Account-Based Marketing Manager

About the role

At SolarWinds, we're a people-first company. Our purpose is to enrich the lives of the people we serve-including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We're looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you're looking to build your career with an exceptional team, you've come to the right place. Join SolarWinds and grow with us!

About the role

SolarWinds is looking for an Account Based Marketer to drive pipeline and revenue from our highest-value ITSM target accounts, across both new business and expansion within our existing customer base. Using intent data, you'll find in-market buyers, build vertical campaigns that speak to their priorities, and run targeted engagement programs that earn meetings. Data enrichment tools such as Clay will help you grow the number of marketable contacts within target accounts, and you'll write custom, targeted sales sequences to reach them.

Work arrangement

This is a hybrid role based in Austin, TX, with 3 days per week in our Austin office.

What you will do

• Pipeline and revenue: Own ABM targets for sourced and influenced pipeline and revenue, across new logo acquisition and customer upsell, cross-sell and expansion.
• 6sense: Own the 6sense platform for ITSM. Build and maintain segments, account scoring, buying stage models and intent keyword sets. Launch 6sense advertising and orchestration plays and deliver account insights to sales.
• Sales sequences: Write custom, targeted sales sequences in for priority accounts, verticals and personas. Partner with sales to launch sequences tied to intent signals and ABM plays, and test messaging to improve reply and meeting rates.
• Customer expansion: Build plays that identify expansion signals in the installed base and help account managers grow existing customers into additional SolarWinds ITSM products and seats.
• Incentives and gifting: Build and manage meeting-for-incentive programs, survey offers, direct mail and e-gifting through platforms such as Sendoso, Reachdesk or Alyce to engage key contacts, drive qualified conversations and accelerate active deals.
• GTM alignment: Partner with sales, BDR and customer success leaders on target account lists built from SolarWinds ICPs, account plans, sales sequences and follow-up. Run regular pipeline reviews by segment and vertical.
• Measurement: Report on account engagement, contact enrichment, sequence performance, meetings booked, cost per meeting, meeting-to-opportunity conversion, pipeline created, velocity, win rates and expansion revenue for target accounts. Use results to refine targeting and spend.
• Collaboration: Coordinate with digital growth, demand generation, events and marketing operations so account plays connect across every channel.

What you bring

• 4 to 6 years of B2B marketing experience, with at least 2 years in account-based marketing, ideally in SaaS or IT software
• A track record of ABM programs that delivered measurable pipeline and revenue from both new logos and existing customers
• Hands-on experience administering 6sense (or Demandbase, Terminus or a similar ABM platform)
• Experience using Clay or similar data enrichment tools to expand contact coverage within target accounts, and writing sales sequences in Outreach (or Salesloft or a similar platform)
• Experience running vertical or industry-focused campaigns
• Experience managing incentive, gifting or direct mail programs, including vendors and budgets
• Proficiency with Salesforce and marketing automation (Marketo, Eloqua or HubSpot)
• Strong analytical skills and comfort reporting on pipeline and ROI
• Excellent communication skills and a collaborative style with sales and customer success teams
• Strong writing skills, including sales sequences that drive replies and meetings

Nice to have

• 6sense certification
• Familiarity with ITSM, service desk or IT operations buyers and buying committees, and how to turn them into target account strategies
• Experience with Sendoso, Reachdesk, Alyce or similar gifting platforms
• Experience building Clay waterfall enrichment workflows across multiple data providers
• Experience with intent data, account scoring and buying stage models

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