Director, Revenue Marketing

Director, Head of Account-Based Marketing (ABM)

Location: Westminster CO, Lake Oswego OR, Newcastle, UK, 

Reports to: VP, Global Demand Center

Role Overview

The Director of Account-Based Marketing (ABM) is a critical leadership role responsible for developing, executing, and scaling Trimble's ABM strategy. This individual will be instrumental in driving pipeline acceleration and revenue growth within our strategic accounts. This role includes direct ownership of 1:1 ABM for our top 90 strategic accounts and collaborating with the Global Campaigns team to ensure effective, scaled account engagement within demand generation programs. The role demands a blend of strategic thinking, hands-on execution, and strong collaboration with sales and marketing teams across the organization.

Key Responsibilities

1. Strategic 1:1 ABM (Top 90 Strategic Accounts)

• Strategy & Execution: Own the end-to-end ABM strategy for strategic accounts, focusing on 1:1 personalized engagement and relationship building.

• Account Planning: Partner closely with Sales leadership and Account Executives (AEs) to define account-specific objectives, develop detailed account maps, and identify key buying centers and contacts.

• Content Personalization: Direct the development of highly personalized content, campaigns, and experiences tailored to the needs and challenges of specific accounts and personas.

• Resource Management: Effectively leverage and manage internal and external resources (e.g., agencies, content creators, digital marketers) to support account-specific initiatives.

2. Strategic Account Engagement at Scale

• Global Campaign Alignment: Work in close partnership with the Global Campaigns team to ensure all scaled demand generation programs effectively target the relevant segments of our strategic accounts.

• Account Segmentation & Prioritization: Collaborate on defining clear account segments and tiers beyond the top 90 for scalable outreach, leveraging target account lists, firmographic, behavioral, and intent data to inform targeting.

• Program Development: Design and advise on the execution of multi-channel marketing programs—including digital advertising, webinars, content syndication, and email—that resonate with the clustered needs and challenges of these strategic segments.

• Technology & Tools: Champion the effective use of our ABM technology stack (e.g., intent data platforms, personalization tools, CRM, marketing automation) to execute and measure scaled campaigns against specific account lists.

• Metrics & Optimization: Establish clear metrics for scaled account engagement programs and lead continuous optimization efforts in partnership with the Campaigns team to maximize MQL and pipeline contribution from these accounts.

3. Sales Alignment & Enablement

• Close Partnership: Foster a deep, collaborative partnership with the Global Sales organization, acting as a force multiplier for their efforts within target accounts.

• Sales Enablement: Provide Sales with the necessary tools, insights, and content to execute their side of the ABM strategy, including personalized sales plays and account intelligence.

• Feedback Loop: Establish a consistent feedback loop between Marketing and Sales to continually refine account prioritization, messaging, and overall strategy.

4. Measurement & Reporting

• KPI Ownership: Define, track, and report on key ABM metrics, including account engagement, pipeline generation/acceleration, influence, and ROI.

• Performance Review: Conduct regular reviews with Sales and Marketing leadership to communicate ABM performance, insights, and proposed optimizations.

• Budget Management: Manage the ABM budget efficiently, ensuring alignment with strategic goals and maximizing investment impact.

Required Qualifications

• Bachelor’s degree in Marketing, Business, or a related field.

• 10+ years of progressive account based marketing or account management experience, with at least 7 years focused specifically on developing and executing ABM strategies.

• Demonstrated experience in leading a successful 1:1 ABM program targeting high-value, complex, enterprise accounts.

• Proven expertise in collaborating with enterprise sal