Role Description The Senior Manager, Account-Based Marketing will own the strategy and execution of iBase-t’s ABM program across named enterprise accounts in Aerospace & Defense. This role is directly accountable for program-level pipeline generation, partnering closely with Business Development (BD) and Sales to drive high-ACV opportunities within long, complex sales cycles. This is a hands-on, individual-contributor leadership role requiring a strategist willing to roll up their sleeves and execute directly. Key Responsibilities - ABM Strategy & Objective Setting - Define ABM objectives aligned to overall business growth goals and pipeline targets - Establish minimum fit criteria for accounts to be included in the ABM program (firmographic, technographic, intent-based thresholds) - Set clear resource-to-results expectations across headcount, budget, and tooling to be shared with senior leadership - Own dashboard monitoring, program reviews, and performance insights to drive continuous optimization - Demand (Create Pipeline in Named Accounts) - Own and execute ABM strategy across Tier 1 and Tier 2 named accounts - Identify buying team members and develop account- or segment-specific engagement plans aligned to deal stages and buying journey phase - Activate multi-channel plays (executive engagement, events, digital, content, BD outreach, social, phone) tailored to A&D personas and timed to buying journey phase - Partner with Product Marketing to align messaging to mission-critical manufacturing challenges (compliance, traceability, digital thread) - Map the buying journey and build account-based scoring models that align ABM plays to journey phase - Develop ABM playbooks for Sales and BDs covering personalization, messaging, buyer journey mapping, and outreach sequencing - Partner with cross-functional teams to create or manage creation of program assets (landing pages, emails, content) - Capture (Accelerate Active Opportunities) - Co-own account plans with BD and Sales, aligning marketing plays to deal progression - Design and deploy deal acceleration programs with messaging and plays aligned to the buyer journey for in-flight opportunities - Identify gaps in buying committee coverage and orchestrate targeted multi-channel engagement—including BD outreach—to advance opportunities - Support late-stage differentiation using customer proof, analyst validation, and tailored content - Expand (Drive Growth in Existing Accounts) - Use first- and third-party intent data to identify expansion opportunities within the installed base; partner with Customer Success and Sales to build account plans for these accounts - Build ABM plays for cross-sell and upsell aligned to product adoption and account maturity - Support strategic account penetration (new divisions, programs, geographies) - Pipeline Ownership - Own program-level pipeline target for ABM - Track and report: - Pipeline Influenced - Account engagement progression - Contribution to closed-won revenue - Monitor dashboards regularly and lead program reviews to surface performance insights and drive optimization - Own account targeting, prioritization, and ABM budget allocation using market research and revenue potential modeling, directing Sales and BD on which accounts to pursue, where to focus, and how to engage. - Continuously optimize account selection, coverage, and investment based on pipeline yield - Cross-Functional Alignment - Business Development: Co-develop and execute account plans. Integrate BD outreach into ABM plays as a core channel; align on sequencing, messaging, and target account coverage - Sales: Align ABM programs to active deals and territory strategy - Product Marketing: Ensure vertical relevance and differentiation - Marketing Ops: Ensure attribution, measurement, and reporting integrity Qualifications - 7–10+ years in B2B marketing, with direct ABM ownership in enterprise environments - Proven strategist who can also execute directly; comfortable operating without a large team - Proven ability to drive pipeline in high-ACV, long sales cycle motions - Experience partnering closely with Sales/BD on named account strategy - Strong understanding of buying groups, buying journeys, and multi-threaded deal execution - Hands-on experience with: - Salesforce - HubSpot - Demandbase - WordPress - ABM/intent platforms (e.g., Demandbase, 6sense, Bombora) and data enrichment tools (e.g., ZoomInfo) - Experience in Aerospace & Defense or complex manufacturing preferred

• Managing assigned control accounts and supporting program execution through planning, budgeting, forecasting, and performance analysis. • Developing and maintaining Earned Value Management (EVM) processes, metrics, and reporting across assigned programs. • Tracking and analyzing program performance metrics, including ETC, EAC, CPI, SPI, variance analysis, and corrective action plans. • Maintaining parallel program tracking systems and databases, performing aggregate analysis across multiple data sources to ensure alignment, reporting accuracy, and actionable program insights. • Partnering with subcontractor-led Control Account Managers (CAMs) and external stakeholders to support the collection, validation, integration, and reporting of program performance data, ensuring alignment with contract requirements and EVMS processes. • Supporting the development and maintenance of Integrated Master Schedules (IMS), resource planning, and baseline management activities, including participation in Integrated Baseline Reviews (IBRs), Joint Surveillance Reviews (JSRs), and DCMA compliance audits, as applicable. • Partnering with Program Managers and Engineering teams to identify risks, opportunities, and performance trends, while supporting and maintaining a comprehensive Risk, Issue, and Opportunity (RIO) management process. • Preparing and presenting program status reports, financial analyses, and executive-level briefings. • Cross-collaborating among teams to ensure alignment between program execution and contractual requirements, including coordination across multiple networks, systems, and classification environments when required. • Assisting with proposal efforts, basis of estimate development, and program startup planning activities when needed. • Continuously improving program controls, reporting processes, and operational efficiencies across the organization.

• Drive expansion sales growth as well as account health and strong retention in your dedicated territory book of business. • Conduct tailored account reviews to understand client needs and align our software as the best fit solution to their operations. • You rely heavily on product usage reporting and account behavior to identify areas of both growth and risk in your accounts. • Manage a pipeline of opportunities using a consultative sales approach from initial contact through contract close. • Collaborate closely with Marketing, Product, Support and Customer Success teams to ensure an effective customer journey. • Meet and exceed monthly and quarterly revenue and retention targets and KPIs. • Keep CRM (e.g. HubSpot) updated with accurate opportunity details and client interactions. • Stay up to date on product enhancements, industry trends, and competitor activity.

• Serve as the central hub for partnership communications, ensuring timely follow-up with creators, athletes, experts, agencies, and brand partners • Coordinate campaign timelines, distribute creative briefs, collect deliverables, and manage approval workflows • Manage partnership contracts, signature collection, document organization, and record keeping • Maintain accurate partnership databases, trackers, CRM systems, and reporting dashboards • Track campaign performance, partnership activity, and operational KPIs to support leadership reporting • Organize partnership assets, communication history, documentation, and campaign records to ensure information is always current and accessible • Identify opportunities to improve systems, workflows, and operational processes as the partnerships program continues to scale