ABM Demand Generation, Senior Manager

Arc XP is a cloud‑based digital experience platform that powers growth for media companies. The Senior Manager, Demand Generation role is critical to scaling our revenue engine. This role reports directly to the VP of Marketing. 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. 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. 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 Salary range: $121,400 – $202,400 annually (dependent on individual skills, experience, and qualifications). The position may be eligible for a bonus or incentive program. Benefits: 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. Comprehensive inclusive benefits for all employees. Arc XP is a division of The Washington Post, providing a cloud‑based digital experience platform to enterprise companies, retail brands and media and entertainment organizations. #J-18808-Ljbffr The Washington Post