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Neara is a climate tech company using advanced machine learning to create physics-enabled digital twins of electricity grids across four continents. These engineering-grade simulations help utilities understand infrastructure challenges, optimize investments, and build resilience against extreme weather and structural stress.
The Director of ABM will lead and elevate Neara's account-based marketing program as a player-coach role. This is a hybrid position combining strategic leadership of the ABM team with hands-on execution on high-priority accounts.
Key Responsibilities:
- Personally own ABM strategy and execution for a focused set of strategic, high-priority, or complex accounts
- Lead and coach the regional ABM team, translating successful approaches into standardized playbooks and repeatable programs
- Develop integrated account programs that balance deeply tailored work with scaled, repeatable initiatives
- Identify patterns across accounts and translate them into scaled campaigns, content priorities, events, and executive engagement opportunities
- Strengthen the ABM operating model by codifying playbooks and aligning target accounts to clear, measurable marketing objectives with near, intermediate, and long-term milestones
- Partner with Sales and Revenue Operations to improve account data quality, goal tracking, org-wide visibility, and establish benchmarks that distinguish activity from meaningful account movement
- Lead regular account reviews to identify what is working, reallocate resources, and diagnose stuck accounts
- Build a culture where successful plays, account intelligence, and customer stories travel quickly across teams and regions
- Create a strong operating rhythm between ABM, broader marketing, Sales, Customer Success, and Product
You will be equally comfortable coaching ABMs, challenging account strategy, reviewing engagement data, developing campaigns independently, and diagnosing account challenges. You understand ABM as a structured approach to changing beliefs across diverse buying committees in complex accounts—not as logo-swapping or a laundry list of bespoke Sales requests. You have hands-on expertise with multiple channels, strong instincts for identifying intermediate milestones across long sales cycles, and can credibly connect them to revenue outcomes. You think strategically and creatively about measuring ABM's value beyond traditional metrics and can communicate that value clearly. You are comfortable challenging assumptions, testing new approaches, and changing course when needed.
Requirements:
- Proven experience as an ABM practitioner or leader with deep expertise in account-based marketing strategy and execution
- Track record of building and scaling ABM programs with measurable commercial impact
- Experience coaching and developing marketing teams
- Strong understanding of complex B2B sales cycles and buying committee dynamics
- Hands-on expertise with multiple marketing channels and account engagement tactics
- Ability to balance strategic thinking with tactical execution
- Experience partnering with Sales and Revenue Operations to align on metrics and goals
- Demonstrated ability to codify processes, build playbooks, and create repeatable programs
- Strong communication and stakeholder management skills across cross-functional teams
