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Pebl is seeking a Director of ABM & Demand Generation to architect and operate the company's account-based go-to-market engine. This is a strategic builder role, not a coordinator position.
You will own the complete ABM strategy connecting market intelligence, intent data, and multi-channel execution into a repeatable pipeline creation system across target verticals. You'll report to the Head of Demand Generation, partner closely with Sales and RevOps, and be accountable for pipeline outcomes rather than traditional lead metrics.
Key responsibilities include:
ABM Strategy & Execution: Design and operate a full 3-tier ABM model (1-to-1 bespoke programs for top accounts, 1-to-few vertical segment plays, 1-to-many programmatic engagement). Build and maintain Tier 1 and Tier 2 target account lists using intent signals, firmographic fit, and CRM data. Develop multi-threaded buying committee strategies across HR, Legal, Finance, and Ops personas. Manage bespoke account experiences including personalized landing pages, direct mail, executive engagement, and tailored content sequencing.
Demand Generation: Own paid channel strategy and performance management with accountability for Cost Per Pipeline Opportunity and Account Penetration Rate. Drive budget allocation across search intent, intent overlay platforms (Bombora, G2), LinkedIn, and contextual media. Build and maintain creative testing cadence with auto-pause thresholds. Develop full-funnel content briefs aligned to vertical narratives and buying stages.
Pipeline & Revenue Alignment: Participate in weekly Sales/RevOps pipeline reviews with mandate to source and influence pipeline. Establish account engagement scoring in partnership with Marketing Ops. Build campaign-level attribution reporting tied to DreamData. Contribute to company-wide MQL retirement, replacing legacy metrics with account-based KPIs.
Vertical & Competitive Intelligence: Lead vertical pilots and own playbook replication for future verticals. Monitor competitive positioning and surface insights for messaging and channel strategy. Partner with Product Marketing to ensure demand programs reflect current positioning.
Required: 7+ years B2B demand generation or ABM experience with 3+ years in senior/lead role owning full ABM motion. Proven experience building and running 3-tier ABM program with measurable pipeline outcomes. Deep familiarity with intent data platforms (Bombora, 6sense, G2, Demandbase). Experience managing or co-managing $1M+ annual paid media budgets with hands-on channel strategy involvement. Track record partnering with Sales on ICP definition, account lists, and aligned outbound/inbound motion. Proficiency in MAP platforms (Marketo, HubSpot, Inflection) and CRM (Salesforce preferred). Comfort operating in ambiguous, fast-moving environments with high autonomy.
Strongly preferred: Experience in Employer of Record, HR tech, workforce management, global compliance, or adjacent SaaS. Familiarity with DreamData or similar multi-touch attribution tools. Hands-on experience with account-based personalization tools or dynamic content engines. Background in sales-led to product-led transition environment.
Pebl is an AI-powered Global Work Platform enabling companies to hire, pay, and manage employees in 185+ countries. The company removes risk, red tape, and guesswork from global growth, backed by over a decade of compliance leadership and local expertise.
