Senior Manager of ABM

Elastic; United States; Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Health coverage

Flexible schedule

Vacation days

Parental leave

Volunteer time

Charitable matching

Job summary

Elastic is seeking a strategic ABM leader to build and elevate Elastic’s account-based marketing practice within our Executive and ABM Marketing Programs team. This player-coach role drives governance, tooling, and enablement to scale ABM across the organization.

You’ll define what great ABM looks like, develop the marketers who deliver it, and ensure the broader GTM org adopts ABM principles. You’ll partner with Executive Programs to turn high-value accounts into executive relationships and

Qualifications

• Track record of building ABM frameworks, playbooks, or centers of excellence.
• Strong leadership and ability to coach a distributed team.
• Experience influencing executive-level decision-making.

Responsibilities

• Lead and scale Elastic’s ABM program across the organization.
• Define ABM vision, governance, ICP scoring, and alignment with GTM.
• Develop marketers and evangelize ABM to field marketing, sales, SDRs, and CS.
• Deliver executive readouts and manage dashboards with performance data.

Skills

ABM leadership

Executive engagement

Leadership and coaching

Governance and Center of Excellence

Marketing strategy

Tools

Demandbase

6sense

ABM platforms

Job description

• We’re looking for a strategic ABM leader to build and elevate Elastic’s account-based marketing practice as a part of our Executive and ABM Marketing Programs team
• This is a player-coach role - you’re accountable for your team’s collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization
• You’ll define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles. You’ll partner closely with Executive Programs to turn our highest-value accounts into executive relationships, pipeline, and revenue
• Center of Excellence & Governance:
• Define Elastic’s ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions
• Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms
• Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible
• Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment
• Leadership & Coaching:
• Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality
• Serve as Elastic’s internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them
• Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap
• Serve as ABM’s voice within Executive Programs, bringing key account relationships into core executive engagement activities and investments
• Metrics & Accountability:
• Lead the ABM team’s results: account engagement, executive relationships, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution
• Define the measurement framework and own how we communicate ABM impact to the business
• Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

Experience engaging C-suite buyers (CIO, CTO, CISO) through ABM and executive engagement strategiesExcellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leadersConsistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organizationStrong people leadership skills — you encourage, develop, and hold accountable a distributed teamDeep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stackExperience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyer8+ years in B2B marketing in a fast-paced enterprise software environmentABM certification (e.g. ITSMA or equivalent)