JOB SUMMARY: The Senior Manager, Account-Based Marketing will own the strategy and execution of iBase-t’s ABM program across named enterprise accounts in Aerospace & Defense. This role is directly accountable for program-level pipeline generation, partnering closely with Business Development (BD) and Sales to drive high-ACV opportunities within long, complex sales cycles. Key Responsibilities: 1. Demand (Create Pipeline in Named Accounts) · Own and execute ABM strategy across Tier 1 and Tier 2 named accounts · Develop account-specific engagement plans aligned to buying groups and deal stages · Activate multi-channel plays (executive engagement, events, digital, content) tailored to A&D personas · Partner with Product Marketing to align messaging to mission-critical manufacturing challenges (compliance, traceability, digital thread) Success Metric: Influenced and sourced pipeline within target account list. 2. Capture (Accelerate Active Opportunities) · Co-own account plans with BD and Sales, aligning marketing plays to deal progression · Design and deploy deal acceleration programs · Identify gaps in stakeholder coverage and orchestrate targeted engagement to advance opportunities · Support late-stage differentiation using customer proof, analyst validation, and tailored content Success Metric: Increased win rates and reduced sales cycle time on ABM-influenced deals. 3. Expand (Drive Growth in Existing Accounts) · Partner with Customer Success and Sales to identify expansion opportunities within installed base · Build ABM plays for cross-sell and upsell aligned to product adoption and account maturity · Support strategic account penetration (new divisions, programs, geographies) Success Metric: Expansion pipeline and ARR growth within existing accounts. Pipeline Ownership · Own program-level pipeline target for ABM · Track and report: o Pipeline sourced and influenced o Account engagement progression o Contribution to closed-won revenue · Own account targeting, prioritization, and ABM budget allocation using market research and revenue potential modeling, directing Sales and BD on which accounts to pursue, where to focus, and how to engage. · Continuously optimize account selection, coverage, and investment based on pipeline yield Cross-Functional Alignment · Business Development: Co-develop and execute account plans · Sales: Align ABM programs to active deals and territory strategy · Product Marketing: Ensure vertical relevance and differentiation · Marketing Ops: Ensure attribution, measurement, and reporting integrity Required Skills & Experience: · 7–10+ years in B2B marketing, with direct ABM ownership in enterprise environments · Proven ability to drive pipeline in high-ACV, long sales cycle motions · Experience partnering closely with Sales/BD on named account strategy · Strong understanding of buying groups and multi-threaded deal execution · Hands-on experience with: o Salesforce o HubSpot o Demandbase o WordPress · Experience in Aerospace & Defense or complex manufacturing preferred