Sr. Manager, ABM (Team Lead)

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale , unleashing the potential of businesses and people.

We're looking for a strategic ABM leader to build and elevate Elastic's account-based marketing practice. This is a player-coach role - you're accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization.

Responsibilities

Center of Excellence & Governance

• Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions
• Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms
• Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible
• Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment

Leadership & Coaching

• Lead, mentor, and develop a team of ABM managers , owning their growth, performance, and everyday execution quality
• Serve as Elastic's internal ABM evangelist , educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them
• Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap

Metrics & Accountability

• Lead the ABM team's results: account engagement, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution.
• Define the measurement framework and own how we communicate ABM impact to the business.
• Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data.

Requirements

• 8+ years in B2B marketing in a fast-paced enterprise software environment
• Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization
• Strong people leadership skills , you encourage, develop, and hold accountable a distributed team
• Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack
• Excellent executive communication , you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders
• Experience marketing sophisticated enterprise technology , cloud, security, AI/ML, observability, or search , to technical and business buyers

Benefits

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave