Director, Account-Based Marketing

Overview: 

This is a builder role. The Director of Account-Based Marketing will take ownership of Hypori's ABM program end-to-end, from ICP segmentation and account selection through to pipeline influence and closed-won attribution. This role requires hands-on execution across a modern ABM tool stack, the ability to operate in a resource-constrained environment, and a bias toward pipeline outcomes over activity metrics. The right candidate moves fast, instruments everything, and iterates based on signal, not opinion. 

Responsibilities: 

• Partner with sales for the account selection model and tiering framework (T1/T2/T3) across all GTM segments (Defense & Intelligence, DIB, Federal Civilian, and Financial Services) and maintain alignment with AEs and segment pod leads 

• Design and execute multi-channel ABM plays tailored by tier, persona, and buying stage, including direct mail, paid social, content syndication, and executive outreach sequences 

• Lead bespoke, senior-led engagement for Tier 1 accounts (large DIB primes, Federal agencies); deploy sequenced automation for Tier 2 and Tier 3 account coverage 

• Own and operate the ABM tool stack (Clay, ZoomInfo, Gong Engage, G2, LinkedIn Matched Audiences) including enrichment flows, intent-trigger sequences, and account scoring 

• Partner with the Senior Director of Marketing and Product Marketing Director to ensure ABM plays are backed by persona-specific content; surface gaps and brief copy needs across battle cards, one-pagers, and segment-specific assets 

• Champion CMMC compliance urgency as the primary conversion lever for DIB mid-market accounts, ensuring messaging reflects compliance-driven buying pressure 

• Own ABM pipeline attribution (influenced, sourced, and accelerated) and deliver weekly and monthly reporting tied to segment ARR targets 

• Define and document the handoff model between marketing-owned Tier 1 outreach and SDR-executed Tier 2/3 sequences; train SDRs on account context, messaging discipline, and CRM compliance 

• Manage the ABM budget with a pipeline-to-spend lens; recommend, justify, and kill spend based on performance data without escalation 

• Continuously evaluate and introduce tools, signals, and methodologies that improve account penetration, engagement velocity, and pipeline conversion 

Qualifications: 

• Bachelor's or Master's degree in Marketing, Business, or a related field; relevant certifications a plus 

• 6+ years of B2B marketing experience with 3+ years directly owning and operating an ABM program, not just supporting one 

• Demonstrated experience building account tiering models, engagement plays, and pipeline attribution frameworks from the ground up 

• Hands-on experience with Clay, ZoomInfo, or equivalent enrichment and orchestration tooling in a production GTM environment 

• Proven pipeline attribution methodology, not just campaign or MQL reporting 

• Experience marketing into Federal, Defense, or regulated enterprise verticals strongly preferred; familiarity with CMMC, FedRAMP, or ITAR compliance environments a plus 

• Proficient in ABM platform tooling including intent signal platforms (G2, Bombora), LinkedIn Matched Audiences, and sequencing tools (Gong Engage, Outreach, or equivalent) 

• Hands-on experience with CRM platforms (Salesforce preferred) and account-level attribution reporting 

• Comfortable operating without a team beneath them at the outset; able to build, execute, and report independently while headcount scales with performance 

• MEDDPICC fluency or equivalent enterprise qualification methodology a plus 

• Proven ability to work cross-functionally with Sales, RevOps, and Product Marketing to align messaging, coverage models, and pipeline goals 

• Exceptional communication skills with the ability to translate ABM performance data into clear, executive-ready reporting