ABM Lead

Job description

ABM LEAD Harper is an AI-native commercial insurance company in San Francisco. We're not bolting AI onto insurance — we're rebuilding the entire business as software, on a simple bet: turning expert human judgment into compute is one of the largest transitions left to make, and a trillion-dollar industry still run 90% by hand is the place to prove it. We've grown ~100x in the last year and we move at that speed — on-site, in person, long days, very high standards. Almost no one joins Harper for insurance; they join to build the company that replaces how it works. THE ROLE Insurance needs don't appear at random. A restaurant that expands, a contractor who hires their first employee, a retailer who signs a new lease — these are triggers, and they're predictable. You build the system that identifies them, maps them to the right industries, and puts Harper in front of the right businesses at exactly the right moment. This is ABM as a growth engine: vertical by vertical, account by account, trigger by trigger. You're an ABM strategist who moves from whiteboard to execution without losing fidelity — identifying target accounts, building the multi-touch programs that reach them, and measuring the results honestly. You know that in commercial insurance context is everything: a campaign that lands for a restaurateur falls flat for a tech startup. You report to the Head of Marketing, partner closely with the sales and growth teams, and own Harper's account-based motion from targeting through conversion. Winning in 6–12 months looks like a systematic ABM motion across multiple verticals, a data-driven targeting playbook, and pipeline you can point to. WHAT YOU'LL DO - Build the ABM strategy. Design and run industry-specific programs that systematically identify and engage high-fit target accounts across key verticals. - Own targeting and data. Develop the process for identifying accounts — firmographic, behavioral, and trigger-based signals that indicate insurance need. - Run multi-channel campaigns. Orchestrate outreach across email, paid, content, and direct channels to reach accounts at the right moment with the right message. - Partner with sales. Work hand-in-hand with producers and SDRs to align targeting, sequencing, and messaging — and keep account intelligence flowing both ways. - Develop vertical playbooks. Build industry-specific campaign frameworks that scale and adapt as Harper expands into new verticals. - Measure and iterate. Track performance against pipeline and revenue outcomes — not just engagement metrics. WHO YOU ARE - You've built ABM programs at the 1:few and 1:many levels and know when each is the right tool. - You think in triggers — you can spot the moments that predict insurance need and build campaigns around them. - You've sourced and curated target account lists using real data, not just job titles pulled from a contact database. - You've worked closely with a sales team and know how to keep marketing and sales aligned on account strategy. - You can build a vertical playbook without starting from scratch every time. - You move fast in ambiguous environments and don't need the full picture to start making progress. - You're based in San Francisco or willing to relocate. THE REALITY — READ THIS BEFORE YOU APPLY This is a pipeline seat, measured in pipeline and revenue — not impressions, engagement, or account "touches." It's on-site in San Francisco, in person, long days, high standards. You own targeting end-to-end, which means when a vertical isn't producing, that's yours to diagnose and fix — the data, the trigger logic, the messaging, or the sales handoff. The motion only works if marketing and sales stay locked together, so the job is as much operational coordination and data judgment as it is campaign craft. This is explicitly not a brand or content role, and it isn't a place to run plays someone else designed. Almost no one takes it for insurance — they take it because building the account-based engine for a company growing ~100x, across verticals no one has cracked this way, is a rare seat. If being measured on pipeline is the appeal, apply. If it's a deterrent, it won't get easier here. COMPENSATION & LOGISTICS - Salary: $150,000–$190,000, plus performance bonus and equity. - Location: On-site, San Francisco. Based here or willing to relocate. - Schedule: Monday–Friday, long days, in the building with the team. BENEFITS - Uber commuter benefits - Meals provided — breakfast, lunch, and dinner - Snacks, drinks, and coffee stocked daily - Free gym membership - Health, dental, and vision insurance REQUIREMENTS - 5+ years of ABM, demand generation, or B2B marketing experience, with direct ownership of pipeline outcomes - Hands-on experience running ABM campaigns across at least two channels (paid, email, direct mail, events, or comparable) - Proven ability to build target account lists and segment them by industry, trigger, or buying stage - Experience collaborating directly with a sales or producer team on account strategy and outreach sequencing - Strong analytical skills — able to evaluate ABM performance at the account and cohort level and make data-informed decisions - Excellent project management skills — able to run multiple vertical programs simultaneously - This is not a brand or content role NICE TO HAVE - Experience in commercial insurance, benefits, or another industry with complex, trigger-driven buying behavior - Familiarity with intent data platforms (6sense, Bombora, Demandbase, or comparable) - Background building ABM programs targeting SMB owners or founders - Experience developing vertical-specific messaging frameworks or personas - Working knowledge of CRM and marketing automation tools (HubSpot, Salesforce, or comparable) PROCESS - People screen — fit and alignment - Lead screen — skills and judgment - Super day — how you operate in real time TO APPLY Send your resume and one vertical or account segment you targeted — how you approached it, and what it produced.