Senior Manager of ABM (Team Lead)

Role overview

Join Elastic as a Senior Manager of Account-Based Marketing (ABM) in a strategic player-coach role. You will build and elevate Elastic’s ABM practice by setting the vision, creating playbooks, leading a team of ABM managers, and driving measurable accountability.

Key missions

• Define ABM vision, playbooks, and a maturity roadmap, and establish ABM governance.
• Lead, coach, and develop a team of ABM managers (growth and performance ownership).
• Drive ABM team results, including:
  • Account engagement
  • Influence on pipeline
  • Contribution to revenue

Requirements

• 8+ years in B2B marketing within a fast-paced enterprise software environment.
• Experience marketing sophisticated enterprise technology (e.g., cloud, security, AI/ML, observability, or search) to technical and business buyers.
• Excellent executive communication, translating ABM strategy into outcomes for CMOs, CROs, and sales leaders.
• Deep expertise in ABM platforms (e.g., Demandbase, 6sense, Userled), plus the broader martech stack.
• Proven track record building ABM frameworks, playbooks, or centers of excellence.
• Strong people leadership for a distributed team (encourage, develop, and hold accountable).
• ABM certification (e.g., ITSMA or equivalent).

Nice to have

• Prior experience scaling an ABM operating model across an organization (implied by building centers of excellence and governance).