Account Based Marketing Director

Arkose Labs is on a mission to create an online environment where all consumers are protected from spam and abuse. As a Fast Company 2025 Best Workplace for Innovators, we provide a proactive fraud deterrence platform, Arkose Titan, designed to neutralize modern attacks powered by Agentic AI and LLMs. By combining proprietary intelligence with dynamic friction, we undermine attacker ROI to protect global giants like Microsoft, Meta, and Roblox. Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA. Position Overview The Director of Account-Based Marketing will own the strategy, execution, and performance of Arkose Labs' account-based marketing program, driving high-quality pipeline and ARR within our Ideal Customer Profile (ICP). This role requires a metrics-obsessed revenue leader who lives and breathes funnel performance, demonstrates hands-on technical channel expertise, and operates with an experimental, hypothesis-driven mindset. You'll be a true sales partner focused on pipeline velocity and ARR, not vanity metrics, ensuring every campaign has a clear strategic rationale and measurable business impact. Key Responsibilities ABM Strategy Development Design and implement a comprehensive, multi-tiered ABM strategy aligned with company revenue goals and ICP criteria Define target account selection criteria and segmentation framework based on funnel analytics, historical conversion data, and pipeline contribution Develop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tier Establish baseline funnel metrics and define success criteria for each account tier (pipeline created, velocity, win rate, ARR) Translate business objectives into a coherent account marketing roadmap with clear prioritization and measurable milestones Campaign Planning & Execution Design and execute hypothesis-driven, personalized, multi-channel campaigns for target accounts For each campaign, articulate clear hypothesis, expected outcomes, and success metrics before launch—no random acts of marketing In coordination with digital marketing, field marketing, and brand marketing functions, build campaigns across email, direct mail, paid advertising, events, and content syndication Demonstrate hands-on technical proficiency with all campaign tools and channels—able to build, optimize, and troubleshoot campaigns independently Develop account-specific value propositions and messaging frameworks Coordinate intent data monitoring and trigger-based outreach programs Design and manage account-based advertising campaigns across LinkedIn, display networks, and other platforms Run continuous experiments to test messaging, channels, timing, and offers; systematically document learnings and apply insights to future campaigns Sales & Marketing Alignment Partner closely with sales leadership and account executives to prioritize target accounts based on pipeline potential and ARR opportunity, not lead volume Own joint pipeline targets with sales; success measured by SQLs, pipeline created, deal velocity, and closed/won ARR—not MQLs Establish clear processes for account handoffs, lead routing, and opportunity tracking Facilitate regular account planning sessions between marketing and sales teams Create shared account intelligence repositories and communication protocols Develop sales enablement materials specific to ABM initiatives Eliminate marketing/sales finger-pointing through shared accountability on revenue metrics and transparent, real-time pipeline reporting Performance Measurement & Optimization Live and breathe funnel metrics—implement comprehensive ABM dashboards tracking account engagement scores, pipeline velocity, conversion rates at each funnel stage, win rates, deal size, and ARR contribution Track campaign performance at the account level and optimize based on insights using a test-and-learn approach Demonstrate deep fluency in interpreting funnel data to diagnose bottlenecks, predict outcomes, and course-correct in real-time Conduct regular program reviews and present results to leadership with clear ROI analysis and pipeline attribution Monitor account progression through buying stages and identify acceleration opportunities Calculate and report on ABM ROI and contribution to revenue targets Maintain post-campaign analysis discipline; document what worked, what didn't, and why for continuous improvement Technical Channel Execution Demonstrate hands-on proficiency with ABM platforms, marketing automation, CRM, and advertising tools—not just strategic oversight Own the ABM technology stack; evaluate, implement, and optimize platforms to enable more sophisticated targeting, measurement, and personalization Build, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they arise Ensure strong technical integrations between ABM platforms, marketing automation, CRM, and sales engagement tools Stay current on platform updates, new features, and channel best practices Qualifications Must Have 10+ years of B2B demand generation experience, with at least 5 years focused on account-based marketing Demonstrated track record of living and breathing funnel metrics—you can articulate conversion rates, velocity, and pipeline contribution for every program you've run Proven experimental mindset with specific examples of unique, hypothesis-driven campaigns that drove measurable results Demonstrated success driving pipeline and ARR through ABM programs Strong sales partnership orientation—you think like a revenue leader, not a lead generator; you own pipeline targets alongside sales Strong understanding of B2B buying cycles and complex sale processes Hands-on technical proficiency with ABM platforms (6sense, Demandbase, Terminus); demonstrated ability to independently build, execute, and optimize campaigns across multiple channels using marketing automation, CRM, and advertising platforms Proficiency with CRM systems (Salesforce) and marketing automation platforms Deep analytical skills with ability to diagnose funnel performance issues, identify opportunities, and translate data into action Strong communication and presentation skills for executive-level audiences Proven ability to influence cross-functional stakeholders and drive alignment without direct authority Track record of running disciplined experiments and applying learnings to improve performance over time Nice to Have Cybersecurity experience highly desirable Experience in SaaS, enterprise software, or technology sectors Background in sales or sales operations Knowledge of intent data providers and account intelligence tools Experience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads) Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.) Project management certification or formal training Experience working in high-growth or scale-up environments where agility and speed matter Examples of campaigns that failed, what you learned, and how you applied those lessons Why Arkose Labs? At Arkose Labs, you aren’t just defending a perimeter; you’re part of a visionary team disrupting organized fraud networks like Storm-1152. We are consistently recognized for excellence in both our technology and our workplace culture: Award-Winning Culture & Design: Beyond being a Best Workplace for Innovators, our Phishing Protection was a 2025 Fast Company Innovation by Design honoree. Proven Technology & Trust: We offer the world’s first $1M warranties for credential stuffing and SMS toll fraud, trusted by 20% of the Fortune 500. Market Leadership: Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation with the highest score in customer satisfaction. Continuous Innovation: We foster a culture that prioritizes technological breakthroughs, ensuring we stay ahead of adversaries in an AI-driven threat landscape. Experienced Leadership: Guided by seasoned executives with a proven history of driving successful growth and equity events. Agile & Impactful: Large enough to provide global stability, yet small enough that your voice directly shapes our future. Our Values People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do. Team Work. We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another Customer Focus. We empathize with our customers and obsess about solving their problems Execution with precision, professionalism and urgency Security. It’s the lens through which we implement our processes, procedures, and programs Benefits: Competitive salary + Equity 401k plan Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents Flexible PTO Life insurance coverage Short and Long Term Disability Insurance paid by the company Generous nationwide parental leave policy Amazing discounts program Wellbeing package including mental health and gym discounts Flexible working hours to support personal well-being and mental health Employee Assistance Program Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities. #LI-Director #LI-Remote