Elastic - Sr. Manager, ABM
Requirements
• 8+ years in B2B marketing in a fast-paced enterprise software environment • Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization • Strong people leadership skills — you encourage, develop, and hold accountable a distributed team • Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack • Excellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders • Experience engaging C-suite buyers (CIO, CTO, CISO) through ABM and executive engagement strategies • Experience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyer • ABM certification (e.g. ITSMA or equivalent) • Additional Information - We Take Care of Our People: • As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. • We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • Competitive pay based on the work you do here and not your previous salary • Health coverage for you and your family in many locations • Ability to craft your calendar with flexible locations and schedules for many roles • Generous number of vacation days each year • Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service • Up to 40 hours each year to use toward volunteer projects you love • Embracing parenthood with a minimum of 16 weeks of parental leave
Responsibilities
• Center of Excellence & Governance • Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions • Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms • Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible • Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment • Leadership & Coaching • Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality • Serve as Elastic's internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them • Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap • Serve as ABM's voice within Executive Programs, bringing key account relationships into core executive engagement activities and investments • Metrics & Accountability • Lead the ABM team's results: account engagement, executive relationships, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution. • Define the measurement framework and own how we communicate ABM impact to the business. • Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data.
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