Account-Based Marketing Manager

Neara is a high-growth, venture-backed Series B, tech company headquartered in Sydney, Australia. We work with 75% of the utilities in Australia and New Zealand and are growing rapidly across the US and Europe. Our mission is to revolutionise the utilities industry by helping them future-proof their infrastructure and navigate the challenges of the clean energy transition. Our 3D digital network model enables utilities to simulate various scenarios and make informed decisions to protect their assets and communities.

We’re seeking an Account-Based Marketing Manager to help us further develop and execute our ABM strategy. The ABM Manager will own a full-stack process across all funnel stages, from acquisition to acceleration and expansion. We’re starting with a carefully curated target list. We need your help segmenting and prioritizing that list, building out the audience and profiling the buying committees, creating tailored campaign materials, and executing, iterating, and reporting on our success.

You’ll partner closely with Sales and other teams in creating high-impact campaigns to achieve revenue and pipeline goals for target accounts. In a nutshell, you’ll own everything from deeply researching target accounts, building materials to support campaigns, crafting the campaign strategy, executing the campaigns, and reporting to the marketing team and the rest of the organization.

You will know just as much about each of these target accounts, if not more, than your Sales counterparts. You’re the internal SME on specific utilities, specific personas within those utilities, and their buying process. 

This high-impact, high-visibility role is a major cornerstone of our go-to-market operations and has the potential to have an outsized impact on the company’s intermediate-term success. Successful candidates will see significant career advancement opportunities. 

Some of the things you will contribute to:

• Conduct deep, detailed research to ensure we understand our target accounts inside out. You will not only need to develop substantial customer empathy and intimately understand our prospects’ businesses and what helps and hurts their success, but you will need to extend this to empathy for individual customers on our ABM target list. Some questions you’ll need to answer fluently include, What is an individual utility’s biggest priority this year? What happens if they don’t achieve that? What do they need to do to get their rate case approved, and how can we help? Where are they asking to spend more money this year than last year? Which of their teams are in the hot seat? 

• Conduct deep, detailed research to ensure we understand specific buyer personas inside-out. Across individual roles on the buying committee, answer questions like these: How do we help make them heroes in their roles or avoid finger-pointing and career stalls? What motivates them as individuals? What political dynamics might exist in the organization? What do we need to do to make each of them comfortable in that context?

• Develop a teflon understanding of our utility prospects’ buying and evaluation process and become the internal SME on the buying committee composition

• Own the development of impactful, targeted campaign materials with support from internal and external resources

• Strategize ABM campaign approach in collaboration with marketing, sales, and other internal and external resources, to design, orchestrate and execute ABM campaigns

• Participate in the evaluation of new ABM technologies and data sources

• Guide efforts to create standardized ABM reporting, presenting performance to the marketing team as well as stakeholders throughout the company

• Oversee our ABM strategy, approach, and calendar, and communicate to the marketing team and larger organization

Some attributes we highly regard:

• Experience in B2B marketing and experience executing multi-channel campaigns as part of a dedicated account-based marketing strategy. 

• You’ve spent much of your career marketing highly complex, technical products with a long sales cycle and > six-figure ACV to large, diverse buying committees. 

• You’re highly competent in and opinionated about ABM strategy, tactics, and multi-channel roadmaps 

• You’re not afraid of rolling your sleeves up and doing some major digging to find the perfect insights we can use to effectively personalize campaigns that resonate deeply with our targets, and you understand how effective tailoring can make a world of difference in the success of your campaigns

• You have deep empathy for enterprise sales and the key challenges of navigating large, complex buying committees; direct enterprise sales experience is