About the company
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI.
Responsibilities
- 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.
- Be responsible for the ABM tech stack (Demandbase, 6sense, Userled, etc.).
- Lead, mentor, and develop a team of ABM managers.
- Serve as Elastic's internal ABM evangelist.
- Represent ABM at the leadership level.
- Lead the ABM team's results: account engagement, pipeline influence, buying group expansion, deal velocity, and revenue contribution.
- Define the measurement framework and communicate ABM impact.
Requirements
- 8+ years in B2B marketing in enterprise software environment.
- Track record building ABM frameworks, playbooks, or centers of excellence.
- Strong people leadership skills.
- Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and martech stack.
- Excellent executive communication.
- Experience marketing enterprise technology (cloud, security, AI/ML, observability, or search).
- Bonus: ABM certification (e.g. ITSMA).
Conditions
- Compensation is base salary only; no variable compensation.
- Typical starting salary range: $106,900 – $169,100 USD (higher in select locations).
- Eligible for stock program, 401k match, health coverage, flexible locations and schedules, generous vacation, donation match, volunteer time, parental leave.