Account-Based Marketing Specialist (REMOTE OK)

The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse. Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud. With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput. Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, Spain, India, and Argentina. Arkose Labs protects enterprises from cybercrime and abuse.

Position Overview
The ABM Specialist/Manager will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our Ideal Customer Profile (ICP). This role requires a strategic thinker who can align marketing and sales efforts to penetrate and expand target accounts through personalized, multi-touch campaigns.

Key Responsibilities

ABM Strategy Development

• Design and implement comprehensive ABM strategy aligned with company revenue goals and ICP criteria
• Define target account selection criteria and segmentation framework
• Develop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tier
• Create ABM playbooks and best practices documentation

Campaign Planning & Execution

• In coordination with digital marketing, field marketing, and brand marketing functions, build and execute personalized, multi-channel campaigns for target accounts including email, direct mail, paid advertising, events, and content syndication
• Develop account-specific value propositions and messaging frameworks
• Coordinate intent data monitoring and trigger-based outreach programs
• Design and manage account-based advertising campaigns across LinkedIn, display networks, and other platforms

Sales & Marketing Alignment

• Partner closely with sales leadership and account executives to prioritize target accounts
• Establish clear processes for account handoffs, lead routing, and opportunity tracking
• Facilitate regular account planning sessions between marketing and sales teams
• Create shared account intelligence repositories and communication protocols
• Develop sales enablement materials specific to ABM initiatives

Cross-Functional Collaboration

• Work with demand generation, content marketing, and field marketing teams to create cohesive account experiences
• Collaborate with sales development reps (SDRs) on account research and outreach sequences
• Partner with customer success on expansion ABM strategies for existing accounts
• Coordinate with product marketing on account-specific use cases and ROI stories

Performance Measurement & Optimization

• Implement ABM-specific metrics and reporting dashboards (account engagement scores, pipeline velocity, win rates)
• Track campaign performance at the account level and optimize based on insights
• Conduct regular program reviews and present results to leadership
• Monitor account progression through buying stages and identify acceleration opportunities
• Calculate and report on ABM ROI and contribution to revenue targets

Qualifications
Required

• 6+ years of experience in B2B marketing with at least 3 years focused on account-based marketing
• Demonstrated success driving pipeline and revenue through ABM programs
• Strong understanding of B2B buying cycles and complex sale processes
• Experience with ABM platforms (6sense, Demandbase, Terminus, RollWorks, etc.)
• Proficiency with CRM systems (Salesforce preferred) and marketing automation platforms
• Excellent analytical skills with ability to translate data into actionable insights
• Strong communication and presentation skills for executive-level audiences
• Proven ability to build