[Hiring] ABM & Demand Strategist Director @Pebl

Role Description

We're looking for a Lead ABM & Demand Strategist to architect and run Pebl's account-based go-to-market engine. This is not a coordinator role. This is a builder role.

• You will own the strategy that connects market intelligence, intent data, and multi-channel execution into a repeatable system for pipeline creation across our target verticals.
• You'll work directly with the Head of Demand Generation, partner with Sales and RevOps, and be accountable to pipeline outcomes, not MQLs.
• If you've built a 3-tier ABM program from scratch, operated inside a complex B2B sales motion, and have strong opinions about what actually moves accounts through a funnel, this role was designed for you.

How You'll Make An Impact:

ABM Strategy & Execution

• Design and operate a full 3-tier ABM model: 1-to-1 bespoke programs for top-tier accounts, 1-to-few vertical segment plays, and 1-to-many programmatic engagement at scale.
• Build and maintain Tier 1 and Tier 2 target account lists in partnership with Sales, refreshed quarterly using intent signals, firmographic fit, and CRM engagement data.
• Develop multi-threaded buying committee strategies across HR, Legal, Finance, and Ops personas within each account.
• Manage bespoke account experiences including personalized landing pages, direct mail programs, executive engagement plays, and tailored content sequencing.

Demand Generation

• Own paid channel strategy and performance management in partnership with our agency partner, with accountability for Cost Per Pipeline Opportunity and Account Penetration Rate, not CPL.
• Drive budget allocation decisions across search intent, intent overlay platforms (Bombora, G2), LinkedIn, and contextual media in target verticals.
• Build and maintain a creative testing cadence; enforce auto-pause thresholds and reallocate spend to high-signal channels in real time.
• Develop full-funnel content briefs aligned to vertical narratives and buying committee stages.

Pipeline & Revenue Alignment

• Sit in weekly Sales/RevOps pipeline reviews with a clear mandate: source and influence pipeline, not generate leads.
• Establish account engagement scoring (AES) in partnership with Marketing Ops as the primary measure of program health.
• Build and own campaign-level attribution reporting tied to DreamData, surfacing account-level pipeline influence for executive review.
• Contribute to the company-wide MQL retirement, replacing legacy metrics with account-based KPIs.

Vertical & Competitive Intelligence

• Lead Pebl's vertical pilot(s) and own the playbook replication process for future verticals.
• Monitor competitive positioning and surface insights that sharpen messaging and channel strategy.
• Partner with Product Marketing to ensure demand programs reflect current positioning and differentiation.

Qualifications

• 7+ years in B2B demand generation or ABM, with at least 3 years in a senior or lead role owning a full ABM motion.
• Proven experience building and running a 3-tier ABM program with measurable pipeline outcomes.
• Deep familiarity with intent data platforms (Bombora, 6sense, G2, Demandbase) and how to operationalize signals into targeting decisions.
• Experience managing or co-managing paid media budgets in excess of $1M annually, with hands-on involvement in channel strategy and performance management.
• Track record of partnering with Sales to define ICP, build account lists, and drive aligned outbound and inbound motion.
• Proficiency in MAP platforms (Marketo, HubSpot, Inflection, or equivalent) and CRM (Salesforce strongly preferred).
• Comfort operating in ambiguous, fast-moving environments with high autonomy and low hand-holding.

Requirements

• Experience in Employer of Record, HR tech, workforce management, global compliance, or adjacent SaaS markets (strongly preferred).
• Familiarity with DreamData or similar multi-touch attribution tools (strongly preferred).
• Hands-on experience with account-based personalization tools or dynamic content engines (strongly preferred).
• Background in a sales-led to product-led transition environment (strongly preferred).

Benefits

• Flexible Time Off – Take the time you need to recharge.
• Parental Leave – Support for growing families.
• Health and Dental Insurance – Where applicable, to cover you and your loved ones.
• Retirement Savings + Employee Incentive Plan – Plan for the future while sharing our success.

Company Description

Pebl puts a world of talent at your fingertips. With our AI-powered Global Work Platform™, companies can hire, pay, and manage employees in 185+ countries—removing risk, red tape, and guesswork from global growth.

Backed by more than a decade of compliance leadership and local expertise, Pebl helps businesses move fast, stay compliant, and scale with confidence. With Pebl, companies everywhere can hire great talent anywhere.