Lead, Account-Based Marketing Strategy (ABX)

Sage; Toronto; Hybrid; CAD 140,000 - 160,000; Full time

Job summary

Sage seeks a strategic ABX leader to define and drive the account-based growth motion for Sage Intacct, X3, and CRE in the U.S. Shape account prioritization, buying-group engagement, and cross-functional alignment with Marketing, Sales Development, Data, Digital, and Campaigns.

Reporting to a Senior Director, diagnose performance, justify changes with data, and steer programs to improve funnel health, pipeline quality, and revenue.

Qualifications

• 5+ years of experience in B2B SaaS account-based marketing.
• Experience building and scaling ABX/ABM programs.
• Experience using firmographic, intent, engagement, buying-stage data to identify priority accounts.
• Strong understanding of account and buying-group engagement in B2B SaaS.
• Ability to orchestrate coordinated account-based motions across Marketing, Sales, Data, and Campaigns.
• Strong business ownership with ability to drive cross-functional progress through influence.
• Strong analytical skills to monitor account/funnel performance and translate data into actions.
• Experience defining success measures for ABX programs using engagement, progression, and revenue metrics.

Responsibilities

• Own ABX strategy across Sage Intacct, X3, and CRE in the U.S., defining priority account motions and success measures.
• Define how priority accounts and buying groups should be identified, segmented, prioritized, and engaged.
• Partner with ABM activation to align media strategy and campaign activation to ABX strategy.
• Establish actionable target-account views and strengthen account-level measurement.
• Collaborate with XDR and Sales leadership to coordinate follow-up and handoffs.
• Monitor ABX performance across products and revenue outcomes.
• Identify gaps and develop data-backed recommendations for improvements.
• Translate performance into executive-ready recommendations and business cases.

Skills

Account-based marketing

Cross-functional collaboration

Analytical skills

Stakeholder management

Data-driven decision making

Marketing operations

Campaign measurement

Tools

CRM systems

Analytics platforms

Marketing automation

Job description

Lead, Account-Based Marketing Strategy (ABX)

Sage is scaling a more coordinated account-based growth motion across our mid-market products including Sage Intacct, Sage X3, and Sage CRE. In this role you'll help define how we prioritize target accounts, engage buying groups, align Marketing and Sales Development, measure account progression, and improve pipeline quality across key growth markets.

At Sage, ABX refers to the coordinated account-based motion across Marketing, Sales Development, Sales, Data, Digital, and Campaigns - from account prioritization and buying-group engagement to funnel health, opportunity creation, pipeline quality, and revenue impact.

Reporting to a Senior Director, you'll lead the ABX strategy and operating model that helps teams focus on the right accounts, understand where accounts are progressing or stalling, and make the changes needed to improve account engagement, opportunity creation, pipeline quality, and revenue outcomes.

Activation is owned by another dedicated ABM role. Your focus is the broader ABX strategy that ensures those investments and related account-based motions are connected to clear account priorities, stronger funnel insight, coordinated cross-functional support, and measurable pipeline outcomes.

This is a strong fit for a strategic, analytical B2B SaaS marketer who has already led account-based strategy and knows how to connect account selection, buying-group engagement, funnel insight, Sales Development alignment, and performance measurement to pipeline outcomes. You will diagnose what is working, identify where the motion is breaking down, build business cases for change, and influence teams across Marketing, Sales Development, Sales, Data, Digital, and Campaigns to improve how Sage engages and converts priority accounts.

Who is Sage & Why Join?

Sage helps small to medium-sized businesses to succeed with AI-powered Accounting, Finance and ERP software. Knowing that over 6M of our global customers depend on our solutions, motivates us to keep innovating so they keep growing with confidence.

• Join a global B2B SaaS company with the scale, customer base, and investment to make ABX a meaningful growth lever - not a side initiative.


• Step into a role with genuine opportunity to shape and mature Sage’s U.S. account-based approach as the model continues to evolve.


• Work on high-priority products and growth markets where your impact can be visible across Marketing, Sales, pipeline, and revenue.

Location Requirement: Hybrid; 3 days per week from either our Toronto office.

Key Responsibilities:

• Own the account-based experience (ABX) strategy across Sage Intacct, X3, and CRE in the U.S., defining priority account motions, account plays, cross-functional orchestration, and success measures tied to pipeline and revenue outcomes.


• Define how priority accounts and buying groups should be identified, segmented, prioritized, and engaged based on account fit, intent, engagement, buying stage, and business opportunity.


• Partner closely with the ABM activation to ensure media strategy, audience targeting, account prioritization, and campaign activation align to the broader ABX strategy and account journey.


• Partner with Data Strategy and Analytics to establish actionable target-account views, strengthen account-level measurement, monitor progression, and improve visibility into where accounts are advancing or stalling.


• Partner with XDR and Sales leadership to strengthen coordinated account follow-up, sales engagement, handoffs, and feedback loops across Marketing and Sales Development.


• Monitor ABX performance across products using account engagement, buying-group coverage, account progression, opportunity creation, pipeline quality, pipeline influence, and revenue outcomes.


• Identify performance gaps and root causes, and develop data-backed recommendations for changes to targeting, investment, account plays, process, campaign strategy, measurement, or cross-functional execution.


• Establish repeatable frameworks and ways of working that clarify how Marketing, Sales, XDR, Product Marketing, Data, Digital, Campaigns, and Marketing Operations support priority accounts across the buying journey.


• Translate account and funnel performance into clear recommendations, business cases, and executive-ready decision points for Marketing and Sales leadership.


• Surface risks, dependencies, and resource needs early, and drive cross-functional alignment around the actions required to improve ABX performance.

What we're looking for? Qualifications:

• 5+ years of experience in B2B SaaS account-based marketing, account-based experience with direct experience building and scaling ABX/ABM programs.


• Demonstrated experience developing account-based strategies across multiple products, segments, verticals, or sales motions, including defining how different account tiers and audiences should be prioritized and engaged.


• Experience using account intelligence such as firmographic, intent, engagement, buying-stage, opportunity, and CRM data to identify priority accounts, inform account plays, and determine when and how Marketing and Sales should engage.


• Strong understanding of account and buying-group engagement across the B2B SaaS buying journey, including account progression, opportunity creation, pipeline quality, sales handoff, and revenue impact.


• Demonstrated ability to orchestrate coordinated account-based motions across Marketing, Sales, XDR/SDR, Product Marketing, Marketing Operations, Digital, Campaigns, Data, and Analytics teams.


• Strong business ownership with the ability to structure complex problems, identify dependencies, define recommended actions, clarify ownership, and drive cross-functional progress through influence.


• Strong analytical skills with the ability to monitor account and funnel performance, identify gaps, diagnose root causes, and translate data into clear recommendations and actions.


• Experience defining success measures and evaluating the effectiveness of account-based programs using account engagement, progression, opportunity, pipeline, and revenue metrics.


• Experience building data-backed business cases for changes to audience strategy, investment, programs, processes, technology, or ways of working.


• Strong communication and stakeholder management skills, with the confidence to lead cross-functional discussions, challenge existing approaches, surface risks, and drive decisions.


• Ability to operate effectively in a complex, fast-moving environment with multiple products, stakeholders, dependencies, and competing priorities.

Compensation offered will be determined by factors such as location, level, job-related knowledge, education, and experience. Certain provinces in Canada require job postings to include a reasonable estimate of the salary range applicable to the role. For this role, in those locations, the target salary range for new hires is C$140,000 to C$160,000. In addition to base salary, employees will participate in a bonus plan (20%) based on company and individual performance. Our talent acquisition team will provide specific opportunities on our bonus or incentive programs. The range listed is just one component of the Sage total compensation package.

#LI-CH1

Performance Marketing

Canada

Toronto

Hybrid

Working at Sage means you’re supporting millions of small and mid-sized businesses globally with technology to work smarter and move faster. We build software that reduces busywork so customers can spend less time on admin and more time building their business.

Our colleagues are high-performers who prioritise growth, make bold choices, and focus and galvanise to get things done. They work on meaningful, market-shaping initiatives that stretch their skills, sharpen their craft, and create real customer impact.

Explore our culture and benefits: sage.com/careers/working-at-sage

We celebrate individuality and welcome you to join us if you embrace all backgrounds, identities, beliefs, and ways of working. If you need support applying, contact [e-mail] .

Equal Employment Opportunity (EEO)

Sage is committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities.

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Sage will be based on merit, qualifications, and abilities. Sage does not discriminate in employment opportunities or practices on the basis of race, color, religion, sex, national origin, age, protected disability, veteran status, sexual orientation, gender identity, genetic information, or any other characteristic protected by applicable law.