Director ABM

Zenwork, Inc; Hyderabad; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Zenwork, Inc is seeking a Director, ABM to lead the account-based marketing engine, selecting target accounts and orchestrating multi-channel plays. You will coach a small team in India while supporting the US enterprise sales team, with a hands-on, campaign-driven approach to ABM and outbound marketing.

The role centers on building ABM programs, pipeline ownership, and close collaboration with AEs and SDRs.

Qualifications

• 8+ years in B2B SaaS marketing, with at least 4 years running ABM programs for midmarket or enterprise accounts.
• 2+ years leading or mentoring a team.
• A pipeline number you personally owned for named accounts, and a record of hitting it.

Responsibilities

• Own account strategy and selection for named accounts, building a tiered 1:1, 1:few, 1:many list with ICP fit and intent data.
• Design and run multi-channel ABM programs: LinkedIn, display, email, direct mail, events, webinars, tailored content.
• Define engagement thresholds and signal-based plays to route accounts to SDRs/AEs with context.
• Own marketing-sourced and influenced pipeline for named accounts; monitor engagement, opportunities, and win rate by tier.
• Collaborate with AEs/SDR leads on account planning and SLA-based handoffs.
• Own ABM stack and data (Demandbase, 6sense, ZoomInfo) with Marketing Ops; report attribution and ROI.
• Lead and grow a team of 3-4 ABM specialists while staying hands-on.

Skills

B2B SaaS marketing

ABM program management

Team leadership

Cross-functional collaboration

Tools

Salesforce

HubSpot

Demandbase

6sense

ZoomInfo

Job description

Zenwork is a tax compliance and information reporting platform (Tax1099, Compliancely, Zenwork Payments and more) used by thousands of US businesses.

We are expanding into the enterprise and specific verticals, and we need a leader who wins named accounts.

As Director, ABM, you will own Zenwork's account-based marketing engine: selecting target accounts, orchestrating multi-channel plays, and turning engaged accounts into qualified enterprise pipeline. You are a hands-on player-coach leading a team of 3 to 4, based in India, supporting our US enterprise sales team. This role is fully focused on ABM and outbound marketing.

Reports to: SVP, Growth and Marketing · Team: 3 to 4

What you will own

• Account strategy and selection. Build and maintain the named account list with Sales, tiered 1:1, 1:few and 1:many, using ICP fit, intent and engagement data.
• ABM program design and execution. Plan and run multi-channel account plays: account-targeted LinkedIn and display, personalized email, direct mail, executive events and webinars, and tailored content.
• Marketing-led outbound. Design signal-based plays (intent surges, key page visits, new hires, event attendance) and define the engagement thresholds that route accounts to SDRs and AEs with context.
• Pipeline ownership. Own a marketing-sourced and influenced pipeline target for named accounts, plus account engagement, opportunity creation and win rate by tier.
• Sales partnership. Run account planning with AEs and SDR leaders, hold a weekly pipeline review, and agree on SLAs for account handoff and follow-up.
• ABM stack and data. Own the ABM and intent tools (e.g. Demandbase, 6sense, ZoomInfo) with Marketing Ops, and report account-level attribution and ROI.
• Team leadership. Hire, coach and grow a team of 3 to 4 campaign and ABM specialists while staying hands-on in the work.

What you bring

• 8+ years in B2B SaaS marketing, with at least 4 years running ABM programs for midmarket or enterprise accounts.
• 2+ years leading or mentoring a team.
• A pipeline number you personally owned for named accounts, and a record of hitting it.
• Hands-on experience building 1:1, 1:few and 1:many programs, not just managing an ABM platform.
• Strong command ofABM and intent tools, CRM (Salesforce or HubSpot) and marketing automation, and comfort with account-level data and attribution.
• Proven partnership with AEs and SDR/BDR teams on account planning and handoff.
• Based in India, with experience serving US buyers.

Nice to have

• Experience in finance, tax, accounting, compliance or fintech.
• Experience selling to finance, AP or tax leaders at enterprise companies.
• Events and executive roundtables run as a pipeline channel.

How success is measured in year one

• Named account list and tiering agreed with Sales within 60 days.
• Engagement lift across Tier 1 and Tier 2 accounts, quarter over quarter.
• Marketing-sourced and influenced pipeline from named accounts against target.
• Opportunity conversion and win rate for engaged accounts higher than for nonengaged accounts.