Account-Based Marketing Manager - US

Account-Based Marketing Manager - US Eastern Timezone

Who We Are

Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting.

The company’s Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions—delivered on Salesforce’s leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility.

Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

Certinia is looking for an Account-Based Marketing Manager to build and scale account-based programs that drive engagement, pipeline, and account progression across our highest-value segments, verticals, personas, and target accounts.

This role owns the full ABM spectrum: 1:many programs that build foundational coverage across ICP accounts, 1:few programs targeting account clusters by vertical or buying committee, and 1:1 programs for strategic named accounts.

You will use account insights, intent signals, and buying-stage data from 6sense to identify which accounts to target, which plays to activate, and when. Integrated campaign execution across digital, email, direct mail, events, and content is the delivery mechanism for these ABM programs, not a separate motion; every channel and asset is deployed in service of moving specific accounts through the funnel.

The right candidate is fluent in ABM strategy and platforms, organized, data-driven, and comfortable partnering closely with Sales, BDRs, and Field teams to turn account intelligence into coordinated action.

What You Will Do In This Role

• Design and manage account-based programs across the full ABM spectrum, 1:many, 1:few, and 1:1, segmented by account tier, vertical, persona, and buying stage.
• Use 6sense to identify in-market accounts, monitor intent signals and buying-stage movement, uncover account clusters, and prioritize which accounts and plays to activate.
• Build scalable 1:many campaigns that establish foundational coverage across ICP-aligned accounts and feed account insights into more targeted 1:few and 1:1 ABM plays for in-market accounts.
• Translate account and intent data into practical ABM plays: which accounts to prioritize, which messages and channels to use, and when to hand off to Sales and BDR teams.
• Support net-new acquisition and existing-customer expansion programs by tailoring ABM plays to account segment, buying stage, and growth opportunity.
• Execute the multi-channel tactics that deliver ABM programs, digital advertising, tailored email sequences, conversational marketing, direct mail, regional events, content, and nurture, aligned to target account clusters and buying committees.
• Liaise closely with Sales, Field, and BDR teams to align on account priorities, share account-level insights and recommended plays, and coordinate follow-up motions.
• Partner with Product Marketing and Content to align messaging, content, and sales plays to priority buying-committee personas, including CFOs, COOs, and VP-level Professional Services leaders.
• Partner with Marketing Operations to build target account lists and audiences, activate campaigns, QA programs, and track account-level performance.
• Monitor, analyze, and report on ABM and campaign performance across account engagement, buying-stage progression, pipeline influence, revenue impact, and ROI.
• Enable Field, Sales, and BDRs with account insights, ABM playbooks, campaign kits, and follow-up guidance so they can act on account-level signals.
• Gather feedback from Sales and Field Marketing to understand local market needs and refine account targeting and ABM program design.
• Own ABM and campaign documentation, including program plans, timelines, stakeholder communications, and performance reporting.

What You Need To Be Successful In This Role

• Bachelor's degree with equivalent combination of education and experience.
• Experience within SaaS, enterprise software, high tech, or a complex B2B business.
• Typically 5+ years in B2B marketing, with hands-on experience in ABM, demand generation, or integrated campaign management.
• Working knowledge of ABM strategy and tactics across 1:many, 1:few, and 1:1 account programs.
• Experience using 6sense or a similar intent/account intelligence platform to interpret buying-stage movement, intent data, and account engagement, and translate it into targeted plays.
• Experience executing integrated marketing campaigns across multiple channels in service of account-based goals.
• Experience with Salesforce, marketing automation platforms such as Pardot, and running webinars through Zoom.
• Strong understanding of persona and vertical marketing, buying committees, buyer journeys, and campaign performance measurement.
• Ability to turn account insights and intent data into practical recommendations and next steps for Sales and BDR teams.
• Superb organization and project management skills, with the ability to manage multiple account programs at once.
• Proven ability to partner effectively with marketing stakeholders and work closely with sales teams on account strategy.
• Strong communication skills and the ability to clearly explain account-based plans, performance, and recommendations to stakeholders.

NICE TO HAVE

• Experience building ABM plays based on 6sense buying stages, intent keywords, predictive fit, account engagement, or target account lists.
• Experience developing account-based programs by vertical, persona, use case, customer segment, or buying committee.
• Familiarity with BDR enablement, sales plays, account follow-up motions, and campaign-to-sales handoff.