Sr. Manager, ABM

About the job

This position is needed to develop Twilio’s ABM motion designed to bring us closer to the world’s leading organizations.

You’ll manage a team and focus on developing the strategy to consistently develop, execute and measure high-performing one-to-few and one-to-one ABM campaigns. You’ll work closely with sales and marketing partners to define account selection best-practices and fuel engagement in target accounts. You understand the enterprise sales cycle and have a history of developing data-driven ABM campaigns that both drive ROI and delight prospects and customers. You have a perspective on what constitutes a modern ABM stack and how to use technology to best achieve your goals. You are a collaborative teammate and excellent communicator that thrives in both driving both strategy and execution and finds opportunities to strategically uplevel GTM efforts and build excellent relationships with stakeholders. This position will report to the Director of Campaigns Marketing.

Responsibilities

In this role, you’ll:

• Build the ABM roadmap and manage a team of ABM campaigners focused on one:one and one:few across both prospects and customers
• Create a strategy to develop and execute a broad range of data-driven, multi-channel digital and white glove ABM programs and campaigns intended to increase coverage, engagement, and pipeline in target accounts
• Own end-to-end ABM campaign and program execution including account selection, content development, performance analysis and reporting on campaign effectiveness and attribution
• Partner with Marketing Operations, Sales Ops, and Analytics to use data and insights to aid in account selection, account scoring and program effectiveness
• Serve as an advocate for ABM across the organization and communicate the ABM strategy and campaign plans to execs and reps alike, instilling confidence, clarity and enabling the sales team successfully collaborate and execute on this program
• Work cross-functionally with internal stakeholders and build strong relationships with our GTM team to keep ABM campaigns on-track and on-time, helping to identify coverage gaps and proposing solutions to ensure effective coordination on target accounts
• Analyze program performance, surface insights and provide recommendations for optimizing results, always striving to innovate and test new concepts and creative ideas
• Develop scalable, repeatable processes, tactics and plays and when necessary, enable team on new tools and technologies to help achieve desired results
• Help define ABM budget needs; manage and work within budget

Qualifications

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn’t followed a traditional path, don’t let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

Required:

• 12+ years developing and executing strategic ABM programs (both digital and white glove) that drive business impact, deliver ROI and that are cohesive with and additive to the overall customer experience
• Deep understanding of ABM technologies, tactics, metrics and measurements and how they relate to enterprise buying cycles, sales processes and stakeholders
• History of developing exceptional relationships with sales, ops, marketing peers and other cross-functional teams
• Exceptional communication and presentation skills, both verbal and written, with the ability to establish credibility upwards and cross-functionally to drive collaborative decision making, alignment, expectations and success
• Demonstrated experience working with and organizing across key functions to ensure holistic program assembly and alignment to business objectives and campaigns messaging
• Hands-on experience owning ABM technologies and partners
• Strong campaign and project management skills and ability to use data to guide decision-making and resource allocation
• A champion for fostering a culture of trust through feedback, communication, and transparency
• Experience managing a high-performing team

Desired:

• Previous Sales and/or ABM experience working in solutions sales organizations with complex buying cycles
• Experience working in Salesforce, Mutiny, 6sense, Bombora, Twilio Segment, and more