Job Description

We’re looking for an experienced Account Based Marketer to direct our strategy for key account penetration, including customer acquisition, upsell, cross-sell, and expansion. This marketer will be responsible for defining, executing, and scaling our ICP marketing strategy, assisting with account selection, account engagement, and account measurement, working closely with sales, customer success, and the rest of our marketing team. We need someone who is adept at building detailed, scalable processes and is hungry to build an ABM muscle at Tailscale. 

Key Responsibilities

• ABM strategy: Create our first account-based marketing strategy, focused on driving new business and expanding existing revenue in partnership with Sales, CX, and Marketing. You will deliver bespoke experiences, messaging, and product influence that unlock senior leadership and buying team engagement
• Planning and execution: Work closely with Sales, CX, and Marketing to identify key accounts, understand their unique needs and interests, and tailor marketing strategies to meet those needs and interests. You will have demonstrable skill working with teams to build & execute quarterly ABM plans including budget management and projection of results
• Sales alignment & partnership: Experience working in partnership with sales leaders to enable sellers with account engagement programs leading to opportunity discovery and pipeline generation
• Market and data analysis: Analyze market trends and competitors to adjust strategies and tactics to ensure we’re at the cutting edge of best-in-class ABM. You will leverage data to measure campaign effectiveness, making data-driven decisions to optimize future ABM efforts
• Tool selection and management: You will be an expert in the best suite of ABM tools in the marketplace and help us adopt and best utilize this ABM technology stack to unlock our full potential. These tools could cover enrichment, website personalization and testing, ABM, etc. (e.g., Clearbit, Mutiny, Propensity, Clay)

What We Are Looking For

• 7+ years of experience in a B2B marketing role at a technology startup. A minimum of 5 years focused on ABM
• Proven experience with 1:1, 1: few, and 1: many ABM motions including key steps such as account opportunity analysis & targeting, sales alignment, program recommendation and selection, and program optimization
• Experience with both firmographic segmentation such as revenue, employee size, needs-based, and industry/verticals
• Ability to influence web & content strategy consistent with needs of the ABM strategy
• Hands-on experience with predominant sales/marketing tech and ABM platforms such as Salesforce, HubSpot, Clearbit, Clay, Mutiny, or other tools you prefer, etc.
• Able to be effective working across organizational boundaries and building relationships to accomplish objectives
• Thorough knowledge and understanding of enterprise lead-management processes and marketing attribution approaches
• Experience running experiments to prove or disprove working theories. We are always testing. We believe we learn just as much from getting it wrong and aren’t afraid to admit it and pivot strategies, if necessary. 
• Self-starter who can manage multiple projects independently from start to finish
• Hunger to meaningfully grow Tailscale’s customer conversions, especially among technical audiences

It’s Nice If You Have

• Experience marketing to developers or working at B2B SaaS or cloud companies
• An affinity for learning complex, highly technical products and strong technical aptitude generally
• Experience in broader demand gen marketing (e.g., field marketing, advertising)

As a company, we strive to maintain fair and equitable compensation practices within our team across all roles and all levels. Tailscale’s compensation package includes base salary, equity, and comprehensive benefits. The salary range displayed on each job posting represents the target range for a new hire’s base salary. Individual offers may vary based on experience and skill set.