Senior ABM Manager

POSITION SUMMARY

The Senior ABM Manager - Telehealth exists to build and own a high-performance ABM function—driving pipeline, accelerating revenue, and deepening account penetration across telehealth platforms, virtual care groups, and digital health networks. The ideal candidate has built enterprise ABM programs in complex B2B environments, thrives in ambiguity, enjoys partnering deeply with sales leaders, is highly analytical, and leverages AI to deliver account-level precision at scale and smarter than the competition. They are equally comfortable discussing campaign strategy with marketers, pipeline reviews with sales leadership, and ROI with executive stakeholders.

RESPONSIBILITIES

ABM Strategy and Architecture

• Program Architecture: Design and own a tiered ABM program—one-to-one, one-to-few, and one-to-many—across telehealth platforms, virtual care groups, and digital health networks. Use AI-driven intent platforms to score and prioritize accounts, concentrating resources on the highest-revenue opportunities.
• Regulatory Alignment: Ensure all ABM strategies and content adhere to FDA 503A/503B promotional guidelines, PCAB standards, and telehealth-specific regulatory requirements, including state licensure and telemedicine prescribing rules. Build an AI-assisted compliance review workflow that catches exposure before launch without sacrificing execution speed.
• Executive Communication: Present ABM strategy, performance, investment recommendations, and executive business reviews to senior leadership.
• Budget Ownership: Manage ABM investment across technology, media, personalization, and agency partners to maximize pipeline efficiency and return on marketing spend.

Campaign Execution and Multi-Channel Orchestration

• Omnichannel Deployment: Plan and optimize ABM campaigns across programmatic display, LinkedIn, direct mail, email, and executive events. Use AI-powered sequencing to reach telehealth medical directors, virtual care operators, and digital pharmacy buyers at peak buying intent.
• Content Personalization: Develop account-specific assets—landing pages, case studies, and condition-specific messaging—targeting each telehealth segment’s clinical, operational, and virtual care delivery pain points. Deploy generative AI to scale production across dozens of accounts without compromising brand standards.
• Pipeline Acceleration: Execute ABM programs that compress sales cycle velocity through executive engagement, ROI tools, and mid-funnel re-engagement. Ensure marketing intelligence directly informs SDR and field sales outbound, eliminating gaps across the buying committee.
• Customer Expansion: Develop programs that increase penetration within existing telehealth platforms by identifying whitespace opportunities across product lines, specialties, and provider networks.

Sales Alignment and Revenue Operations

• Sales Partnership: Serve as the embedded ABM partner to sales (will also partner with Customer Success, Marketing, Product, Medical Affairs, Compliance, Executive Leadership) across pipeline reviews, territory planning, and QBRs. Establish a shared operating cadence—account syncs, pipeline reviews, attribution reporting—that drives co-ownership of account penetration and revenue goals.
• Attribution Modeling: Build a multi-touch attribution framework tracking ABM’s contribution to pipeline creation, acceleration, and closed-won revenue. Produce dashboards showing influence, velocity delta, and deal size lift for ABM-engaged accounts versus control groups.
• Account Intelligence: Operationalize an account intelligence system aggregating intent signals, engagement data, and competitive insights into real-time profiles. Use AI summarization to deliver pre-call briefings that equip the commercial team to win at the executive level.
• Revenue Ownership: Own quarterly ABM pipeline and revenue targets in partnership with Sales, with accountability for sourced pipeline, influenced revenue, expansion revenue, and account penetration.

Technology, Automation, and Analytics

• MarTech Optimization: Own the ABM technology stack (6sense, Demandbase, Clay, Zoominfo, Salesforce, Hubspot, Marketo, etc)—intent platforms, ad targeting, personalization engines, and analytics. Evaluate AI-native tools that expand capabilities and reduce manual overhead, keeping the team at the frontier of account-based marketing.
• Performance Analytics: Define KPIs covering account engagement lift, influenced pipeline, deal size by ABM tier, and marketing-sourced revenue. Build automated dashboards delivering real-time program visibility that enables fast, data-driven optimization decisions.
• AI-Powered Scaling: Deploy AI and automation to scale ABM output without proportional headcount growth—using ML for segmentation, generative AI for content variation, and automated workflows for touchpoint sequencing. Codify processes into repeatable playbooks.

KNOWLEDGE AND SKILLS

• Expertise with ABM platforms (6sense, Demandbase, Terminus), marketing automation (HubSpot, Marketo), and CRM (Salesforce); able to integrate these into AI-augmented demand generation programs.
• Strong command of multi-touch attribution, pipeline analytics, and revenue reporting; translates performance data into clear insights for sales and executive audiences.
• Proficiency with generative AI and predictive scoring tools to accelerate content production, sharpen targeting, and optimize campaign performance across the account lifecycle.
• Experienced building compliance-aware governance workflows that maintain execution speed in regulated, brand-sensitive environments.

EXPERIENCE AND QUALIFICATIONS

• 7-10 years in B2B marketing with experience building or scaling an ABM program at a high-growth or enterprise organization.
• Proven track record building ABM programs with measurable impact on pipeline growth, sales cycle duration, or average deal size.
• Hands-on experience with AI and marketing technology tools for intent targeting, content personalization, campaign automation, and attribution.
• Bachelor’s degree in Marketing, Business, or a related field; experience in regulated industries (telehealth, pharmaceutical, healthcare, SaaS, or life sciences) strongly preferred.