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Head of ABM Campaigns
Americas
Confirmed live in the last 24 hours
Locations
Austin, TX, USA • Remote in USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Creativity
Data Analysis
Google Analytics
Lead Generation
Management
Marketing
Sales
Salesforce
Tableau
Requirements
  • Have started or scaled an ABM motion for at least 4 years at a B2B SaaS company
  • Have had at least 3 direct reports
  • Have experience working with sales to help drive their quarterly pipeline
  • Have experience running points on integrated campaigns from start to finish
  • Have incredible attention to detail
  • Possess seamless and precise communication and presentation skills
  • Are results/data oriented and comfortable analyzing data. Huge plus if well versed in Marketo, Salesforce and an ABM tool like DemandBase or 6Sense
  • Have great instinct for what great customer experience looks like in different mediums
  • Have experience developing 1:1 and 1:few ABM campaigns that helped sales teams connect with enterprise account stakeholders in meaningful ways
  • Have high competency in digital marketing trends, paid social and best practices
  • Have proven track record meeting/exceeding lead generation and pipeline influence targets
  • Have experience in B2B enterprise software/SaaS marketing and partnering with sales teams to deliver results
  • Have exceptional project management skills and creativity required for campaign development
  • Have the ability to work effectively in a fast-paced and ever-changing environment with tight deadlines
  • BA/BS in Marketing, Business, or other related field
  • MBA, a huge plus
  • 7-10 years experience developing and executing multi-channel enterprise B2B solution campaigns and account-based marketing campaigns. Success in meeting/exceeding MQL generation and conversion targets (ideally in enterprise software, SaaS, networking and/or cybersecurity segments)
  • Demonstrable expertise building full funnel campaign tactics and management, including the ability to understand the motivations of technical buyers and executive stakeholders
  • Strong sense of teamwork, collaboration, and relationship management
  • An independent self -starter who enjoys working in a fast-paced environment
  • Demonstrated understanding of ABM, demand generation, nurture best practices, and campaign creation
  • Strong communication skills and ability to work with multiple stakeholders
  • Experience working in rapid growth SaaS companies and industries
  • Knowledge about cybersecurity market and technologies
  • Hands on experience with latest ABM platforms such as DemandBase
  • Skill to use BI tools, Salesforce, Marketo, Google Analytics and other digital marketing tools
  • Excellent project management and time management skills
Responsibilities
  • Own and build the ABM strategy that deepens and broadens relationships in target accounts. Define account tiering and framework, and execute 1:1 and 1:few ABM campaigns accordingly that drive target account engagement and contribute to quarterly and annual influenced pipeline goals
  • Campaign development and strategy: Work closely with Americas Regional Sales leaders and Field Marketing Managers to develop account-focused demand generation and relationship-building programs (campaigns and events); identify target customers/personas, campaign objectives, assets, tactics and execution channels. Leverage cross-functional team members in Content Marketing and Product Marketing to develop messaging and content appropriate for targeted personas. All strategies and tactics intended to help Cloudflare grow its share in the target segments and regions
  • Campaign Execution: Plan and lead the team to execute campaigns utilizing a variety of channels (account-specific events, paid social, email, direct mail, content syndication, events, social/display advertising). Use tools and platforms (Marketo; Contentful, Folloze, PFL, Reachdesk, etc.) to execute campaign tactics to help progress leads through the customer journey. Manage campaign launch and timeline, and facilitate data-driven improvements. Orchestrate cross-functional engagement with account teams and manage account audiences in DemandBase platform
  • Design and lead account-specific programs (campaign and events) to help us connect with account stakeholders in meaningful ways. Deliver memorable customer experiences where we can share knowledge, best practices, and the value of Cloudflare solutions. Foster pre and post-event effectiveness with customer communications, sales communications, and internal feedback
  • Measurement / reporting: Analyze, report, and measure the full impact of ABM campaigns in terms of stakeholder reach/engagement, meetings booked, pipeline and revenue influenced. Utilize Salesforce/Tableau reporting tools to evaluate campaign performance and report ROI. Develop and manage budget and prioritization across tactics/channels with a keen eye on ROI. Provide ongoing data and insights reports on traction gained with key accounts to the respective stakeholders
  • Some travel required when it is safe to do so
Cloudflare

1,001-5,000 employees

Web performance & security platform
Company mission
Cloudflare's mission is to help build a better Internet. The company specializes in providing a content delivery network and DDoS mitigation services.
Benefits
  • Competitive salaries
  • Take-what-you-need paid vacation policy
  • Comprehensive health plans and benefits
  • Paid maternity and paternity leave
  • Commuter and ride share options
  • Returnships
Company Values
  • Be curious to learn and grow
  • Communicate clearly, directly, and transparently
  • Do the right thing
  • Embrace diversity to make Cloudflare better
  • Get your work across the finish line
  • Lead with empathy and assume good intentions