Growth, ABM

Job description

ABOUT CLAY Our mission is to help organizations turn any growth idea into reality. We see growth as a creative practice, not a formula. Finding and reaching your best-fit customers takes unique ideas and constant iteration. As AI makes execution faster and tactics easier to copy, creativity is the only lasting advantage. We're already helping thousands of customers https://clayrun.notion.site/Wall-of-Love-b243f2b67607438b9fad99341e6b8d47 — including Anthropic, Notion, Google, and Ramp — go to market with unique data, signals, and AI research. In 2025, we raised a $100M Series C https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.htmlbacked by world-class investors including Sequoia, CapitalG, and First Round — and crossed $100M in revenue. In 2026, we announced our second employee tender offer https://www.nytimes.com/2026/01/28/business/dealbook/clay-start-up-tender-offers.html in 9 months at a new $5B valuation. We also launched a community equity round https://www.clay.com/blog/community-equity-offering, for our customers, agency partners, and club members. Some things to know about us: - Our community http://community.clay.com includes 11,000+ customers, 150+ integration partners, 125+ agencies, 50+ Clay clubs https://luma.com/claylive, and 30k members on Slack. - Our culture https://nextplayso.substack.com/p/spotlight-clay is unique inside and outside of work. Our team members are also DJs, activists, writers, clowns, marathoners, skydivers, psychedelic therapists, social workers, and more. - All employees can work for free with world-class coaches who specialize in creativity, management, and more. - Our operating principles — including negative maintenance and non-attached action — guide our work. Read more about them here https://cdn.prod.website-files.com/61477f2c24a826836f969afe/685d83a71452245cc1129791_4d770abfd83e276ec15315a2e06945bd_Clay2025_OperatingPrinciples.pdf. - Read about us in the NYT https://www.nytimes.com/2025/08/05/business/dealbook/clay-ai-marketing-fundraise.html, Forbes http://google.com/search?q=forbes+clay&rlz=1C5OZZY_enUS1155US1155&oq=forbes+clay&gs_lcrp=EgZjaHJvbWUyBggAEEUYOTIHCAEQABiABDIHCAIQABiABDIHCAMQABiABDIHCAQQABiABDIHCAUQABiABDIHCAYQABiABDIHCAcQABiABDIHCAgQABiABDIHCAkQABiABNIBBzkzM2owajSoAgOwAgHxBVAe8UAxJx_p&sourceid=chrome&ie=UTF-8, First Round Review https://review.firstround.com/podcast/inside-clays-unconventional-path-to-1-25b/, and more https://www.clay.com/press. Hear from our employees directly on our Glassdoor https://www.glassdoor.com/Overview/Working-at-Clay-EI_IE9850794.11,15.htm page! GROWTH, ABM @ CLAY We're hiring someone to build and run Clay's account-based motion for the enterprise segment: highly targeted, bespoke programs that help our sales and marketing teams break into and win our most important accounts. This is a high-touch, high-judgment role focused on a tight list of Tier 1 target accounts: roughly 1,000 a quarter, around 20 per sales rep. You'll own the bespoke programs built specifically for these accounts, from first-party events to strategic outbound to investor introductions. The high-velocity, always-on growth motions sit with other owners; you own the tailored campaigns that win the accounts that matter most. You'll work shoulder-to-shoulder with enterprise sales, strategic SDRs, and our ecosystem/field marketing and ops teams, and you'll share the sales team's number on the accounts you go after. If you like sitting at the intersection of marketing and sales, thrive in ambiguity, and want to win the accounts that matter most, this is the role. WHAT YOU'LL DO Set the strategy and ROI behind first-party programs - Own the strategy behind Clay-hosted events and workshops (executive dinners, Tier 1 gatherings, ecosystem and education workshops): why we run them, how, when, and which accounts they target. The field marketing team owns the experience and execution; you own the account-based logic that makes them pay off. - Make sure these programs monetize: own who gets invited and the right mix of net-new accounts, open opps, and current customers in the room. - Build the follow-up engine with SDRs and sales so every program converts: who to reach out to, what to say, and how. - Measure each program as a blend of net-new deal creation, deal acceleration, and customer upsell, using an ROI framework built with Ops. Drive strategic outbound into Tier 1 accounts - Partner with the strategic SDRs tied to your account executives to unlock Tier 1 accounts. - Build the plays end-to-end (for example, "PG Tuesday" efforts): the account list, the script, and the offer to go against, which might be one of your events or something else entirely. - Stay flexible: if a play surfaces revenue outside the named list, chase it and update the list. More revenue beats revenue only on the selected accounts. Unlock and accelerate deals through investor introductions - Use warm introductions from our investors (Sequoia, Meritech, Sapphire, CapitalG, and others) to multithread, unlock, and accelerate large Tier 1 deals. - Find who should introduce whom, and turn intros into revenue. Own the number, with tight enablement and smart automation - Carry a penetration and revenue goal on your Tier 1 list, shared with the enterprise sales team and measured in touchpoints, meetings, opportunities, and revenue. - Work in lockstep with the sales org (GTMEs, GS, strategic SDRs) so follow-up is consistent and prompt, and make it easy for reps to bring their customers and open opps into your programs. - Decide where automation helps and where it hurts: keep human-in-the-loop on high-stakes, account-specific work, while partnering with Ops and Eng to strip out low-value steps like list building. WHAT YOU'LL BRING - ABM or field marketing operator. You've run account-based or field programs against enterprise accounts and can point to the pipeline and revenue you drove, not just the events you ran. - Deep GTM fluency. You speak the language of sales, SDRs, and revops, and you know how to make a sales team want to work with you. Good enablement beats good ideas. - Comfort with ambiguity and strong judgment. These channels aren't black and white. You know a net-new-only event is a suicide mission, and you make smart calls on what to prioritize. - Builder DNA. You create structure where none exists, design repeatable plays, and get energy from going 0 → 1. - A relationship-builder's instinct. You earn trust with both the Clay sales org and our investors, and turn those relationships into revenue. - Bias to results. You think in touchpoints, meetings, opportunities, and revenue, and you're comfortable owning a number alongside the sales team. - Passion for Clay. You're excited to use Clay to build the plays, and to evangelize the product as if it were your own. NICE TO HAVE - Experience with ABM tooling and the modern GTM stack (Clay, Salesforce, outbound platforms). - Enterprise field or event marketing experience in B2B SaaS. - A network you can activate for warm introductions into target accounts.