partner on strategic accounts.

Build the kind of working relationship where sales is actively pulling you into account strategy.

Translate account and buying-committee intelligence into program strategy that sales trusts and acts on.

Performance Analysis and Optimization

Monitor and analyze the effectiveness of ABM campaigns and strategies on an ongoing basis, providing actionable insights and recommendations to optimize targeting, messaging, and channel mix.

Budget and Resource Management

Manage budgets and resources across direct mail, events, syndication, and digital programs effectively, ensuring maximum ROI on ABM initiatives.

ABM Program Metrics

Partner with marketing operations to define, track, and report success measures for 1:1 and 1:few ABM at 6sense.

Translate program performance into clear insights and recommendations for marketing and sales leadership, with accountability for the quality and usefulness of the analysis.

Tools, Technology, and Trends

Stay current on the latest ABM tools, technologies, and trends, from personalization platforms to intent and content syndication providers, to keep 6sense's strategies ahead of the curve.

Performance Measurement

Account-Sourced Pipeline

Volume and velocity of pipeline generated through 1:1 and 1:few programs, tracked with clear attribution to target accounts.

Account Engagement and Penetration

Depth of engagement within target accounts, including:

• Buying-committee coverage
• Engagement lift on prioritized accounts
• Movement through account-level engagement stages

Sales Adoption

Usage and effectiveness of ABM programs and assets by account teams, measured by sales feedback, meeting-set rates, and account team participation.

Program Execution Quality

On-time, on-strategy delivery of personalized account programs, with measurable engagement or pipeline movement as a result.

Competencies and Behaviors

Influence Without Authority

Builds credibility with sales leadership, account executives, SDRs, and marketing partners through strong judgment, account insight, and reliable execution.

Uses relationships and expertise to align stakeholders who do not report into the same leadership structure.

Revenue-First Thinking

Connects every program to pipeline and revenue.

Doesn't measure success by content produced or campaigns launched.

Asks, "What did this produce in the account?" and builds programs designed to answer that question.

Account-Level Strategic Thinking

Comfortable translating account research and buying-committee dynamics into a coherent program strategy, rather than defaulting to generic, one-size-fits-all campaigns.

Execution Discipline

Manages the complexity of running personalized, multi-stakeholder programs at pace across a portfolio of accounts, even when the details differ account to account.

Cross-Functional Orchestration

Works fluidly across sales, SDRs, product marketing, demand generation, content, and marketing operations to bring account programs to life.

Educational and Experience Requirements

• Typically 8 or more years of relevant B2B marketing experience with a bachelor's degree, or 6 or more years with a master's degree, including meaningful experience in account-based marketing, field marketing, demand generation, or strategic account programs.
• Experience building and running 1:1 or 1:few ABM programs, including account selection, personalized content and campaign development, and multi-channel orchestration.
• A clear point of view on how to measure ABM impact, including how to handle the attribution ambiguity that comes with account-based, multi-touch programs.
• Experience working directly with sales leadership and account executives to align on account strategy and shared pipeline goals.
• Familiarity with ABM platforms and account intelligence tools, and how they fit into a broader B2B SaaS marketing and sales tech stack.
• Demonstrated ability to work on complex account and pipeline challenges where analysis requires evaluating multiple variables, including account intent, buying-committee dynamics, sales priorities, channel performance, and available resources.