What Is The Role

We're looking for a strategic ABM leader to build and elevate Elastic's account-based marketing practice. This is a player-coach role - you're accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization. You'll define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles.

What You Will Be Doing

Center of Excellence & Governance

• Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions
• Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms
• Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible
• Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment

Leadership & Coaching

• Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality
• Serve as Elastic's internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them
• Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap

Metrics & Accountability

• Lead the ABM team's results: account engagement, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution.
• Define the measurement framework and own how we communicate ABM impact to the business.
• Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data.

What You Bring

• 8+ years in B2B marketing in a fast-paced enterprise software environment
• Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization
• Strong people leadership skills — you encourage, develop, and hold accountable a distributed team
• Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack
• Excellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders
• Experience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyers

Bonus Points

• ABM certification (e.g. ITSMA or equivalent)