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Sr. Manager, ABM

Elastic· Strategic Enterprise Growth
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Remote$128.2k - $202.9kfull-timePosted 2w ago

About the role

Strategic ABM leadership role to build and scale Elastic's account-based marketing practice as part of the Executive and ABM Marketing Programs team. Player-coach responsible for center of excellence, governance, tooling, enablement, and adoption of ABM across the GTM org, with executive relationship building and collaboration with Executive Programs.

Responsibilities

  • Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions
  • Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms
  • Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible
  • Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment
  • Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality
  • Serve as Elastic's internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them
  • Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap
  • Serve as ABM's voice within Executive Programs, bringing key account relationships into core executive engagement activities and investments
  • Lead the ABM team's results: account engagement, executive relationships, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution
  • Define the measurement framework and own how we communicate ABM impact to the business
  • Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data

Qualifications

  • 8+ years in B2B marketing in a fast-paced enterprise software environment
  • Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization
  • Strong people leadership skills — you encourage, develop, and hold accountable a distributed team
  • Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack
  • Excellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders
  • Experience engaging C-suite buyers (CIO, CTO, CISO) through ABM and executive engagement strategies
  • Experience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyer

Skills

Required:ABM strategy developmentLeadership and people managementABM platforms

Benefits

  • Stock program eligibility
  • Company-matched 401(k) with dollar-for-dollar matching up to 6%
  • Competitive pay and holistic benefits emphasizing well-being
  • Flexible locations and schedules
  • Generous vacation days
  • Volunteer time and matching donations up to $2000
  • Parental leave (minimum 16 weeks)
Last updated Oct 8, 2026. Interested? Apply on the company site.
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