Growth, ABM

Responsibilities

• Build and run Clay's account-based motion for the enterprise segment, focusing on highly targeted programs for Tier 1 accounts.
• Set the strategy and ROI for first-party programs, including executive dinners, Tier 1 gatherings, ecosystem workshops, and education workshops.
• Own account-based program logic, including target accounts, invitations, attendee mix, monetization, and follow-up strategy.
• Build follow-up programs with SDRs and sales to convert events into pipeline, opportunities, revenue, and customer upsell.
• Measure programs using an ROI framework developed with Operations.
• Partner with strategic SDRs and account executives to develop outbound plays for Tier 1 accounts.
• Create account lists, messaging scripts, and offers for strategic outbound campaigns.
• Pursue revenue opportunities beyond the initial target list when appropriate.
• Use investor relationships to secure introductions that multithread, unlock, and accelerate large enterprise deals.
• Own penetration and revenue goals for the Tier 1 account list, measured through touchpoints, meetings, opportunities, and revenue.
• Collaborate closely with enterprise sales, strategic SDRs, GTM engineering, customer success, field marketing, and operations teams.
• Improve enablement and follow-up consistency across the sales organization.
• Identify where automation is useful while maintaining human involvement in high-stakes, account-specific work.
• Partner with Operations and Engineering to automate low-value tasks such as list building.

Requirements

• Experience as an ABM or field marketing operator running account-based or field programs for enterprise accounts.
• Demonstrated ability to drive pipeline and revenue, not only execute events.
• Strong understanding of sales, SDR, and revenue operations workflows.
• Ability to build trust and collaborate effectively with sales teams.
• Comfort operating in ambiguity and exercising strong judgment.
• Ability to create structure, design repeatable plays, and build new programs from the ground up.
• Strong relationship-building skills with sales organizations and investors.
• Results-oriented approach focused on touchpoints, meetings, opportunities, and revenue.
• Enthusiasm for using and promoting Clay's product.

Nice to Have

• Experience with ABM tools and modern go-to-market technology stacks.
• Experience with Clay, Salesforce, and outbound platforms.
• Enterprise field or event marketing experience in B2B SaaS.
• A network that can be activated for warm introductions into target accounts.

Compensation and Benefits

• Annual salary range of $140,000–$190,000.
• Employees can work with world-class coaches specializing in creativity, management, and related areas.