Scrut Automation
Website:
scrut.io
Job details:
Title: Senior Manager, Integrated Marketing (ABM)
Location: Remote, India
Hours: Later shift, with daily overlap with U.S. hours
Reports to: Head of Demand Generation
Type: Full-time, individual contributor role (no direct reports)
About The Role
We're looking for someone to lead our account-based marketing program. In this role, you will work closely with sales to define which accounts we pursue, who we need to reach within those accounts, what message resonates with each of them, and how we sequence our outreach.
This role focuses on strategy and orchestration rather than hands-on execution. Our performance marketing team builds and runs the ads, and you'll guide their targeting and rationale. Product marketing writes the content, and you'll brief them on what's needed and by when. You'll help ensure the quality and coherence of both the ads and content that go into the program.
This is a role centred on outcomes. Success will be measured primarily by the SQLs and pipeline the program generates.
What You Will Own
- Account strategy. Collaborate on which accounts we target, how we tier them, and when an account moves from cold to active.
- Buying committee mapping. Identifying the roles inside each account that matter, usually engineering leaders, security owners, and founders, and building a different reach plan for each of them.
- Campaign strategy. Designing and approving every campaign in the program, including channel sequencing, offers, and timing.
- Daily coordination with our SDR/Sales team so every engaged account and every lead gets followed up quickly.
- Briefing performance marketing on targeting, and briefing product marketing on the messaging and content the campaigns need.
- Weekly reporting on account engagement, SQLs, and pipeline.
- Other targeted campaigns we decide to run that are not strictly account-based.
How Success Will Be Measured
- Primary: number of SQLs produced by the program, and total pipeline generated.
- Secondary: engagement across target accounts, and how fast engaged accounts get worked.
Your first 90 days
- First 30 days: learn the ICP and the current account list, sit in on sales calls, and review what has worked and what has not.
- By 45-60 days: deliver a revised account tiering model, a buying committee map, and your first campaign brief.
- By 90 days: the program is live end to end with weekly reporting and we will execute the first review of results.
What We're Looking For
- 3 to 7 years in B2B marketing, with at least 2 of those running account-based or targeted campaigns into named accounts.
- Experience marketing a B2B SaaS product.
- You understand the difference between an account, a segment inside an account, and a buying committee, and you can explain how you would reach each one differently.
- You can write a campaign brief that someone else can execute against without coming back to you five times.
- You're comfortable being measured on pipeline.
- You've worked with sales and SDR teams daily, not once a quarter.
- Working knowledge of HubSpot or a similar CRM, LinkedIn Campaign Manager, and account intent or engagement tools.
- You can work a later shift that overlaps with U.S. hours.
Nice to have
- Experience marketing to technical buyers such as engineering, security, or IT leaders.
- Background in security, compliance, or developer tools.
- Hands-on with Factors.ai, 6sense, Demandbase, Clay, or similar.
- Experience with mid-market deal sizes and multi-threaded buying groups.
A few notes on scope
- It's not a people management role. You won't have direct reports.
- It's not a media buying role. You won't be inside ad platforms building and optimizing campaigns. You are the customer of that individual.
- It's not a writing role, although you'll brief and review a lot of content.
About Us
Scrut Automation is an information security and compliance monitoring platform, aimed at helping small and medium cloud-native enterprises develop and maintain a robust security posture, and comply with various infosec standards such as SOC 2, ISO 27001, GDPR, and the like with ease. With the help of the Scrut platform, customers reduce their manual effort for security and compliance tasks by 70%, and build real-time visibility of their security posture.
Founded by IIT/ISB/McKinsey alumni, the founding team has over 15 years of combined Infosec experience. Scrut is built out of India for the world, with customers across India, APAC, North America, Europe and the Middle East. Scrut is backed by Lightspeed Ventures, MassMutual Ventures and Endiya Partners, along with prominent angels from the global SaaS community.
Why should this job excite you?
- Opportunity to make an early impact on one of the most promising, high-growth SaaS startups in India
- Flat hierarchy, performance-driven culture
- Rapid growth and learning opportunities
- Comprehensive medical insurance coverage
- A high-performing action-oriented team
- Competitive package, benefits and employee-friendly work culture
Note: Due to a high volume of applications, only the shortlisted candidates will be contacted by the HR team. We appreciate your interest and effort.
Click on Apply to know more.
