ABM Specialist

Kapture; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Kapture CX, founded in Bengaluru, is seeking an Account-Based Marketing Lead to own ABM strategy end-to-end for large enterprise SaaS accounts, with the potential to scale into a small team. You will build a playbook, drive multi-channel campaigns using Clay and Apollo.io, and own pipeline and revenue outcomes from target accounts.

You will collaborate with Sales, Content, Design, and Demand Gen to craft personalized outreach and measure ABM effectiveness across channels.

Qualifications

• 6–7 years of B2B marketing experience in SaaS with ABM focus.
• Experience establishing or scaling an ABM function from scratch.
• Evidence of driving ABM campaigns targeting large enterprise accounts and revenue impact.

Responsibilities

• Design and formulate Kapture's ABM strategy and playbook for enterprise accounts.
• Own revenue outcomes and pipeline from ABM activities for target accounts.
• Lead or build a small ABM team as the function scales.
• Collaborate with Sales, Content, Design, and Demand Gen to execute campaigns.

Skills

ABM Strategy

SaaS Marketing

B2B Marketing

Campaign Management

Cross-Functional Collaboration

Leadership Aspiration

Experimentation

Education

Bachelor's degree in Marketing

Tools

Clay

Apollo.io

6sense

Demandbase

Job description

Founded in Bengaluru in 2014, Kapture CX began as an enterprise customer support software company and has evolved into an AI-first Agentic Operating System for Enterprises.

Kapture helps enterprises scale AI execution while keeping humans in control. Its AgentOS platform enables enterprises to deploy, orchestrate, monitor, and optimize AI agents across critical business workflows — including customer support, sales, collections, and claims.

Kapture’s AI agents can execute workflows end-to-end across voice, chat, email, messaging, and social channels, with human intervention built in wherever judgment, empathy, or decision‑making is required.

Today, Kapture is trusted by 1,000+ enterprises across 18 countries, helping organizations transform customer experience, automate complex workflows, and drive measurable business outcomes through AI Agents, Agentic AI, Voice AI, Conversational AI, and intelligent automation.

Role Overview

This role starts as an individual contributor with the potential to grow into leading a team as the ABM function scales. You'll own ABM strategy end-to-end from account selection to personalized campaigns with support from broader marketing, sales, and design teams, but the strategic thinking, execution, and revenue outcomes sit with you.

Key Responsibilities

• Design and formulate Kapture's overall ABM strategy, including account tiering, segmentation, and targeting approach for large enterprise accounts
• Build out the ABM function/playbook where one doesn't yet exist, processes, tools, and workflows for running targeted campaigns at scale
• Own revenue outcomes from ABM activities, track and be accountable for pipeline and revenue generated from target accounts
• Identify and prioritize high-value enterprise target accounts in collaboration with Sales
• Use tools like Clay and Apollo.io for account/contact research, data enrichment, and outreach workflows
• Develop personalized, multi-channel campaigns (content, email, events, ads, direct outreach) tailored to specific accounts or account clusters
• Work closely with Sales to align messaging and timing, and to move target accounts through the pipeline
• Partner with content, design, and demand gen teams to get creative and campaign assets produced, while owning the strategic direction
• Track and report on ABM-specific metrics account engagement, pipeline influenced, revenue generated, deal velocity, and win rates on target accounts
• Continuously test and bring new ideas to the table channels, formats, personalization approaches — to improve account engagement and conversion
• As the function grows, build and lead a small ABM team

Requirements

• 6-7 years of experience in B2B marketing, with a strong focus on Account-Based Marketing within SaaS companies
• Proven experience establishing or scaling an ABM function/department from scratch, including formulating strategy (not just executing an existing playbook)
• Track record of running ABM campaigns targeting large enterprise accounts specifically, with clear ownership of revenue impact
• Hands‑on experience with tools like Clay, Apollo.io, and similar ABM/intent platforms (e.g., 6sense, Demandbase)
• Strong individual contributor mindset with the ambition and capability to grow into a people‑leadership role
• Sharp, ideas‑driven approach with a bias toward experimentation and iteration
• Strong collaboration skills to work effectively across Sales, Content, Design, and Demand Gen

What Success Looks Like

• A well‑defined, documented ABM strategy and playbook in place
• Measurable revenue and pipeline generated from target enterprise accounts
• Strong, ongoing collaboration with Sales on account targeting and outreach
• Growth of the ABM function, potentially into a small team under this person's leadership