Sr. Manager, ABM (Team Lead)

ABOUT THE ROLE We are seeking a strategic Senior Manager, ABM (Team Lead) to build and elevate Elastic's account-based marketing practice. As a player-coach, you will be accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization. You will define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles. WHAT YOU'LL DO As a Senior Manager, ABM (Team Lead), you will be responsible for: - Defining Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions - Establishing governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms - Building and maintaining the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible - Being responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment - Leading, mentoring, and developing a team of ABM managers - owning their growth, performance, and everyday execution quality - Serving as Elastic's internal ABM evangelist - educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them - Representing ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap - Leading the ABM team's results: account engagement, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution - Defining the measurement framework and owning how we communicate ABM impact to the business - Working with marketing operations teams to build executive-ready dashboards and optimize based on performance data WHAT YOU'LL NEED To be successful in this role, you will need: - 8+ years in B2B marketing in a fast-paced enterprise software environment - A 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 WHY REMOTE As a distributed company, diversity drives our identity. We strive to have parity of benefits across regions and believe taking care of our people is the right thing to do. We offer a range of benefits, including competitive pay, health coverage for you and your family in many locations, and the ability to craft your calendar to suit your needs. 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 to suit your needs - Company-m