ABM Demand Generation, Senior Manager

Job Description

Arc XP is the content platform and operating system built to power growth for ambitious media companies. Developed by The Washington Post, Arc XP is used by leading media organizations worldwide, including The Irish Times, Libération, L'Express, Madsack, Graham Media Group, and Sky News. ArcXP's platform helps media companies innovate rapidly, own audience relationships, and grow independent revenue. Arc XP supports more than 2,500 sites globally and delivers billions of pageviews each month.

The Senior Manager of Demand Generation role is critical to scaling our revenue engine. You'll build and scale 1:1, 1:few, and 1:many ABM programs in close partnership with AEs, SDRs, Product Marketing, and RevOps to influence buying committees and progress strategic accounts.


You are motivated by owning outcomes, not activities, and by driving measurable pipeline impact through ABM. This role will report directly to the VP of Marketing. The ideal candidate has deep ABM and enterprise campaign experience, thrives in complex GTM environments, and knows how to turn insights into multi-threaded engagement across channels.


What Motivates You:

• You are a strategic and experienced Account-Based Marketer that has led and scaled global ABM efforts. You want to own the end-to-end ABM strategy, driving a measurable impact on pipeline

• You use engagement, intent, and pipeline data to prioritize accounts, refine sequencing, and guide next-best actions to enterprise accounts.

• You are motivated by close partnership with sales leadership and measurable pipeline impact.

Key Responsibilities:


ABM Strategy & Orchestrated Campaigns:

• Partner with sales leadership to align on account prioritization, sales enablement, and joint campaign execution

• Build and scale a repeatable ABM program roadmap aligned with pipeline goals, sales priorities, and market opportunities.

• Develop and execute inbound and outbound ABM programs aligned to ICPs, target account lists, and buying groups.

• Design multi-step, multi-channel plays that drive engagement across entire buying committees and the customer lifecycle.

• Build integrated, multi-channel ABM campaigns aligned to account strategy and buying stage.

• Use account intelligence including market signals and intent data to tailor messaging, sequences, and assets for priority accounts.

• Create campaign briefs, timelines, and action plans in collaboration with Content, PMM, and Ops.

• Develop actionable buyer insights across target accounts, including buying groups, priorities, and decision dynamics.

• Build, mentor, and scale an ABM team over time, including hiring and performance management as the program grows.

Sales, SDR & GTM Collaboration:

• Work side-by-side with Sales and SDR leadership to ensure alignment on targets, messaging, follow-up tactics, and success metrics.

• Launch coordinated outbound + inbound plays tied to account signals, product launches, and field events.

• Partner with Field Marketing to support regional events and account-based activations.

• Ensure SDRs have stage-appropriate talking points, outreach sequences, and triggers for timely follow-up.

• Partner with Product Marketing to adapt core narratives into account-specific value propositions and plays.

Measurement, Insights & Optimization

• Track account engagement, pipeline influence, and conversion metrics using HubSpot, Salesforce, GA4, and other tools.

• Analyze performance across tiers and channels to guide optimization and prioritization.

• Own reporting for assigned programs, highlighting full-funnel performance, account progression, and ROI.

• Manage ABM budgets at the offering level with a focus on efficiency metrics like CAC, MQLs, SQOs and pipeline generation

• Continuously refine targeting, sequencing, and content based on behavioral and intent data.

Core Skill Areas:


Required Qualifications:

• 6-8+ years of SaaS marketing experience, with at least 3 years in ABM roles

• Proven experience building and scaling enterprise ABM programs with measurable pipeline impact.

• Strong proficiency with ABM tech stacks

• Experience influencing long-cycle, six-figure enterprise deals with multi-stakeholder buying groups.

• Adept at managing cross-functional initiatives and aligning multiple stakeholders around shared goals

• Able to translate strategy into execution and deliver results in a fast-moving environment.

• Thrives in a fast-paced, results-oriented environment and can manage multiple complex projects simultaneously.

• Strong understanding of buying groups, sales cycles, and how to influence accounts at different stages.

• Strong proficiency with ABM and revenue technology stacks.

• Strong analytical skills with the ability to translate account and funnel data into executive-ready insights.

• Experience partnering deeply with SDR and Sales teams to execute coordinated account motions.

• Excellent project management, prioritization, and cross-functional communication skills.

• Comfortable testing, iterating, and scaling ABM programs based on performance data.

• Experience supporting global enterprise ABM programs preferred

• Experience marketing to technical and business stakeholders within media, publishing, or digital experience ecosystems is a strong plus.

Compensation and Benefits

Wherever you are in your life or career, The Washington Post offers comprehensive and inclusive benefits for every step of your journey:

• Competitive medical, dental and vision coverage
• Company-paid pension and 401(k) match
• Three weeks of vacation and up to three weeks of paid sick leave
• Nine paid holidays and two personal days
• 20 weeks paid parental leave for any new parent
• Robust mental health resources
• Backup care and caregiver concierge services
• Gender affirming services
• Pet insurance
• Free Post digital subscription
• Leadership and career development program

Benefits may vary based on the job, full-time or part-time schedule, location, and collectively bargained status

The salary range for this position is:
$121,400 - $202,400 Annual

The actual salary within this range will depend on individual skills, experience, and qualifications as they relate to specific job requirements. This position may be eligible for a bonus or incentive program, and a member of the Talent Acquisition team will discuss bonus payment terms and conditions during the interview process.

The Post strives to provide its readers with high-quality, trustworthy news and information while constantly innovating. That mission is best served by a diverse, multi-generational workforce with varied life experiences and perspectives. All cultures and backgrounds are welcomed.