Senior Account-Based Marketing Manager

Get to Know Us Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. What You’ll Do We are seeking a Sr. Account-Based Manager to own Horizon3.ai http://Horizon3.ai's account-based marketing strategy and execution across our highest-priority target accounts. This is a hands-on, high-impact role responsible for orchestrating personalized, multi-touch programs across digital, field, direct mail, and sales channels - designed to open doors with net-new prospect accounts, accelerate pipeline velocity, engage buying groups at in-flight opportunities, and deepen penetration within key accounts. You will report directly to the Sr. Director, Demand Generation and work in close partnership with sales, SDRs, field marketing, digital, and product marketing to ensure ABM is a coordinated motion - not a siloed program. Every account gets a plan. Every plan has a pipeline outcome. Every outcome gets measured. This is not a campaign execution role in the traditional sense. It's an account intelligence and orchestration role that uses marketing as a precision instrument to help sales win. ABM Strategy and Account Planning - Own Horizon3.ai http://Horizon3.ai's ABM strategy across all tiers - from one-to-one programs for highest-priority enterprise accounts to one-to-few and one-to-many plays for broader target account lists. - Partner with sales leadership and SDR leadership to define and maintain the target account list, segmented by tier, segment, intent signal, and pipeline stage. - Develop account-level program plans for tier-one accounts - including buying group mapping, engagement gap analysis, message personalization, and coordinated channel sequencing across digital, field, direct mail, and sales. - Build and maintain a structured ABM planning and reporting cadence with sales - ensuring account plans are live, shared, and updated as accounts progress or stall. Program Execution and Orchestration - Design and execute multi-touch ABM programs that meet buyers where they are - combining Influ2 contact-level advertising, ZoomInfo Co-Pilot intent targeting, Reachdesk direct mail and gifting, LinkedIn, field event invitations, and coordinated SDR outreach into cohesive account plays. - Build tiered plays for different account scenarios: cold prospect accounts with no engagement, accounts showing intent but no active conversation, accounts with open pipeline that need acceleration, and velocity accounts approaching decision. - Partner with field marketing to extend ABM plays into in-person experiences - CISO dinners, roundtables, bespoke Enterprise events/experiences, and executive events designed to engage specific buying group members at priority accounts. - Coordinate with digital on paid media targeting, ensuring Influ2 and LinkedIn programs are running against the right contacts at the right accounts with the right message at each stage of the buying journey. - Partner with product marketing to develop account-relevant proof points and personalized content - ensuring the right case study, benchmark, or use case is in front of the right persona at the right time. Direct Mail and Gifting Programs - Own Horizon3.ai http://Horizon3.ai's direct mail and gifting strategy as a precision ABM tool - not a spray-and-pray tactic. - Build tiered gifting plays through Reachdesk or equivalent platforms, coordinated with SDR outreach and field invitations to maximize response rates and meeting conversion. - Define and enforce clear thresholds for when gifting is deployed, to whom, and how follow-up is structured - ensuring spend is tied to meeting outcomes, not activity metrics. Sales and SDR Alignment - Serve as the primary ABM partner to sales and SDR leadership - running account planning sessions, sharing intent and engagement signals in real time, and coordinating follow-up sequencing across all active ABM plays. - Build visibility into account engagement for sales reps - ensuring they know when a target contact has engaged with an ad, opened a mailer, attended an event, or shown a surge in intent, and have a clear next action. - Partner with SDR leadership to design SDR sequences that complement ABM touches rather than running parallel and disconnected. - Hold a regular ABM performance review with sales and demand gen leadership - covering account engagement, pipeline influence, meeting conversion, and program ROI. Technology and Intelligence - Own the ABM technology stack in partnership with marketing ops - including Influ2, Reachdesk, ZoomInfo Co-Pilot, and Salesforce campaign attribution. - Use intent data, engagement signals, and account activity to continuously refine target account prioritization and program design - moving accounts between tiers as signals shift. - Ensure all ABM activity is correctly attributed in Salesforce, with consistent UTM structure, campaign membership, and pipeline influence reporting. Measurement and Optimization - Define and own ABM KPIs: account engagement rate, buying group coverage, meetings booked from ABM plays, pipeline influenced, pipeline generated, and stage progression velocity within ABM accounts vs. non-ABM accounts. - Build and maintain a reporting framework that gives leadership clear visibility into what's working at the account level and the program level - and what isn't. - Continuously test and optimize messaging, channel mix, sequencing, and offer to improve conversion at every stage of the ABM motion. What You’ll Bring - 6+ years of B2B marketing experience, owning strategy and execution at a high-growth SaaS or technology company. - Proven track record designing and running ABM programs that generate measurable pipeline and accelerate deal velocity - with the data to back it up. - Hands-on experience with ABM and intent technology: 6Sense, Bombora, Influ2 or equivalent contact-level advertising platforms, Reachdesk or equivalent gifting platforms, and ZoomInfo. - Strong command of Salesforce for campaign attribution, account-level pipeline tracking, and ABM reporting. - Experience working in close partnership with sales and SDR teams - comfortable in account planning sessions, pipeline reviews, and direct collaboration with AEs and SDR managers. - Ability to build buying group maps, account engagement plans, and tiered program plays from scratch - and execute them with precision. - Strong cross-functional collaboration skills; ability to work effectively with field marketing, digital, product marketing, and marketing ops to orchestrate coordinated account plays. - Highly organized with strong project management instincts - able to run multiple account plays simultaneously across different tiers, stages, and segments without losing detail or momentum. - Comfort working with complex, technical subject matter and translating it into account-relevant messaging that resonates with security buyers including CISOs, security architects, and IT/SecOps practitioners. What Sets You Apart? - Experience in cybersecurity, DevSecOps, or adjacent B2B security markets. - Familiarity with LinkedIn Campaign Manager for account-targeted paid programs. - Experience with direct mail and gifting programs as a coordinated ABM play, not a standalone tactic. - Experience supporting Federal or Public Sector ABM motions. - Familiarity with Pardot, Marketo, or HubSpot for campaign setup and marketing automation in support of ABM plays. Travel Required This role may require up to 20% travel for key field events, internal offsites, and sales team alignment. Job-related travel expenses are reviewed and must be approved by your manager. Compensation and Values At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Base salary range: $149,000-$185,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. Perks of Horizon3.ai http://Horizon3.ai - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.