[Hiring] ABM Manager @Elastic

Role Description

We're looking for a strategic, creative, meticulous, and highly collaborative Account-Based Marketing Manager to craft, lead, and scale ABM programs across priority Public Sector accounts in AMER. This role sits at the intersection of marketing, sales, and customer success — owning high-impact campaigns across 1:1 and 1:few ABM motions, with a focus on senior government decision-maker engagement, mission-driven storytelling, and pipeline contribution.

This is a unique opportunity for a marketer who understands the nuances of government buying cycles, procurement processes, and the importance of compliance and trust. You will drive personalized programs that navigate sophisticated ecosystems — from program offices to CIOs and acquisition teams — to fuel significant revenue outcomes.

What You Will Be Doing

• ABM Strategy & Execution
  • Design and implement 1:1 and 1:few ABM programs aligned to PubSec account clusters by agency type and buying group.
  • Lead account-level planning sessions with PubSec sales and customer success teams to define agency priorities, mission outcomes, and campaign timelines.
  • Personalize messaging and value propositions around critical use cases — cybersecurity, data analytics, AI/ML, and observability — across channels to influence government buying committees.
  • Develop integrated ABM plans using a mix of tactics including content syndication, paid media, executive briefings, virtual roundtables, direct mail.
  • Partner closely with global campaigns, PubSec regional & partner marketing, and product marketing to align ABM efforts with broader go-to-market plays.
  • Navigate procurement and compliance sensitivities unique to government audiences, ensuring all campaigns meet required standards.
• Campaign Management
  • Architect and implement end-to-end delivery of ABM campaigns, from strategy and planning through execution, optimization, and measurement.
  • Build account-focused and event landing pages using our marketing stack, personalized to agency audiences and mission priorities while maintaining brand and compliance guidelines.
  • Draft account specific messaging that resonates with government CIOs, CISOs, program managers, and IT decision-makers, positioning Elastic as a trusted partner in digital transformation and modernization.
  • Develop paid media strategy for assigned PubSec accounts, partnering with internal teams and agencies to activate campaigns across platforms such as Demandbase, LinkedIn, and government-focused digital channels.
  • Collaborate with creative, content, and external agencies — including PubSec-specialist firms — to deliver high-quality ABM assets and engagement experiences.
  • Localize and adapt global plays to meet agency-specific, vertical, or account needs (e.g., Federal vs. SLED) while maintaining message consistency.
  • Own campaign budgets, timelines, and execution.
• Measurement & Optimization
  • Define and monitor ABM critical metrics including account engagement, pipeline influence, velocity improvements, and return on investment within longer PubSec sales cycles.
  • Build dashboards and provide regular performance reporting to team members and PubSec sales leadership.
  • Use insights to continuously refine ABM programs for greater efficiency and scalability across the PubSec landscape.
  • Support the evolution of PubSec ABM playbooks, strategy, and execution tactics.
• Event Execution & Logistics
  • Work closely with external agencies, design and video teams to ensure timely delivery of materials for PubSec ABM campaigns.
  • Work with Industry & Content Marketing to ensure distribution of relevant materials — case studies featuring government or education customers, compliance datasheets, agency-specific collateral — to local sales teams.
  • Work with the Regional Marketing Managers in AMER to coordinate event logistics and experiences (in-person, virtual, or hybrid) for ABM programs, including executive briefings at government-specific venues.
  • Maintain up-to-date ABM dashboards, campaign trackers, and internal documentation.
  • Bring creative ideas to drive engagement and innovation within the unique constraints and opportunities of the PubSec market.

Qualifications

• 5–6 years of proven experience in B2B marketing, with at least 2 years in an ABM or strategic field marketing role.
• Proven experience crafting and delivering successful ABM programs within Public Sector.
• Strong ability to partner with PubSec sales leaders and translate agency mission goals into targeted marketing strategies.
• Confident in driving multi-channel campaigns and executive-level engagement programs.
• Experience with ABM platforms (e.g., Demandbase, 6sense, Userled), Salesforce, and marketing automation tools like Marketo.
• Familiarity with government procurement processes, contract vehicles (GSA, SEWP, NASPO), and compliance requirements (FedRAMP).

Bonus Points

• Experience working with Public Sector sales teams at a high-growth B2B technology company.
• Knowledge of ABM platforms and Public Sector-specific intent data sources.
• ABM knowledge framework certification is a strong plus.
• Experience coordinating government executive briefings, agency roundtables, or Public Sector industry events.
• Experience crafting compelling content, including mission briefs, compliance guides, or agency-specific case studies.
• Deep familiarity with PubSec technology landscape — including Zero Trust, cloud modernization, AI/ML adoption in government, and cybersecurity frameworks such as NIST and CMMC.
• Existing relationships or experience working alongside government channel partners, systems integrators (e.g., Booz Allen, SAIC, Leidos), or resellers.

Benefits

• Competitive pay based on the work you do here and not your previous salary.
• Health coverage for you and your family in many locations.
• Ability to craft your calendar with flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year to use toward volunteer projects you love.
• Embracing parenthood with minimum of 16 weeks of parental leave.