Account-Based Marketing Manager

At Newforma, you’ll help shape the future of project information management for architects, engineers, and contractors worldwide. Join a team that’s trusted by over 1,500 firms to simplify how they work. Together, we’re creating tools that connect people to the information they need, faster and smarter. Let’s build something great.

We are looking for an ABM Manager who will be responsible for designing and executing account-based programs that drive engagement, pipeline, and revenue within a defined set of high-value prospect and customer accounts. This role partners closely with Sales, Customer Marketing, and CS to build coordinated, account-level plays across the full customer lifecycle.

In this role, your responsibilities will include:

Strategy, ICP, and Account Selection

• Collaborate with Sal, Sales, and Customer Marketing to refine the Ideal Customer Profile (ICP), account tiers, and target account lists for both net-new and expansion.
• Continuously review performance and pipeline data to add/remove accounts and adjust tiering as the business evolves.

Account Research & Insights

• Conduct deep research on target accounts: firmographics, technographics, installed base, key initiatives, competitive landscape, and organizational structure.
• Identify key personas (economic buyers, champions, technical evaluators, blockers) and their pain points and triggers.

Integrated ABM programs

• Design and execute 1:1 and 1:few ABM programs that orchestrate channels such as email, paid media, direct mail, content, events, executive outreach, and web personalization.
• Build and manage playbooks aligned to the customer journey (e.g., pre-opportunity, active deal, renewal, upsell/cross-sell).
• Work with Fran to localize and tailor campaigns by region, and with Sal and Jenn for segment, or verticals as needed.

Sales, CS & Customer Marketing Partnership

• Work hand-in-hand with AEs, AMs, CSMs, and Customer Marketing to align plays with account plans, QBRs, and key moments in the customer lifecycle.
• Provide sales with account insights, messaging, and assets; support personalized outreach sequences and follow-up motions.
• Join regular account review cadences to propose ABM actions and capture feedback on what is or is not working.

Measurement & Optimization

• Define and track ABM KPIs such as account engagement, buying group reach, opportunities created, deal acceleration, win rate, deal size, and revenue from target accounts.
• Build and maintain reports and dashboards for target-account performance in partnership with Marketing Ops/RevOps.
• Apply a test-and-learn mindset: iterate messaging, audiences, channels, and plays based on data and qualitative feedback.

Collaboration with demand, SEO & Content

• Coordinate with Sal, Jenn, Fran and the broader demand gen team to ensure ABM programs are aligned with global campaigns and do not conflict with broader paid/SEO motions.
• Partner with Content, Product Marketing, and SEO to identify content gaps for key personas and stages; brief and help prioritize content that supports ABM plays.
• Leverage web and SEO insights (top content, high-intent pages, search terms) to improve ABM targeting and messaging.

Tools & Operations

• Use ABM and orchestration platforms (e.g., 6sense, vector, or equivalent), MAP, and CRM to build audiences, run plays, and measure performance.
• Partner with Marketing Ops to ensure accurate account data, intent signals, and integrations necessary for ABM programs.
• Document ABM processes, best practices, and case studies to enable scaling across segments and regions.

Requirements for the position include:

• 3–6+ years in B2B marketing, with at least 1–2+ years owning ABM programs (or equivalent experience in demand/customer marketing with strong ABM exposure).
• Demonstrated experience partnering with Sales on complex, multi-stakeholder deals (mid-market/enterprise or strategic accounts).
• Strong project management and collaboration skills; comfortable leading cross-functional initiatives without direct authority.
• Familiarity with ABM tools (6sense, Vector), MAP (Hubspot), CRM (salesforce), and analytics tools; confident building and interpreting account-level reports.
• Minimal travel for company and team events.

Nice to have qualifications for this position include:

• Marketing experience in the AECO industry.
• Fluent in English & French.

Why Work at Newforma?

• Purpose-driven work: Help professionals in the AECO industry solve real-world challenges.
• Global impact: Our tools are used on over 16 million projects worldwide.
• Collaborative culture: Work alongside talented teammates who value your input.
• Room to grow: We support your career development through learning opportunities and mentorship.
• Innovation at its core: Be part of a company that’s always evolving to meet industry needs.