Role Overview
The Account-Based Marketing (ABM) Manager is responsible for designing and executing 1:1, 1:few, and 1:many programs that deepen engagement, accelerate pipeline, and drive revenue within a defined set of strategic and high-potential accounts.
Partnering closely with Sales, Revenue Marketing, and cross-functional Marketing teams, this role builds tailored, insight-led programs that reach buying groups across target accounts—spanning developers, technical stakeholders, and executive decision makers.
You are a data-guided, customer-obsessed marketer who enjoys combining strategy with hands-on execution. You’re comfortable working directly with sales leaders, translating account insights into integrated plays, and measuring performance at both the account and program levels.
Key Responsibilities
ABM Strategy & Planning
- Develop and own the ABM strategy for a prioritized list of accounts, aligned to regional and global go-to-market goals
- Segment accounts into 1:1, 1:few, and 1:many motions based on potential, buying stage, and strategic importance
- Partner with Sales leadership and account teams to understand account plans, key initiatives, and decision makers and translate these into ABM plans
- Build annual and quarterly ABM roadmaps, including campaigns, experiences, and executive engagement moments
Campaign & Program Execution
- Plan and execute integrated ABM programs across channels (email, digital, direct mail, events, executive briefings, field experiences, partners, etc.) that are tailored to account needs and buying stages.
- Create or adapt messaging and content by persona and industry, leveraging global assets where possible and developing custom assets where needed.
- Orchestrate multi-touch plays (e.g., outbound sequences, event invitations, executive briefings, workshops) in partnership with Sales, BDRs, and Marketing Operations.
- Coordinate program logistics end-to-end, including audience lists, landing pages, invitations, reminders, follow-up, and handoff to Sales.
Sales Alignment & Collaboration
- Act as a strategic partner to Sales for target accounts, joining regular account reviews and QBRs to align on goals, coverage, and gaps
- Provide Sales with ABM playbooks, one-page program briefs, talk tracks, and follow-up templates to support consistent execution
- Help Sales prioritize next-best actions within accounts (meetings, workshops, briefings, executive programs) based on engagement and intent signals
- Capture and share win stories, best practices, and learnings from ABM programs across regions and sales teams
Data, Insights & Reporting
- Define and track ABM performance metrics, such as engagement across buying groups, opportunity creation, deal acceleration, influenced and sourced pipeline, and revenue
- Partner with Analytics, RevOps, and Marketing Operations to pull and analyze account-level reports from CRM, marketing automation, and BI tools
- Build closed-loop reporting to show impact of ABM programs at the account, segment, and program level; present insights in monthly/quarterly business reviews
- Use data and experimentation to test, learn, and optimize ABM tactics, audiences, and messaging
Technology, Data & Operations
- Leverage ABM and marketing technologies (e.g., CRM, marketing automation, intent platforms, personalization tools, sales engagement platforms) to orchestrate and scale programs
- Maintain clean account lists, segments, and tags in CRM/marketing tools to enable accurate targeting and measurement
- Partner with Operations to document and improve ABM processes, SLAs, and workflows across Marketing and Sales
Qualifications
- 5-7+ years of experience in B2B marketing, account-based marketing, field/regional marketing, demand generation, or a related role; experience in SaaS/technology preferred
- Hands-on experience building and executing ABM programs (1:1, 1:few, or 1:many) in partnership with Sales or Customer Success
- Strong project management and organization skills; able to manage multiple programs, stakeholders, and deadlines in a fast-paced environment
- Comfort working with CRM and marketing tools (e.g., Salesforce, Marketo/Eloqua/HubSpot, ABM/intent platforms, sales engagement tools) and pulling basic performance reports
- Excellent written and verbal communication skills, with the ability to synthesize complex information for Sales, executives, and cross-functional partners
- A data-guided mindset and curiosity to understand what’s driving results and where to iterate
Preferred Experience
- Direct experience running account-based plays for strategic, enterprise, or key growth accounts spanning multiple personas
- Familiarity with developer and technical audiences (e.g., developers, architects, IT decision makers) and how to engage them alongside business stakeholders
- Experience collaborating with Sales Development / BDR teams on outbound and follow-up motions tied to ABM campaigns
- Background working with industry or vertical-focused programs (e.g., financial services, retail, healthcare, public sector)
What Success Looks Like
- ABM programs launch on time, on brief, and on budget, with smooth cross-functional execution
- Clear improvements in engagement across buying groups, opportunity creation, deal velocity, and influenced/sourced pipeline within target accounts
- Strong satisfaction and trust from Sales leadership and account teams, who view ABM as a critical partner in their growth strategy
- High-quality, consistent documentation, reporting, and insights that feed into regional, account, and functional planning cycles
About MongoDB
MongoDB is built for change, empowering our customers and our people to innovate at the speed of the market. We have redefined the database for the AI era, enabling innovators to create, transform, and disrupt industries with software. MongoDB’s unified database platform, the most widely available, globally distributed database on the market, helps organizations modernize legacy workloads, embrace innovation, and unleash AI. Our cloud-native platform, MongoDB Atlas, is the only globally distributed, multi-cloud database and is available across AWS, Google Cloud, and Microsoft Azure.
With offices worldwide and over 60,000 customers, including 75% of the Fortune 100 and AI-native startups, relying on MongoDB for their most important applications, we’re powering the next era of software.
Our compass at MongoDB is our Leadership Commitment, guiding how and why we make decisions, show up for each other, and win. It’s what makes us MongoDB.
To drive the personal growth and business impact of our employees, we’re committed to developing a supportive and enriching culture for everyone. From employee affinity groups, to fertility assistance and a generous parental leave policy, we value our employees’ wellbeing and want to support them along every step of their professional and personal journeys.Learn more about what it’s like to work at MongoDB, and help us make an impact on the world!
MongoDB is committed to providing any necessary accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.
MongoDB, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
REQ ID: 1273383120
MongoDB’s base salary range for this role is posted below. Compensation at the time of offer is unique to each candidate and based on a variety of factors such as skill set, experience, qualifications, and work location. Salary is one part of MongoDB’s total compensation and benefits package. Other benefits for eligible employees may include: equity, participation in the employee stock purchase program, flexible paid time off, 20 weeks fully-paid gender-neutral parental leave, fertility and adoption assistance, 401(k) plan, mental health counseling, access to transgender-inclusive health insurance coverage, and health benefits offerings. Please note, the base salary range listed below and the benefits in this paragraph are only applicable to U.S.-based candidates.
MongoDB’s base salary range for this role in the U.S. is:
$70,000—$138,000 USD