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 OverviewThe 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 ResponsibilitiesABM Strategy DevelopmentDesign and implement a comprehensive, multi-tiered ABM strategy aligned with company revenue goals and ICP criteriaDefine target account selection criteria and segmentation framework based on funnel analytics, historical conversion data, and pipeline contributionDevelop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tierEstablish 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 milestonesCampaign Planning & ExecutionDesign and execute hypothesis-driven, personalized, multi-channel campaigns for target accountsFor each campaign, articulate clear hypothesis, expected outcomes, and success metrics before launch—no random acts of marketingIn coordination with digital marketing, field marketing, and brand marketing functions, build campaigns across email, direct mail, paid advertising, events, and content syndicationDemonstrate hands-on technical proficiency with all campaign tools and channels—able to build, optimize, and troubleshoot campaigns independentlyDevelop account-specific value propositions and messaging frameworksCoordinate intent data monitoring and trigger-based outreach programsDesign and manage account-based advertising campaigns across LinkedIn, display networks, and other platformsRun continuous experiments to test messaging, channels, timing, and offers; systematically document learnings and apply insights to future campaignsSales & Marketing AlignmentPartner closely with sales leadership and account executives to prioritize target accounts based on pipeline potential and ARR opportunity, not lead volumeOwn joint pipeline targets with sales; success measured by SQLs, pipeline created, deal velocity, and closed/won ARR—not MQLsEstablish clear processes for account handoffs, lead routing, and opportunity trackingFacilitate regular account planning sessions between marketing and sales teamsCreate shared account intelligence repositories and communication protocolsDevelop sales enablement materials specific to ABM initiativesEliminate marketing/sales finger-pointing through shared accountability on revenue metrics and transparent, real-time pipeline reportingPerformance Measurement & OptimizationLive 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 contributionTrack campaign performance at the account level and optimize based on insights using a test-and-learn approachDemonstrate deep fluency in interpreting funnel data to diagnose bottlenecks, predict outcomes, and course-correct in real-timeConduct regular program reviews and present results to leadership with clear ROI analysis and pipeline attributionMonitor account progression through buying stages and identify acceleration opportunitiesCalculate and report on ABM ROI and contribution to revenue targetsMaintain post-campaign analysis discipline; document what worked, what didn't, and why for continuous improvementTechnical Channel ExecutionDemonstrate hands-on proficiency with ABM platforms, marketing automation, CRM, and advertising tools—not just strategic oversightOwn the ABM technology stack; evaluate, implement, and optimize platforms to enable more sophisticated targeting, measurement, and personalizationBuild, configure, and optimize campaigns across channels independently; troubleshoot technical issues as they ariseEnsure strong technical integrations between ABM platforms, marketing automation, CRM, and sales engagement toolsStay current on platform updates, new features, and channel best practicesQualificationsMust Have10+ years of B2B demand generation experience, with at least 5 years focused on account-based marketingDemonstrated track record of living and breathing funnel metrics—you can articulate conversion rates, velocity, and pipeline contribution for every program you've runProven experimental mindset with specific examples of unique, hypothesis-driven campaigns that drove measurable resultsDemonstrated success driving pipeline and ARR through ABM programsStrong sales partnership orientation—you think like a revenue leader, not a lead generator; you own pipeline targets alongside salesStrong understanding of B2B buying cycles and complex sale processesHands-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 platformsProficiency with CRM systems (Salesforce) and marketing automation platformsDeep analytical skills with ability to diagnose funnel performance issues, identify opportunities, and translate data into actionStrong communication and presentation skills for executive-level audiencesProven ability to influence cross-functional stakeholders and drive alignment without direct authorityTrack record of running disciplined experiments and applying learnings to improve performance over timeNice to HaveCybersecurity experience highly desirableExperience in SaaS, enterprise software, or technology sectorsBackground in sales or sales operationsKnowledge of intent data providers and account intelligence toolsExperience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads)Familiarity with sales engagement platforms (Outreach, SalesLoft, Gong Engage, etc.)Project management certification or formal trainingExperience working in high-growth or scale-up environments where agility and speed matterExamples of campaigns that failed, what you learned, and how you applied those lessonsWhy 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 CultureAward-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 ValuesPeople: 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 anotherCustomer Focus. We empathize with our customers and obsess about solving their problemsExecution with precision, professionalism and urgencySecurity. It’s the lens through which we implement our processes, procedures, and programsBenefitsCompetitive salary + Equity401k plan Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependentsFlexible PTOLife insurance coverageShort and Long Term Disability Insurance paid by the companyGenerous nationwide parental leave policyAmazing discounts program Wellbeing package including mental health and gym discountsFlexible working hours to support personal well-being and mental healthEmployee Assistance ProgramArkose 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.