Director, ABM & Demand Strategy

Pebl; United States; On-site; USD 160,000 - 190,000; Full time

Benefits offered by this job

Flexible Time Off

Parental Leave

Health and Dental Insurance

Retirement Savings + Incentive Plan

Job summary

Pebl is seeking a Lead ABM & Demand Strategist to architect and run Pebl's account-based go-to-market engine. This is a builder role that connects market intelligence, intent data, and multi-channel execution into a repeatable pipeline system across target verticals.

You will partner with Sales, RevOps, and the Head of Demand Generation to drive pipeline outcomes. You will own a three-tier ABM model, manage tiered target accounts, and lead content sequencing and personalized experiences to

Qualifications

• 7+ years in B2B demand generation or ABM, with at least 3 years in a senior or lead role owning a full ABM motion.
• Proven experience building and running a 3-tier ABM program with measurable pipeline outcomes.
• Deep familiarity with intent data platforms (Bombora, 6sense, G2, Demandbase) and how to operationalize signals into targeting decisions.
• Experience managing or co-managing paid media budgets in excess of $1M annually, with hands-on involvement in channel strategy and performance management.
• Track record of partnering with Sales to define ICP, build account lists, and drive aligned outbound and inbound motion.

Responsibilities

• Design and operate a full 3-tier ABM model: 1-to-1 bespoke programs for top-tier accounts, 1-to-few vertical segment plays, and 1-to-many programmatic engagement at scale.
• Build and maintain Tier 1 and Tier 2 target account lists in partnership with Sales, refreshed quarterly using intent signals, firmographic fit, and CRM engagement data.
• Develop multi-threaded buying committee strategies across HR, Legal, Finance, and Ops personas within each account.
• Manage bespoke account experiences including personalized landing pages, direct mail programs, executive engagement plays, and tailored content sequencing.
• Own paid channel strategy and performance management in partnership with our agency partner, with accountability for Cost Per Pipeline Opportunity and Account Penetration Rate, not CPL.
• Drive budget allocation decisions across search intent, intent overlay platforms (Bombora, G2), LinkedIn, and contextual media in target verticals.
• Build and maintain a creative testing cadence; enforce auto-pause thresholds and reallocate spend to high-signal channels in real time.
• Develop full-funnel content briefs aligned to vertical narratives and buying committee stages.
• Sit in weekly Sales/RevOps pipeline reviews with a clear mandate: source and influence pipeline, not generate leads.
• Establish account engagement scoring (AES) in partnership with Marketing Ops as the primary measure of program health.
• Build and own campaign-level attribution reporting tied to DreamData, surfacing account-level pipeline influence for executive review.
• Contribute to the company-wide MQL retirement, replacing legacy metrics with account-based KPIs.
• Lead Pebl's vertical pilot(s) and own the playbook replication process for future verticals.
• Monitor competitive positioning and surface insights that sharpen messaging and channel strategy.
• Partner with Product Marketing to ensure demand programs reflect current positioning and differentiation.

Skills

ABM strategy

Demand generation

Senior leadership

Strategic influence

Tools

Marketo

HubSpot

Inflection

Salesforce

Bombora

6sense

G2

Demandbase

Job description

Pebl is seeking a Lead ABM & Demand Strategist to architect and run Pebl's account-based go-to-market engine. This is a builder role that connects market intelligence, intent data, and multi-channel execution into a repeatable pipeline system across target verticals.

You will partner with Sales, RevOps, and the Head of Demand Generation to drive pipeline outcomes. You will own a three-tier ABM model, manage tiered target accounts, and lead content sequencing and personalized experiences to