Account Based Marketing Manager

Summary

Join Tailscale as an experienced Account Based Marketer to lead our strategy for key account penetration, encompassing customer acquisition, upsell, cross-sell, and expansion. You will define, execute, and scale our ICP marketing strategy, collaborating with sales, customer success, and the marketing team. This role demands expertise in building scalable processes and a strong desire to develop ABM capabilities within Tailscale. Responsibilities include crafting the ABM strategy, planning and execution, sales alignment, market analysis, and tool selection and management. The ideal candidate possesses extensive B2B marketing experience, particularly in ABM, and a proven track record of success.

Requirements

• 7+ years of experience in a B2B marketing role at a technology startup
• A minimum of 5 years focused on ABM
• Proven experience with 1:1, 1: few, and 1: many ABM motions including key steps such as account opportunity analysis & targeting, sales alignment, program recommendation and selection, and program optimization
• Experience with both firmographic segmentation such as revenue, employee size, needs-based, and industry/verticals
• Ability to influence web & content strategy consistent with needs of the ABM strategy
• Hands-on experience with predominant sales/marketing tech and ABM platforms such as Salesforce, HubSpot, Clearbit, Clay, Mutiny, or other tools you prefer, etc
• Able to be effective working across organizational boundaries and building relationships to accomplish objectives
• Thorough knowledge and understanding of enterprise lead-management processes and marketing attribution approaches
• Experience running experiments to prove or disprove working theories. We are always testing. We believe we learn just as much from getting it wrong and aren’t afraid to admit it and pivot strategies, if necessary
• Self-starter who can manage multiple projects independently from start to finish
• Hunger to meaningfully grow Tailscale’s customer conversions, especially among technical audiences

Responsibilities

• Create our first account-based marketing strategy, focused on driving new business and expanding existing revenue in partnership with Sales, CX, and Marketing. You will deliver bespoke experiences, messaging, and product influence that unlock senior leadership and buying team engagement
• Work closely with Sales, CX, and Marketing to identify key accounts, understand their unique needs and interests, and tailor marketing strategies to meet those needs and interests. You will have demonstrable skill working with teams to build & execute quarterly ABM plans including budget management and projection of results
• Experience working in partnership with sales leaders to enable sellers with account engagement programs leading to opportunity discovery and pipeline generation
• Analyze market trends and competitors to adjust strategies and tactics to ensure we’re at the cutting edge of best-in-class ABM. You will leverage data to measure campaign effectiveness, making data-driven decisions to optimize future ABM efforts
• You will be an expert in the best suite of ABM tools in the marketplace and help us adopt and best utilize this ABM technology stack to unlock our full potential. These tools could cover enrichment, website personalization and testing, ABM, etc. (e.g., Clearbit, Mutiny, Propensity, Clay)

Preferred Qualifications

• Experience marketing to developers or working at B2B SaaS or cloud companies
• An affinity for learning complex, highly technical products and strong technical aptitude generally
• Experience in broader demand gen marketing (e.g., field marketing, advertising)

Benefits

• A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles)
• Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family!
• All-remote with the opportunity to work from anywhere —enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you)
• Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team/department off-sites, or use your individual travel budget to meet up with team members in Canada, the US, or the UK
• Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities
• Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world! We encourage all Tailscalars to take 4-6 weeks of vacation annually
• A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $1000 USD to customize your workstation to make it your own
• Generous parental leave program from your first day. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups for up to 26 weeks