B2B ABM Manager

Job description

ABOUT LUMEN ENERGY Lumen Energy is the modern solar broker for the nation's largest commercial real estate owners. We partner with leading owners to turn underutilized rooftops into profitable solar revenue — delivering investment-grade analysis powered by our proprietary Lux Engine, securing transparent competition among top developers, and providing white-glove service throughout. Owners unlock predictable ancillary income, advance sustainability and resiliency goals, and scale solar across their portfolios without distraction from their core business. We work with leading institutional CRE customers including Nuveen, KKR, and J.P. Morgan Asset Management, and we're backed by Lowercarbon Capital and Designer Fund. The team comes from Stripe, Google X, Arcadia, and Siemens, united by a mission to power the built world with profitable clean energy. THE ROLE We're looking for a B2B ABM Manager to own top-of-funnel: turn institutional CRE owner prospects in our target markets into booked meetings and engaged pipeline. Marketing operator first, manager second — build the playbook, run the plays, measure everything, then scale what's working. You'll be the resident expert on our Ideal Customer Profile (ICP) — institutional commercial real estate owners — and the person accountable for filling the pipeline with qualified opportunities. You'll own the full funnel from first cold touch to qualified meeting, working closely with Sales to ensure alignment and impact. WHAT YOU'LL OWN - A quarterly target for qualified meetings booked and pipeline sourced into ICP accounts. - Lumen's outbound engine, end-to-end, across multiple channels — list building, sequencing, copy, send, iterate. Cold calling included: define the scripts, make calls yourself, and set up AEs to make them as well. - The campaign calendar — briefs, creative, audience targeting, launch, optimization, post-mortems. - Account-Based Marketing programs for tier-1 institutional prospects — multi-channel, multi-touch, measurably tied to pipeline. - The marketing tech stack — HubSpot ownership for campaign execution, lead scoring, attribution, and pipeline reporting; sequencer, enrichment, intent data, and ABM tooling. - AI-assisted SDR (AISDR) programs — execute and optimize for scalable outreach where it can extend the team's reach without diluting message quality. - The measurement stack — channel ROI, cost per meeting, cost per opportunity, conversion rates by stage and segment. A weekly scorecard everyone reads. WHERE YOU'LL BE A CRITICAL COLLABORATOR With Sales (Ops and AEs): Run tight feedback loops on outbound campaigns, lead routing, handoff SLAs, meeting quality scoring, and message-market fit signal. Translate market insights and campaign learnings into actionable sales intelligence. Partner on sales enablement materials — marketing owns the artifact; you bring the messaging and the data. With Marketing leadership: Plan and execute multi-channel top-funnel programs across outbound email, LinkedIn, paid search and social, events and conferences, webinars, partnerships, content syndication, and ABM. Test relentlessly — new channels, new lists, new ICP cuts, new offers. Manage outside vendors, agencies, and contractors; bring work in-house when it's cheaper or better. Partner on positioning, ICP definition, and territory strategy as the funnel teaches us what resonates. WHO YOU ARE - ~5–7 years in B2B growth, lead gen, GTM, ABM, or sales development — with a steep trajectory and a track record of doing more each year. - Marketing operator first: you write the email, build the list, set up the sequence, run the ads, pull the report. Manager second: you can hire, brief, and direct help once volume demands it. - Comfortable selling to sophisticated institutional buyers — long sales cycles, multiple stakeholders, complex products. CRE, climate tech, proptech, financial services, or B2B SaaS backgrounds are most relevant. - Numbers-native: lives in a dashboard, makes decisions from data, can build the dashboard if it doesn't exist. - Expert-level proficiency with HubSpot or a comparable marketing automation platform; familiarity with AI-powered SDR tools and modern outbound stacks. - Strong written instinct — outbound copy, ad copy, landing pages, sales enablement. - High agency: figures out what to do when no one tells you, ships before it's perfect, owns outcomes. - Scrappy with a budget; rigorous with attribution. NICE TO HAVE - Deep knowledge of commercial real estate, particularly institutional owners and operators. - Experience standing up an ABM program from scratch in an early-stage or high-growth environment. - Background in cold calling and outbound sales development as well as marketing. - Working knowledge of Hubspot, data enrichment tools, and attribution platforms. COMPENSATION & BENEFITS Salary Range: $110,000 - $145,000 base salary; variable performance-based bonus Final compensation will be determined based on experience, skills, and geographic location Benefits include: - Comprehensive health, dental, and vision insurance - 401(k) plan - Flexible PTO - Remote work flexibility - Professional development budget - Equipment and home office stipend - Mission-driven work accelerating the clean energy transition HOW TO APPLY Send a resume and a brief note about why you're excited about this role. We're especially interested in: - An ABM or demand-gen program you've built from scratch and the pipeline impact it produced - Your experience with commercial real estate or a similarly complex B2B sale - A campaign you ran that moved the needle, and what you learned from one that didn't - How you think about marketing technology and the right level of investment for the stage Lumen Energy is an equal opportunity employer. We celebrate diverse perspectives and are committed to building an inclusive workplace. US work authorization required. We are unable to sponsor H1B visas at this time.