Head of ABM Campaigns, Americas
Posted on: August 7, 2022
At Cloudflare, we have our eyes set on an ambitious goal: to help
build a better Internet. Today the company runs one of the world's
largest networks that powers approximately 25 million Internet
properties, for customers ranging from individual bloggers to SMBs
to Fortune 500 companies. Cloudflare protects and accelerates any
Internet application online without adding hardware, installing
software, or changing a line of code. Internet properties powered
by Cloudflare all have web traffic routed through its intelligent
global network, which gets smarter with every request. As a result,
they see significant improvement in performance and a decrease in
spam and other attacks. Cloudflare was named to Entrepreneur
Magazine's Top Company Cultures list and ranked among the World's
Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for
curious and empathetic individuals who are committed to developing
themselves and learning new skills, and we are ready to help you do
that. We cannot complete our mission without building a diverse and
inclusive team. We hire the best people based on an evaluation of
their potential and support them throughout their time at
Cloudflare. Come join us!
About The Role
Cloudflare's Marketing Team is searching for a Head of
Account-based Marketing (ABM) Campaigns to develop and execute the
ABM strategy in Americas, primarily for the US Enterprise and US
MidMarket segments. This leader will also enable regional teams to
leverage campaign frameworks in Canada and Latin America. Americas
customers are our number one priority and we're invested in helping
them grow successfully with Cloudflare.
In this high impact role, you will put your creativity and
marketing prowess to work to develop, launch, manage and measure
highly targeted and customized 1:1 and 1:few ABM campaigns that
help account teams connect with stakeholders in meaningful ways,
increase engagement and breadth in the account, and contribute to
Successful candidates are well versed in full funnel campaign
management and a wide variety of online and offline tactics; have
experience with account personalization tactics; understand the
motivations of technical and executive stakeholders; and have a
successful track record of achieving Marketing Qualified Account
(MQA) KPIs and pipeline influence goals.
- Own and build the ABM strategy that deepens and broadens
relationships in target accounts. Define account tiering and
framework, and execute 1:1 and 1:few ABM campaigns accordingly that
drive target account engagement and contribute to quarterly and
annual influenced pipeline goals.
- Campaign development and strategy : Work closely with Americas
Regional Sales leaders and Field Marketing Managers to develop
account-focused demand generation and relationship-building
programs (campaigns and events); identify target
customers/personas, campaign objectives, assets, tactics and
execution channels. Leverage cross-functional team members in
Content Marketing and Product Marketing to develop messaging and
content appropriate for targeted personas. All strategies and
tactics intended to help Cloudflare grow its share in the target
segments and regions.
- Campaign Execution : Plan and lead the team to execute
campaigns utilizing a variety of channels (account-specific events,
paid social, email, direct mail, content syndication, events,
social/display advertising). Use tools and platforms (Marketo;
Contentful, Folloze, PFL, Reachdesk, etc.) to execute campaign
tactics to help progress leads through the customer journey. Manage
campaign launch and timeline, and facilitate data-driven
improvements. Orchestrate cross-functional engagement with account
teams and manage account audiences in DemandBase platform.
- Design and lead account-specific programs (campaign and events)
to help us connect with account stakeholders in meaningful ways.
Deliver memorable customer experiences where we can share
knowledge, best practices, and the value of Cloudflare solutions.
Foster pre and post-event effectiveness with customer
communications, sales communications, and internal feedback.
- Measurement / reporting : Analyze, report, and measure the full
impact of ABM campaigns in terms of stakeholder reach/engagement,
meetings booked, pipeline and revenue influenced. Utilize
Salesforce/Tableau reporting tools to evaluate campaign performance
and report ROI. Develop and manage budget and prioritization across
tactics/channels with a keen eye on ROI. Provide ongoing data and
insights reports on traction gained with key accounts to the
- Some travel required when it is safe to do so.
Your Experience Shows That You---
- Have started or scaled an ABM motion for at least 4 years at a
B2B SaaS company
- Have had at least 3 direct reports
- Have experience working with sales to help drive their
- Have experience running points on integrated campaigns from
start to finish
- Have incredible attention to detail.
- Possess seamless and precise communication and presentation
- Are results/data oriented and comfortable analyzing data. Huge
plus if well versed in Marketo, Salesforce and an ABM tool like
DemandBase or 6Sense
- Have great instinct for what great customer experience looks
like in different mediums
- Have experience developing 1:1 and 1:few ABM campaigns that
helped sales teams connect with enterprise account stakeholders in
- Have high competency in digital marketing trends, paid social
and best practices.
- Have proven track record meeting/exceeding lead generation and
pipeline influence targets.
- Have experience in B2B enterprise software/SaaS marketing and
partnering with sales teams to deliver results.
- Have exceptional project management skills and creativity
required for campaign development.
- Have the ability to work effectively in a fast-paced and
ever-changing environment with tight deadlines.
- BA/BS in Marketing, Business, or other related field.
- MBA, a huge plus
- 7-10 years experience developing and executing multi-channel
enterprise B2B solution campaigns and account-based marketing
campaigns. Success in meeting/exceeding MQL generation and
conversion targets (ideally in enterprise software, SaaS,
networking and/or cybersecurity segments).
- Demonstrable expertise building full funnel campaign tactics
and management, including the ability to understand the motivations
of technical buyers and executive stakeholders.
- Strong sense of teamwork, collaboration, and relationship
- An independent self -starter who enjoys working in a fast-paced
- Demonstrated understanding of ABM, demand generation, nurture
best practices, and campaign creation.
- Strong communication skills and ability to work with multiple
- Experience working in rapid growth SaaS companies and
- Knowledge about cybersecurity market and technologies
- Hands on experience with latest ABM platforms such as
- Skill to use BI tools, Salesforce, Marketo, Google Analytics
and other digital marketing tools
- Excellent project management and time management skills
What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company.
We're a highly ambitious, large-scale technology company with a
soul. Fundamental to our mission to help build a better Internet is
protecting the free and open Internet.
Project Galileo : We equip politically and artistically important
organizations and journalists with powerful tools to defend
themselves against attacks that would otherwise censor their work,
technology already used by Cloudflare's enterprise customers--at no
Athenian Project : We created Athenian Project to ensure that state
and local governments have the highest level of protection and
reliability for free, so that their constituents have access to
election information and voter registration.
Path Forward Partnership : Since 2016, we have partnered with Path
Forward, a nonprofit organization, to create 16-week positions for
mid-career professionals who want to get back to the workplace
after taking time off to care for a child, parent, or loved
220.127.116.11 : We released 18.104.22.168 to help fix the foundation of the
Internet by building a faster, more secure and privacy-centric
public DNS resolver. This is available publicly for everyone to use
- it is the first consumer-focused service Cloudflare has ever
released. Here's the deal - we don't store client IP addresses
never, ever. We will continue to abide by our privacy commitment
and ensure that no user data is sold to advertisers or used to
Sound like something you'd like to be a part of? We'd love to hear
This position may require access to information protected under
U.S. export control laws, including the U.S. Export Administration
Regulations. Please note that any offer of employment may be
conditioned on your authorization to receive software or technology
controlled under these U.S. export laws without sponsorship for an
Cloudflare is proud to be an equal opportunity employer. We are
committed to providing equal employment opportunity for all people
and place great value in both diversity and inclusiveness. All
qualified applicants will be considered for employment without
regard to their, or any other person's, perceived or actual race,
color, religion, sex, gender, gender identity, gender expression,
sexual orientation, national origin, ancestry, citizenship, age,
physical or mental disability, medical condition, family care
status, or any other basis protected by law. We are an
Cloudflare provides reasonable accommodations to qualified
individuals with disabilities. Please tell us if you require a
reasonable accommodation to apply for a job. Examples of reasonable
accommodations include, but are not limited to, changing the
application process, providing documents in an alternate format,
using a sign language interpreter, or using specialized equipment.
If you require a reasonable accommodation to apply for a job,
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