Account Based Marketing (ABM) Manager

Job description

ONWARDS TOGETHER! Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running. Location: 4 on-site days a week in Sunnyvale, CA Headquarters. OUR TEAM'S VISION: Our Marketing team illuminates and evolves the global brand, driving revenue and empowering future success for our Sales team. As a leader in Zero Trust Segmentation, we are dedicated to helping organizations prevent cyberattacks and mitigate the impact of ransomware. Renowned for our innovative solutions and collaborative spirit, we foster an inclusive environment within Marketing and across the company. Join one of the industry's most creative and dynamic teams, where you'll discover opportunities to excel, be empowered to set ambitious goals and define your path to success! We are looking for a senior Marketing Program Manager to drive strategic growth and enterprise adoption of Illumio Segmentation. In this role, you will lead high-impact Account Based Marketing (ABM) programs and orchestrate sophisticated, cross-functional demand generation motions that span enterprise accounts, product-led growth, and field sales alignment. You will operate as a senior individual contributor — setting strategic direction, mentoring peers, and owning outcomes end-to-end. YOUR IMPACT: Account Based Marketing - Own the end-to-end strategy and execution of ABM programs targeting high-value enterprise accounts for Illumio Segmentation, driving pipeline from first touch through close. - Build and manage tiered ABM programs (1:1, 1:few, 1:many) across named accounts in financial services, healthcare, and critical infrastructure verticals. - Partner with Sales, SDRs, and Revenue Operations to align on target account lists, account scoring, and coordinated outreach cadences. - Develop personalized, account-specific content and campaign plays in collaboration with Product Marketing, including executive briefs, segmentation value assessments, and ROI models. - Orchestrate multi-channel ABM activation across digital advertising, events, direct mail, and executive engagement programs. Demand Generation & Program Leadership - Lead planning, execution, and optimization of integrated demand generation campaigns that drive prospect acquisition, pipeline acceleration, and expansion within the Illumio Segmentation customer base. - Operate as a senior strategic voice in cross-functional planning, setting program priorities and influencing GTM direction in collaboration with Product, PMM, and Sales leadership. - Design and operationalize blended GTM motions that integrate ABM, product-led signals, and field sales efforts into cohesive campaign plays. - Manage full-funnel performance measurement, adjusting investment and execution to hit pipeline and revenue targets. - Oversee budgets, vendor relationships, and agency partnerships with a focus on program efficiency and demonstrable ROI. - Analyze omni-channel performance across digital, ABM platforms, events, and sales-assisted channels to surface optimization opportunities. - Champion a rigorous test-and-learn culture — running structured experiments on messaging, audience segmentation, and channel mix for Illumio Segmentation campaigns. - Provide executive-level reporting on program performance, insights, and strategic recommendations, including quarterly business reviews. - Mentor junior team members and contribute to team playbooks, process improvements, and capability building. Who You Are - Strategic operator who thinks in systems — you understand how ABM, product signals, sales coverage, and brand intersect to drive enterprise pipeline. - Highly collaborative with the credibility to influence cross-functional leaders in Product, Sales, and Marketing without formal authority. - Data-driven with the business acumen to translate full-funnel metrics into executive narratives and program pivots. - Comfortable owning ambiguous, high-stakes programs in a fast-paced, high-growth environment. - Disciplined project manager who holds cross-functional teams accountable while keeping programs on track and on budget. YOUR TOOLKIT: - 10+ years of experience in ABM, demand generation, growth marketing, or GTM program management in B2B SaaS or cybersecurity. - Deep expertise in Account Based Marketing strategy and execution — including ABM platform management (e.g., Demandbase, 6sense, Terminus) and sales-marketing alignment frameworks. - Proven track record managing complex, multi-quarter programs that span technical, product, and go-to-market workstreams at an enterprise scale. - Strong understanding of the cybersecurity buyer journey, particularly in network security, Zero Trust, or segmentation solution categories. - Demonstrated ability to partner effectively with senior stakeholders across Product, PMM, Sales, and Revenue Operations. - Proficiency with marketing automation platforms (Marketo, HubSpot), CRM (Salesforce), and analytics tooling (Tableau, Looker, or equivalent). - Exceptional written and verbal communication skills — able to tailor messaging for technical buyers, economic buyers, and internal executive audiences. BONUS POINTS: - Direct experience marketing cybersecurity, microsegmentation, or Zero Trust security solutions. - Familiarity with Illumio's platform and the enterprise firewall/segmentation competitive landscape. - Experience running executive engagement programs (EBCs, roundtables, C-suite dinners) as part of ABM plays. - Background building or scaling an ABM function from the ground up in a growth-stage or enterprise SaaS company. #LI-OM1 #LI-ONSITE Our Commitment Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions creates a culture of belonging, drives our future, and makes us stronger together in support of our customers and their success. All official job offers from our company are extended directly by our recruitment team and will be sent through an official E-Signature document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Illumio will consider for employment qualified applicants with arrest and conviction records.