ABM Specialist

Kapture CX; Bengaluru; On-site; INR 2,800,000 - 4,500,000; Full time

Job summary

Kapture CX, founded in Bengaluru in 2014, is evolving into an AI-first Agentic Operating System for Enterprises. This role leads ABM strategy end-to-end for large enterprise accounts, owning campaigns from account selection to personalized outreach with support from marketing, sales, and design teams.

As an individual contributor with potential to grow into leading a small ABM team, you will build the ABM playbook, manage multi-channel campaigns, and drive measurable revenue and pipeline from

Qualifications

• 6-7 years of B2B marketing with ABM focus.
• Experience scaling an ABM function from scratch.
• Track record running ABM campaigns for large enterprise accounts.
• Hands-on with Clay, Apollo.io or similar ABM platforms.

Responsibilities

• Design and formulate ABM strategy, including segmentation and targeting for large enterprise accounts.
• Build the ABM function/playbook, processes, tools, and workflows for campaigns at scale.
• Own revenue outcomes from ABM activities and track pipeline and revenue from target accounts.
• Identify and prioritize high-value enterprise target accounts with Sales.
• Develop personalized, multi‑channel campaigns (content, email, events, ads, outreach) for target accounts.
• Work with Sales to align messaging and timing and move accounts through the pipeline.
• Partner with Content, Design, and Demand Gen to produce assets and shape strategy.
• Track ABM metrics: account engagement, pipeline influence, revenue, velocity, win rates.
• Continuously test new ideas to improve engagement and conversion.
• As the function grows, build and lead a small ABM team.

Skills

ABM Strategy

SaaS Marketing

ABM Campaigns

Sales Collaboration

Clay

Apollo.io

Data Research

Experimentation

Leadership potential

Tools

Clay

Apollo.io

6sense

Demandbase

Job description

About Kapture CX

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