Senior ABM Strategist

Location: Remote - Brazil

Department: Paid Advertising

***Proficiency in spoken and written English at an advanced level is required for this role.

A day in the life:

The Senior ABM Strategist leads B2B account-based marketing and go-to-market strategy across complex client accounts, with a strong emphasis on 6sense, Clay, audience strategy, account prioritization, and activation-ready planning. This role helps clients clarify who they should be targeting, why those audiences matter, how to prioritize them, and how to activate against them across marketing and sales. This person is both strategic and hands-on. One day, they may be leading a client through ICP, persona, buying committee, or target account recommendations. The next, they may be pressure-testing 6sense segment logic, advising on 6QA and buying stage strategy, building or QAing a TAL in Clay, or translating account insights into paid media, sales enablement, and campaign recommendations.

The Senior ABM Strategist is highly client-facing and must be comfortable turning ambiguous B2B challenges into clear plans, usable frameworks, activation-ready audiences, and confident next steps. They understand long sales cycles, buying committees, account-based motions, and the importance of aligning marketing, sales, RevOps, and client stakeholders around a shared GTM strategy.

Role Requirements:

• Lead B2B GTM and ABM strategy across ICP development, persona development, buying committee mapping, account prioritization, TAL development, campaign planning, and activation strategy.
• Own 6sense strategy across applicable clients, including segment creation, audience logic, buying stage interpretation, 6QA usage, account scoring, intent data, activation workflows, and reporting implications.
• Use Clay to support account enrichment, TAL development, manual verification, contact enrichment, segmentation, and account prioritization workflows.
• Translate client business goals, sales priorities, customer data, stakeholder interviews, market signals, and platform insights into clear GTM recommendations.
• Build and pressure-test ICPs, personas, TALs, account tiers, and campaign strategies to ensure they are commercially relevant, defensible, and actionable.
• Develop ABM strategies for strategic, enterprise, and named-account motions, including 1:1, 1:few, and 1:many account-based programs.
• Build account prioritization frameworks using firmographic, technographic, intent, engagement, sales, CRM, and revenue data.
• Identify gaps in client data, targeting logic, lifecycle stages, sales process, platform setup, or marketing activation that may limit GTM performance.
• Partner with Paid Media, Organic Search, Content, Lifecycle, Analytics, Creative, Client Services, and Sales teams to translate ABM strategy into integrated activation plans.
• Develop sales enablement recommendations, messaging themes, account plays, and buying committee insights to support GTM execution.
• Lead client-facing strategy conversations, including discovery calls, deliverable presentations, prioritization discussions, and performance readouts.
• Simplify complex B2B strategy, data, and tooling concepts into clear recommendations and next steps for clients and internal teams.
• Complete new business appraisals and support sales opportunities where B2B, ABM, 6sense, Clay, ICP, TAL, or GTM expertise is needed.
• Create repeatable internal processes for TAL builds, enrichment workflows, account scoring, 6sense audience logic, and ABM activation planning.
• Leverage AI technologies, the Nova ecosystem, and Power Digital workflows to improve research, strategy development, QA, execution, and reporting.

Key Performance Indicators (KPIs)

• Client Ownership: Independently own strategic workstreams across priority B2B clients within the first 60 to 90 days.
• Strategic Delivery Quality: Deliver client-ready ICP, persona, TAL, ABM, and GTM strategy outputs with minimal rework.
• Tool Proficiency: Demonstrate hands-on ability to build, QA, and advise on 6sense segment logic and Clay workflows within the first 60 days
• Revenue Impact: Support client retention, expansion, and new B2B strategy opportunities through high-quality delivery and strategic partnership.
• Client Retention Rate: 90%
• Support on 8-12 accounts
• Team Retention (of DRs if applicable): 90%

Most Important Things (MITs)

• Own complex B2B strategy and ABM workstreams with confidence and autonomy.
• Translate messy client inputs into clear, activation-ready GTM recommendations.
• Bring hands-on 6sense, Clay, and B2B data strategy experience to improve delivery quality and speed.
• Serve as a trusted client-facing strategist who can operate across both big-picture strategy and tactical execution.

Benefits & Perks:

• Base salary paid in USD + commission opportunities
• Unlimited Time Off available on day one
• Fully flex work environment: full-remote, in-office, or hybrid
• Healthcare stipend: $50/month to support your healthcare or insurance costs
• National Holidays + 2 Mental Health Recharge Days per year
• Unlimited opportunities for growth & leadership within a rapidly growing firm
• Ongoing employee development programs for personal and professional growth (Hedgehog and Vital 5s)
• Quarterly awards including prize money and recognition for outstanding performance
• Opportunities to be involved in company DEI initiatives