Associate Director - Account Based Marketing

The Associate Director - Account Based Marketing at Sprinto holds crucial responsibilities including strategizing and executing targeted 1:few and 1:many ABM programs aimed at mid-market ideal customer profiles across various regions. You'll create segmented account clusters and tailored journeys across multiple channels, drive personalization at scale, and work closely with sales teams to co-own plays that generate meetings and accelerate deals.

To qualify for the Associate Director - Account Based Marketing position at Sprinto, candidates should possess over 5 years of hands-on experience managing scaled ABM programs in developed markets, showcasing a successful history of revenue-driven ABM campaigns targeted at mid-market and mid-enterprise segments. A solid understanding of the ABM tech stack, strong strategic thinking abilities, and a data-driven mindset are essential.

In the role of Associate Director - Account Based Marketing at Sprinto, collaboration is key. You'll work closely with sales, content, and go-to-market teams, ensuring alignment and effective execution of ABM strategies. Your strategic input will help drive traction and deal progression while partnering with sales development representatives (SDRs) and account executives (AEs) to create engaging marketing plays.

Success for the Associate Director - Account Based Marketing at Sprinto is defined by ownership of several key performance indicators including engaged accounts, pipeline velocity, opportunity creation, and revenue influence. Continuous iteration based on experiments, analytics, and insights shared across teams will play a critical role in ensuring high performance and alignment within the organization.

The Associate Director - Account Based Marketing at Sprinto will enjoy multiple benefits including a remote-first work policy, flexible working hours, comprehensive group medical insurance for the employee and their family, group accident coverage, a sponsored device, and educational reimbursement to support professional growth.

When answering this question, share specific examples of ABM strategies you've developed, detailing how you analyzed target markets, identified ideal customer profiles, and successfully executed segmented outreach campaigns that generated measurable business results.

Discuss your familiarity with key performance indicators such as engaged accounts, pipeline velocity, and revenue influence. Highlight the tools you use for tracking performance and how you iterate on your strategies based on data analysis to ensure continuing success.

In your response, outline the channels you have utilized in past ABM campaigns like LinkedIn, email marketing, and web personalization. Emphasize how you've proven the effectiveness of these channels in reaching and engaging targeted accounts.

Prepare a concise case study that outlines the objectives, the campaigns you implemented, the metrics you tracked, and ultimately the outcomes achieved. Focus on the techniques you deployed and how they contributed to business goals.

Talk about your approach to ensuring alignment and collaboration with sales teams. Discuss how you work together to co-create plays, share insights on target accounts, and drive engagement across the buying committee.

Explain your methods for keeping abreast of the evolving landscape of ABM trends, including following industry experts, participating in webinars, and engaging with marketing technology that optimizes your approach.

Share some specific challenges you've encountered in ABM execution, how you tackled them, and what you learned from those experiences. Be sure to emphasize your problem-solving capabilities and resilience.

Provide an example where your leadership and strategic thinking were critical. Explain how you facilitated communication, managed expectations, and ultimately achieved cross-team collaboration that led to the success of your campaign.

Elaborate on your process for personalizing content based on account data, buyer personas, and stages in the buying journey. Discuss the tools and methods you utilize to ensure that each account receives relevant and well-tailored messaging.

Convey your understanding of the fundamental components of ABM success, such as clear objectives, deep customer insights, robust data analysis, and seamless execution across channels in conjunction with sales strategies.