Account-Based Marketing Director

Description

The Director of Account-Based Marketing (ABM) at CTERA is responsible for building and leading a scalable ABM strategy to drive pipeline, revenue, and expansion across our highest-value enterprise accounts. This role requires close collaboration with Sales, SDR, Revenue Operations, and Marketing leadership to target and engage organizations facing challenges with legacy NAS infrastructure, distributed file storage, and agentic workloads. You will own the end-to-end ABM strategy across 1:1, 1:few, and 1:many motions, directly contributing to the growth of the CTERA Intelligent Data Platform adoption.

Requirements

• 8–12+ years of experience in B2B marketing, with significant experience in ABM, demand generation, or field marketing, preferably within enterprise storage, cloud infrastructure, or data management.
• Demonstrated success building and scaling ABM programs that measurably influence pipeline and revenue in an enterprise B2B technology environment.
• Experience leading cross-functional initiatives and influencing senior stakeholders across Sales and Marketing.
• Proficiency with CRM (Salesforce), marketing automation (Pardot preferred), and ABM platforms (e.g., Demandbase, 6sense, Intentsify).
• Strong analytical skills, with the ability to translate performance data into actionable insights and executive-level reports.
• Excellent written, verbal, and presentation skills.
• Bachelor’s degree in Marketing, Business, or a related field.

Responsibilities

• Develop and own the ABM strategy aligned to CTERA’s revenue goals, focusing on enterprise accounts with significant data infrastructure and distributed file storage needs.
• Partner with Sales, SDR, and Revenue Operations leaders to define and prioritize target account lists and ICP initiatives.
• Create distinct programs for the new logo that are integrated, account-centric campaigns that address specific customer pain points, utilizing channels like email, paid media, virtual events, direct mail, and content syndication.
• Work with Customer Marketing to drive customer expansion (driving new use cases and cross-selling within existing accounts).
• Work closely with Product Marketing to tailor messaging, value propositions, and content from CTERA's platform to specific IT infrastructure personas, buying groups, and industry segments.
• Define, track, and report on key success metrics for ABM performance, including target account penetration, engagement, opportunity creation, pipeline contribution, win rate, and deal velocity.
• Build and maintain dashboards that connect marketing activities directly to account progression and revenue outcomes.
• Evaluate and optimize the ABM technology stack (e.g., 6sense, Demandbase, Terminus) in partnership with Marketing and Revenue Operations to ensure efficient workflow and deep account intelligence.
• Manage the ABM budget to maximize ROI across strategic accounts, regions, and campaign types.
• Manage external partners to ensure flawless execution of the strategy.