Responsibilities

As the Enterprise Field Marketing/ABM Senior Manager, you’ll be at the heart of our strategy to accelerate growth within the US Enterprise market. This isn’t just a job—it’s an opportunity to collaborate with the brightest minds in the industry, crafting high-impact marketing strategies that directly contribute to the success of major global organizations.

You’ll play a critical role in shaping the future of enterprise tech, driving the integration and automation revolution, and helping Workato solidify its position as the leader in enterprise automation. Join us, and become part of a team that’s transforming the way the world works.

In this role, you will also be responsible to:

• Develop & Execute Enterprise ABM Strategy: Design and lead a robust Account-Based Marketing (ABM) strategy focused specifically on US Enterprise organizations. Work closely with Sales and Customer Success teams to identify, prioritize, and segment high-value enterprise accounts, then craft tailored marketing campaigns to engage them.

• Enterprise Account Targeting & Segmentation: Leverage data to identify key enterprise prospects and accounts. Work with Sales to create targeted account lists by vertical (e.g., Financial Services, Healthcare, Retail, Manufacturing), company size, and other key factors. Develop personalized marketing strategies to penetrate these accounts with messaging that speaks directly to their unique pain points and needs.

• Tailored Field Marketing Event Development: Create and deploy highly customized, multi-channel marketing campaigns (digital, email, events, webinars, account-specific content) to engage key decision-makers at target enterprise accounts. Collaborate with Product Marketing to craft messaging that highlights our product’s value for large-scale, complex enterprise environments.

• Collaborate with Sales for Seamless Execution: Partner closely with the Sales team to ensure seamless handoffs of marketing-qualified leads (MQLs) to the appropriate sales reps. Work with sales teams to develop tailored outreach plans for each key account and provide them with the marketing materials and resources they need to close deals.

• Pipeline & Revenue Attribution: Track and report on the performance of ABM campaigns, providing visibility into how marketing activities are directly influencing pipeline creation, deal progression, and revenue generation in enterprise accounts.

• Account Insights & Reporting: Use analytics and customer data to assess account engagement and campaign effectiveness. Provide actionable insights to Sales and Marketing leadership and optimize future strategies based on performance metrics.

Requirements

Qualifications / Experience / Technical Skills

• Experience: 8+ years in field marketing, ABM, and/or demand generation with a focus on the US Enterprise market.

• Proven ABM Success: Demonstrated success in running targeted, strategic ABM campaigns focused on large enterprise accounts, driving significant pipeline growth and engagement.

• Enterprise Knowledge: In-depth understanding of the enterprise sales cycle, including pain points, decision-making processes, and key influencers within large organizations.

• Tools & Platforms: Proficiency with marketing automation tools (e.g., Marketo, HubSpot, Pardot), CRM platforms (e.g., Salesforce), and ABM platforms (e.g., Demandbase, Engagio, 6sense)

Soft Skills / Personal Characteristics

• Cross-Functional Collaboration: Strong ability to work closely with sales teams to ensure alignment and achieve shared goals for account engagement and conversion.

• Analytical & Metrics-Driven: Ability to define, track, and report on key performance indicators (KPIs) for ABM and field marketing campaigns, demonstrating the ROI of marketing efforts in the enterprise space.

• Communication Skills: Exceptional written and verbal communication skills, with the ability to create compelling, customized messaging for C-suite executives and key decision-makers in large organizations.