Account Based Marketing Manager

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has historically left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren’t just selling radios; we are building the digital foundation for the 80% of the global workforce that doesn't work at a desk. About Relay It is an incredibly exciting time to be joining Relay, given we've recently ranked #175 on the Deloitte Technology Fast 500 and #920 on the Inc. 5000. Role Overview We are looking for a strategic, results-driven Account Based Marketing (ABM) Manager to lead and scale our ABM program. As a founding member of this function, you will own our ABM strategy and execution end-to-end within your target account list — from campaign design to execution and performance measurement. You will partner 1:1 with Account-Based Sellers to drive velocity on existing deal cycles and expand our footprint within key industrial and commercial segments (e.g., Manufacturing, Gaming/Hospitality). The right candidate is deeply curious, hands‑on, analytical, and adept at balancing strategic vision with executional detail. You aren’t here to turn the crank on an existing machine; you are here to build the engine, design the motion, and set the standard for how we win. What You’ll Do Program Building: Create the playbook for our Tier 1 (1:1) and Tier 2 (1:few) motions. Build templates, processes, and best practices that allow us to scale high-touch marketing without losing personalization. Coordinate closely with Growth Marketing for Tier 3 (1:many) accounts. Strategic Sales Alignment & Deal Support: Act as a strategic partner in complex deal cycles, beyond just generating leads. Embed with Sales: Actively participate in weekly pipeline reviews and territory planning meetings to deeply understand sellers’ day‑to‑day activities. Execute Deal‑Specific Plays: Deliver high‑impact sales assets, collaborate with Marketing Content to tailor narratives and create bespoke Champion Decks, and build regional or logo‑specific plays. Elite Cross‑Functional Orchestration: Navigate internally across Sales, Customer Success, Product, Marketing, and RevOps. Connect the dots across teams and surface friction in the customer journey. Ensure marketing is synced with live deal cycles. Segment Intelligence & Feedback Loop: Serve as Marketing’s eyes and ears, synthesize deep segment knowledge with Product and Product Marketing, and cycle insights back to Content and Growth Marketing. The Flywheel Motion: Operationalize our Headpin strategy, collaborate with Sales and Customer Success to identify happy customer champions, and drive referral‑driven campaigns to expand dominance. Data‑Driven Optimization: Monitor and analyze ABM campaign effectiveness, providing actionable insights for optimization and owning targets against engagement lift, pipeline influence, and deal velocity. Operational Rigor: Partner with RevOps to illuminate the dark funnel, ensuring offline touchpoints like dinners, box suites, learning sessions, and summits are tracked, attributed, and recognized as pipeline influence. What You’ll Have 3-5 years of experience in ABM, field marketing, or sales acceleration. History of partnering with sales to create pipeline and accelerate complex B2B deals. Strong understanding of ABM platforms (e.g., AdRoll, Demandbase) and CRM systems (HubSpot). Ability to leverage ABM platform intent data to prioritize accounts showing early buying signals. Experience collaborating with RevOps to create pipeline views in HubSpot. Entrepreneurial self‑starter comfortable with ambiguity; thrive in fast‑paced environments and build programs. Proactive mindset: design marketing plays without waiting for sales to ask. Exceptional communication and presentation skills; challenge status quo and articulate complex strategies. Bachelor’s Degree or equivalent experience in a related field. Approx. 25% travel within NAM and LATAM. Why Join Relay? Make a tangible impact: our platform enhances frontline workers’ responsiveness and efficiency, handling over 2.5 billion messages. Be part of a winning team: recognized by Inc. 5000, Deloitte 500, and NC Tech. Thrive in a world‑class environment: Raleigh campus with fitness center, sports courts, cafeteria, and modern workspaces. Embrace a vibrant culture: over 250 team members, empowerment, and engagement. Invest in your future: comprehensive benefits prioritizing work/life integration and professional development. Benefits & perks include: 100% paid insurance (health, dental, vision, disability, life); generous paid time off; 401(K) savings plan with matching; paid parental leave; wellness perks; free snacks; latest tech and accessories. #J-18808-Ljbffr