Account Based Marketing (ABM) Manager

Engineering teams shouldn’t be in the dark when it comes to the performance of their mobile apps and user experiences. With our industry-leading mobile observability technology, Embrace aims to give SRE and DevOps teams better insight into what matters most – their users – by tying mobile performance data to backend observability insights.

As the only user-focused, mobile-first observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps and mobile teams to illuminate real customer impact – not just server impact – to deliver the best app experiences. Customers like The New York Times, Marriott, Warby Parker, Masterclass, Home Depot, and Cameo love Embrace’s mobile observability platform because it makes extremely complicated and voluminous data actionable.

We have an exciting new role within the company to contribute to the growth of Embrace’s highly differentiated and game-changing mobile observability offering.

About the Role

The Head of Growth Marketing and ABM will be responsible for hands-on demand generation funneling to achieve revenue goals that support company growth. Your primary responsibility will be the management and execution of our ABM strategy across the Sales and Marketing teams. You will also execute, track, and measure the entire lead process including top of the funnel lead generation, lead nurturing, and support of the inbound and outbound business development strategies alongside the AEs / Business Development team.

You will work alongside our VP of Marketing on demand generation strategy and will help the team to execute scalable, data-driven initiatives and campaigns that drive qualified leads. Working closely with the marketing team, you'll play a critical role as we move into our next phase of growth. The ideal candidate is well-versed in ABM best practices and technologies, analytical and data-driven in their decision-making, and a skilled and versatile power individual contributor.

What You’ll Do

• Develop and execute an ABM strategy that aligns with the Embrace’s revenue goals, including 1:Many, 1:Few, and 1:1 ABM programs. Plan, execute, and analyze all aspects of our account-based marketing programs. Leveraging an integrated mix of inbound and outbound tactics in collaboration with our Sales and Business Development teams.
• Proactively engage with our sales team to coordinate, communicate, and optimize the impact of our campaigns and ABM programs. Prescribe content, follow-up, signals and more to the Sales and BDR teams.
• Manage and execute our growth strategy targeting DevOps, SREs and mobile app engineers
• Continuously evaluate the performance of campaigns, adjusting demand tactics and strategy accordingly to improve results. Test, test, and test some more!
• Create strategies and tactics to penetrate buying teams and engage senior leaders of mid-size enterprises, especially those focused on security and digital transformation
• Drive the demand generation content strategy that will fuel all multi-channel programs: digital ads, webinars, email, nurture programs, direct mail and more.
• Participate in monitoring conversion rates, campaign influence and attribution, and continuously optimize for maximum ROI

Basic Qualifications

• Minimum 5 years industry experience in growth marketing, demand generation, ABM, web marketing, or digital marketing for B2B companies
• Must have marketing automation experience and be self-sufficient
• Data-driven aptitude to analysis and decision making with respect to program management - what works, what doesn’t
• Strong understanding of B2B marketing and CRM platform (Salesforce), ABM Platforms, and Social Advertising channels
• Experience running campaigns and programs that directly drive pipeline growth using marketing tools and channels, coupled with a desire to seek ways to enhance our results through optimization, testing and other means
• Proven experience scaling demand generation programs through technology, data and process with demonstrated ROI

Preferred Qualifications

• Campaign execution in the mobile or open source space is a plus!
• Experience marketing to a DevOps, SRE and/or Engineering persona

Why join Embrace?

Embrace is a member of the Cloud Native Computing Foundation (CNCF) and counts Adidas Runtastic, Cameo, GOAT, Hatch, Ibotta, Marriott, The New York Times, Warby Parker, Wildlife Studios, Yahoo!, and many more as customers. Embrace is supported by NEA, AV8 (Allianz), Greycroft, YCombinator, and Eniac along with investments from the founders of PagerDuty, MoPub, Testflight, Sendbird, and Scopely. Embrace was selected by YCombinator to participate in the highly selective YC Growth program for their highest potential growth-stage companies. Embrace is based in Culver City, Palo Alto, Buenos Aires, and London. The repeat founding team also started Scopely, a $3B+ unicorn mobile startup.

Companies rely on the Embrace to connect end-user data to engineering decisioning to drive deeper understanding, achieve SLOs, and improve business objectives. Embrace’s distribution for OpenTelemetry gives teams the transparency, portability, and extensibility they want in modern observability instrumentation, while Embrace's data backend and analysis platform is enterprise-supported for powerful mobile performance insights. By tying frontend mobile telemetry to backend performance data, Embrace helps companies modernize their observability practice, resolve app performance issues, and deliver the best user experiences possible.

On target earnings (OTE) for this role are $135K - $155K. There is, in addition, equity offered in the form of options, health / vision / dental benefits, free PTO, and the opportunity to learn and excel in a growth stage tech organization.