Director, Account Based Marketing

The Director, Account Based Marketing (ABM) is an individual who will support a growing practice and guide the organization to capitalize on the opportunity within our named accounts. This person will utilize their extensive ABM experience in mid-market and enterprise segments to guide the creation, execution, and measurement of a company-wide, global strategy that results in pipeline and bookings for new logos and customer expansion. In this role, they will drive ABM thought leadership across the business and partner with sales, partners, customer success, and other teams to continuously innovate on how we expand and improve our account-based motions. 
 
What You'll Do

 
Guide the marketing, sales, and customer success teams to evolve and develop a quarterly and annual global ABM strategy that is implemented and scaled across regions.
 
Bring a strategic approach to understanding the business and aligning target account programs with company strategy and goals, go-to-market plans, product mix, sales process, and more.
 
Establish a data-driven performance framework to ensure that you are driving success metrics.
 
Act as the lead architect in 6Sense, our ABM platform, and ensure all campaigns run smoothly for our target accounts. 
 
Create a short and long-term vision for the account-based marketing function providing clear direction on focus areas and a path to achieve goals. Provide scalable recommendations and plans for the growth of the ABM strategy team.
 
Lead, grow, and support relationships with ABM tech partners, evaluate and recommend needed technologies and work with the Marketing Operations team to properly integrate and fully leverage all solutions.
 
Build the strategy to properly utilize and extend Workiva’s understanding and ability to target our Ideal Customer Profile using resources available to you such as intent, market research, and others. 
 
Partner with the campaign management and sales teams to execute programs that support target account plans across personas and industries.
 
Partner with the Activation Team to coordinate, scope, and identify resources needed to execute account-based programs that drive awareness, generate conversions, and create pipeline. Ensure proper ROI is delivered. 
 
Work closely with SDRs, broader sales organization, and Marketing Operations team to ensure proper alignment on lead scoring, lead follow-up, opportunity progression, and identify and address gaps. 
 
Partner with leadership to facilitate ABM planning, guide cross-functional collaboration, and build an overall marketing strategy. 
 
Regularly share progress and seek input on plans with key stakeholders such as sales, product marketing, marketing operations, revenue marketing, partner marketing, and others.


What You'll Need

Education

 
Bachelor’s degree or combination of education and experience in a related field. A related field is marketing, advertising, or communications 


Experience

 
10+ years in B2B marketing, SaaS experience preferred.
 
5+ years in Account-Based Marketing
 
Extensive experience in creating and executing targeted account campaigns, with a demonstrated track record of meeting or exceeding pipeline and bookings goals. 


Skills 

 
Proven track record of developing a marketing strategy, managing systems and processes, overseeing budgets, and guiding cross-functional teams.
 
Demonstrable success launching and managing goal-achieving marketing campaigns using channels such as SEM/SEO, social, 3rd party advertising, field events, webinars, email, social and more.  
 
Highly strategic, consultative player who can plan (think) and execute (do).
 
Ability to think outside of the box and innovate on the art of marketing to achieve results.
 
Strong project management skills and ability to use data to guide decision-making and resource allocation.
 
Proactive with the ability to navigate a fast-paced environment while still providing attention to detail and remaining conscientious under pressure.
 
Ability to articulate and present plans to leadership, sales, and large groups at Workiva.
 
Expertise in understanding and interpreting data, and ability to make recommendations and informed decisions from that data.
 
Comfortable managing multiple assignments with competing priorities and tight deadlines.
 
Experience working with global teams in a hyper-growth B2B technology company preferred
 
Experience with account-based marketing platforms is required. 6Sense experience, highly preferred. 
 
Experience with Marketo and Salesforce, highly preferred.


Travel

 
Up to 25%


Working Conditions & Physical Requirements

 
Reliable internet access for any period of time working remotely, not in a Workiva office.
 
#LI-REMOTE

 
How You’ll Be Rewarded:

 
Salary range in the US: 

$147,000.00 - $250,000.00

 
A discretionary bonus typically paid annually
 
Restricted Stock Units granted at time of hire
 
401(k) match and comprehensive employee benefits package


The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.


Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

 
Customer Success:  Always delight our customers.
 
Trust: Rely on each other. 
 
Integrity: Do the right thing, every time. 
 
Collaboration: Share resources and work together. 
 
Innovation: Keep creating solutions and finding better ways. 
 
Inclusion: Support a diverse community where we all belong. 
 
Accountability: Be responsible for your success and failure.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy: 

 
Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
 
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
 
Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
 
Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.  

Learn more about life at Workiva: https://www.linkedin.com/company/workiva/
Learn more about benefits: https://www.workiva.com/careers/benefits  
Workiva is an Equal Employment Opportunity and Affirmative Action Employer.  We believe that great minds think differently.  We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.  
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
#LI-HS2