Account-Based Marketing Specialist (REMOTE OK)
The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse. Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud. With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput. Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, Spain, India, and Argentina. Arkose Labs protects enterprises from cybercrime and abuse.
Position Overview
The ABM Specialist/Manager will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our Ideal Customer Profile (ICP). This role requires a strategic thinker who can align marketing and sales efforts to penetrate and expand target accounts through personalized, multi-touch campaigns.
Key Responsibilities
ABM Strategy Development
Required
At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.
Why do top tech professionals choose Arkose Labs?
The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snapchat, and Zilch.
We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education.
We Value
The anticipated salary range for this position is $100,000.00 to $150,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.
Position Overview
The ABM Specialist/Manager will lead the development and execution of our account-based marketing strategy, creating high-quality pipeline within our Ideal Customer Profile (ICP). This role requires a strategic thinker who can align marketing and sales efforts to penetrate and expand target accounts through personalized, multi-touch campaigns.
Key Responsibilities
ABM Strategy Development
- Design and implement comprehensive ABM strategy aligned with company revenue goals and ICP criteria
- Define target account selection criteria and segmentation framework
- Develop account tiering structure (1:1, 1:few, 1:many) and appropriate engagement strategies for each tier
- Create ABM playbooks and best practices documentation
- In coordination with digital marketing, field marketing, and brand marketing functions, build and execute personalized, multi-channel campaigns for target accounts including email, direct mail, paid advertising, events, and content syndication
- Develop account-specific value propositions and messaging frameworks
- Coordinate intent data monitoring and trigger-based outreach programs
- Design and manage account-based advertising campaigns across LinkedIn, display networks, and other platforms
- Partner closely with sales leadership and account executives to prioritize target accounts
- Establish clear processes for account handoffs, lead routing, and opportunity tracking
- Facilitate regular account planning sessions between marketing and sales teams
- Create shared account intelligence repositories and communication protocols
- Develop sales enablement materials specific to ABM initiatives
- Work with demand generation, content marketing, and field marketing teams to create cohesive account experiences
- Collaborate with sales development reps (SDRs) on account research and outreach sequences
- Partner with customer success on expansion ABM strategies for existing accounts
- Coordinate with product marketing on account-specific use cases and ROI stories
- Implement ABM-specific metrics and reporting dashboards (account engagement scores, pipeline velocity, win rates)
- Track campaign performance at the account level and optimize based on insights
- Conduct regular program reviews and present results to leadership
- Monitor account progression through buying stages and identify acceleration opportunities
- Calculate and report on ABM ROI and contribution to revenue targets
Required
- 6+ years of experience in B2B marketing with at least 3 years focused on account-based marketing
- Demonstrated success driving pipeline and revenue through ABM programs
- Strong understanding of B2B buying cycles and complex sale processes
- Experience with ABM platforms (6sense, Demandbase, Terminus, RollWorks, etc.)
- Proficiency with CRM systems (Salesforce preferred) and marketing automation platforms
- Excellent analytical skills with ability to translate data into actionable insights
- Strong communication and presentation skills for executive-level audiences
- Proven ability to build relationships and influence cross-functional stakeholders
- Experience in SaaS, enterprise software, or technology sectors
- Background in sales or sales operations
- Knowledge of intent data providers and account intelligence tools
- Experience with paid advertising platforms (LinkedIn Campaign Manager, Google Ads)
- Familiarity with sales engagement platforms (Outreach, SalesLoft, etc.)
- Project management certification or formal training
At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.
Why do top tech professionals choose Arkose Labs?
- Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.
- Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.
- Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.
- Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.
The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snapchat, and Zilch.
We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education.
We Value
- People: 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 another
- Customer Focus. We empathize with our customers and obsess about solving their problems
- Execution with precision, professionalism and urgency
- Security. It’s the lens through which we implement our processes, procedures, and programs
- Competitive salary + Equity
- 401k plan
- Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
- Flexible PTO
- Life insurance coverage
- Short and Long Term Disability Insurance paid by the company
- Generous nationwide parental leave policy
- Amazing discounts program
- Wellbeing package including mental health and gym discounts
- Flexible working hours to support personal well-being and mental health
- Employee Assistance Program
The anticipated salary range for this position is $100,000.00 to $150,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.