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Salary: USD 169,000 - 220,000 / annual
Horizon3.ai is a fast-growing, remote-first cybersecurity company that has built NodeZero, an autonomous penetration testing platform used by organizations ranging from educational institutions to Global 100 enterprises. The platform helps ITOps/SecOps teams, consulting pentesters, and managed service providers proactively discover and verify exploitable attack vectors before criminals exploit them.
You will own Horizon3's account-based marketing (ABM) strategy and execution across the company's highest-priority target accounts. This is a hands-on, high-impact role that orchestrates personalized, multi-touch programs across digital, field, direct mail, and sales channels. The goal is to open doors with net-new prospects, accelerate pipeline velocity, engage buying groups in active opportunities, and deepen penetration within key accounts. You will report to the Director of Campaigns, ABM, and Marketing Operations and work closely with sales, SDRs, field marketing, digital, and product marketing teams.
Key responsibilities include:
**ABM Strategy & Account Planning:** Own ABM strategy across all tiers (one-to-one for enterprise, one-to-few and one-to-many for broader lists). Partner with sales and SDR leadership to define and maintain target account lists segmented by tier, segment, intent signal, and pipeline stage. Develop account-level program plans for tier-one accounts including buying group mapping, engagement gap analysis, message personalization, and coordinated channel sequencing. Build and maintain a structured ABM planning and reporting cadence with sales.
**Program Execution & Orchestration:** Design and execute multi-touch ABM programs combining Influ2 contact-level advertising, ZoomInfo Co-Pilot intent targeting, Reachdesk direct mail and gifting, LinkedIn, field event invitations, and coordinated SDR outreach. Build tiered plays for different account scenarios (cold prospects, intent-showing accounts, open pipeline accounts, velocity accounts). Partner with field marketing to extend ABM into in-person experiences like CISO dinners, roundtables, and executive events. Coordinate with digital on paid media targeting and with product marketing on account-relevant proof points and personalized content.
**Direct Mail & Gifting:** Own Horizon3's direct mail and gifting strategy as a precision ABM tool. Build tiered gifting plays through Reachdesk or equivalent platforms, coordinated with SDR outreach and field invitations. Define clear thresholds for when gifting is deployed, to whom, and how follow-up is structured, ensuring spend is tied to meeting outcomes.
**Sales & SDR Alignment:** Serve as the primary ABM partner to sales and SDR leadership, running account planning sessions and sharing intent and engagement signals in real time. Build visibility into account engagement for sales reps. Partner with SDR leadership to design sequences that complement ABM touches. Hold regular ABM performance reviews with sales and demand gen leadership.
**Technology & Intelligence:** Own the ABM technology stack in partnership with marketing ops (Influ2, Reachdesk, ZoomInfo Co-Pilot, Salesforce). Use intent data, engagement signals, and account activity to refine target account prioritization. Ensure all ABM activity is correctly attributed in Salesforce with consistent UTM structure and campaign membership.
**Measurement & Optimization:** Define and own ABM KPIs including account engagement rate, buying group coverage, meetings booked from ABM plays, pipeline influenced, pipeline generated, and stage progression velocity. Build and maintain a reporting framework for leadership visibility. Continuously test and optimize messaging, channel mix, sequencing, and offer.
This role may require up to 20% travel for key field events, internal offsites, and sales team alignment.
**Requirements:**
- 6+ years of B2B marketing experience, owning strategy and execution at a high-growth SaaS or technology company
- Proven track record designing and running ABM programs that generate measurable pipeline and accelerate deal velocity, with data to back it up
- Hands-on experience with ABM and intent technology: 6Sense, Bombora, Influ2 or equivalent contact-level advertising platforms, Reachdesk or equivalent gifting platforms, and ZoomInfo
- Strong command of Salesforce for campaign attribution, account-level pipeline tracking, and ABM reporting
- Experience working in close partnership with sales and SDR teams; comfortable in account planning sessions, pipeline reviews, and direct collaboration with AEs and SDR managers
- Ability to build buying group maps, account engagement plans, and tiered program plays from scratch and execute them with precision
- Strong cross-functional collaboration skills; ability to work effectively with field marketing, digital, product marketing, and marketing ops
- Highly organized with strong project management instincts; able to run multiple account plays simultaneously across different tiers, stages, and segments
- Comfort working with complex, technical subject matter and translating it into account-relevant messaging that resonates with security buyers including CISOs, security architects, and IT/SecOps practitioners
**Preferred qualifications:**
- Experience in cybersecurity, DevSecOps, or adjacent B2B security markets
- Familiarity with LinkedIn Campaign Manager for account-targeted paid programs
- Experience with direct mail and gifting programs as a coordinated ABM play, not a standalone tactic
- Experience supporting Federal or Public Sector ABM motions
- Familiarity with Pardot, Marketo, or HubSpot for campaign setup and marketing automation in support of ABM plays
