Sacumen
Website:
sacumen.com
Job details:
Location: Bangalore (WFO)
Experience: 4–6 Years
Full-Time
Reports To: Marketing Manager
Department: Marketing
ROLE OVERVIEW
We are looking for an ABM-focused marketer to drive targeted growth for an AI-powered Connector Lifecycle Management platform serving the cybersecurity industry. You will identify high-value accounts, develop personalized engagement strategies, and execute multi-channel campaigns to drive pipeline — while aligning with product messaging and GTM efforts. You will work on a next-generation AI-driven platform solving real-world cybersecurity challenges, with direct opportunity to impact revenue through strategic account engagement. This is a pipeline-accountable role measured on revenue impact, not impressions.
KEY RESPONSIBILITIES
Account-Based Marketing (Core Focus — 70%)
ABM Strategy & Account Intelligence:
• Define and execute ABM strategy for target accounts (ICP-based)
• Segment and prioritize high-value accounts using firmographic, technographic, behavioral, and intent data
• Build and maintain account tiering: Tier 1 (1:1), Tier 2 (1:few), Tier 3 (programmatic)
• Refine ICP quarterly using closed-won/lost data, sales feedback, and market shifts
• Map multi-stakeholder buying committees (CTO, VP Engineering, SVP Product etc.) per target account
• Track account penetration — engaged contacts, roles reached, content consumed per persona
Campaign Design & Execution:
• Design and run personalized, multi-channel ABM campaigns across:
◦ LinkedIn Ads (Sponsored Content, Conversation Ads, InMail)
◦ Email outreach sequences and nurture flows
◦ Custom landing pages and personalized website experiences
◦ Webinars, virtual events, and executive roundtables
◦ Account-specific content (case studies, whitepapers, ROI analyses, decks)
◦ Retargeting campaigns (LinkedIn, Google Display)
◦ SDR/sales outreach sequences (in collaboration with sales)
◦ Intent-based campaigns using ABM platforms (6sense, Demandbase, or Terminus)
Sales Alignment & Measurement:
• Collaborate with sales to drive account engagement, meetings, and pipeline generation
• Build account engagement scoring models combining marketing + sales + content signals
• Own multi-touch attribution; report on engagement rate, pipeline velocity, deal size, MQL→SQL→Opp by tier
• Run A/B tests on messaging, ad creative, email sequences, and landing pages
Product Marketing (Supporting Role — 30%)
• Align campaign messaging with product positioning and category narrative
• Customize value propositions for different accounts, personas, and buying stages
• Support development of sales decks, campaign messaging, and account-specific content
• Contribute to competitive battlecards, comparison guides, and objection-handling frameworks
• Build proof-based assets grounded in verified customer outcomes
CORE SKILLS & COMPETENCIES
ABM Strategy & Execution
• Customer Segmentation: Firmographics, technographics, intent signals (Bombora, G2, first-party web), behavioral data. Dynamic models that evolve with data.
• Account Tiering: Tier 1/2/3 frameworks with differentiated investment, content, and outreach. Re-rank quarterly on engagement + intent.
• Intent Signal Activation: Layer and act on intent data to trigger account-specific plays. Translate signals into executable campaigns.
• Buying Committee Mapping: Map 3–5 stakeholders per account with role-specific content journeys (evaluator, buyer, champion, blocker).
• Personalized Campaigns: 1:1 for Tier 1, 1:few for Tier 2, programmatic for Tier 3. Full lifecycle ownership from targeting to conversion.
• Engagement Scoring & Attribution: Composite account health scores. Multi-touch attribution across engagement rate, pipeline velocity, deal size, conversion by tier.
• ICP Refinement: Continuously refine using closed-won/lost data, sales feedback, and market shifts. Living model, not one-time exercise.
Product Marketing
• Positioning & Messaging: Differentiated messaging for technical buyers. Translate platform capabilities into CTO/VP Eng/CISO outcome language.
• Competitive Intelligence: Battlecards, comparison guides, win/loss frameworks. Turn competitor moves into positioning adjustments.
• Sales Enablement: Objection-handling guides, ROI calculators, persona decks, competitive one-pagers that sales actually uses.
• Content Strategy: By funnel stage: 40% bottom (case studies, TCO), 30% mid (comparisons, webinars), 20% top (thought leadership).
AI-Powered GTM & Tools
• AI (Primary): Claude (Anthropic) — daily use for GTM strategy, competitive analysis, content drafting, campaign planning, account research.
• AI (Supporting): Perplexity, ChatGPT — market research, data synthesis, idea validation.
• ABM Platforms: Demandbase, 6sense, or Terminus — account identification, intent scoring, campaign orchestration.
• Intent Data: Bombora, G2 Buyer Intent — account-level signals feeding ABM tiers.
• Automation & CRM: HubSpot or Marketo (lead scoring, nurture) | HubSpot CRM or Salesforce (pipeline, attribution).
• LinkedIn: Campaign Manager + Sales Navigator — ABM ads, persona targeting, account lists, InMail.
• Sales Intelligence: Gong or Chorus — call intelligence, objection mapping, win/loss analysis.
• Workflow & Analytics: Zapier/Make (automation, routing) | GA4/Looker Studio (dashboards) | SEMrush/Ahrefs (SEO) | Canva (creative).
REQUIREMENTS
Must-Have
• 4–6 years in B2B SaaS marketing with strong ABM focus and proven pipeline generation
• Hands-on with ABM platforms (Demandbase, 6sense, Terminus) and intent data activation
• Strong LinkedIn campaign experience (Sponsored Content, Conversation Ads, InMail) + outbound strategies
• CRM and marketing automation proficiency (HubSpot, Salesforce, Marketo)
• AI-native operator — uses Claude or similar AI tools daily for GTM strategy, research, content, and campaign planning
• Customer segmentation expertise — firmographic, technographic, intent-based, behavioral
• Strong analytical skills — attribution models, engagement scoring, ROI calculations, A/B testing
• Experience marketing to technical buyers (CTO, VP Eng, CISO) in enterprise B2B sales cycles
• Cross-functional collaboration with sales, product, and leadership teams
Good to Have
• Cybersecurity, infrastructure, or developer-tools SaaS experience
• Product marketing exposure: positioning, messaging, competitive battlecards, sales enablement
• End-to-end automation workflows (lead scoring → routing → nurture → handoff) via Zapier, Make, or HubSpot
• Familiarity with ABM evolution: ABX, signal-based selling, buying group targeting
• Experience in lean, AI-augmented marketing teams
If you wish to work in an exciting and innovative cybersecurity environment, send your resume to suresh.reddy@sacumen.com
Click on Apply to know more.