Principal Field Operations, ABX

We're looking for a Principal Marketing Operations to architect and run the operational engine behind Sanity's account-based growth (ABX) program. This is a role for someone with director+ level experience who would love to build our ABX account to opportunity systems from scratch. A builder that will hire and develop a team over time. You'll design the martech architecture and the account-to-opportunity process that takes an account from first intent signal to opportunity, then run it and scale it. At [](http://Sanity.io), we’re building the future of AI-powered Content Operations. Our AI Content Operating System gives teams the freedom to model, create, and automate content the way their business works, accelerating digital development and supercharging content operations efficiency. Companies like **SKIMS**, **Figma**, **Riot Games**, **Anthropic**, **COMPLEX**, **Nordstrom**, and **Morningbrew** are using Sanity to power and automate their content operations. Reporting to the CMO, you'll own the marketing technology stack and the full account journey model: how we select accounts, detect intent, orchestrate engagement across marketing and SDRs, and hand off to sales with full context. Most of this doesn't exist yet in its target state. You'll define it, build it, prove it works, and then make it run without you in the loop. Along with this you would own the rest of the marketing stack. ## **What you would do:** - **Architect the ABX account-to-opportunity engine** - Design and own the end-to-end account journey: (TAL) account selection with sales, tiering, intent detection, scoring, engagement orchestration, SDR activation, and opportunity handoff, with clear stage definitions, SLAs, and owners at every step - Build the account scoring model that combines firmographic, technographic, intent, and product usage signals into a single view of account readiness, and iterate on it against actual conversion data - Define the operating cadence with ABX program, SDRs, and sales: which accounts are in play, what plays are running, what's converting, and what changes next - **Own the martech stack** - Own the marketing technology architecture end to end: MarkOps, the Salesforce sync, Leandata routing, Common Room, intent data providers, enrichment tools, and ABM platforms, including build-vs-buy decisions and vendor consolidation - Own the Automation platform: programs, templates, smart campaigns, tokens, governance, and hygiene - Build AI-powered automation into the stack so account research, personalization, and campaign execution scale beyond manual builds - Define and maintain other critical applications part of marketing ongoing operations - **Pipeline data, measurement, and funnel operations** - Co-own the pipeline generation target with demand gen, SDRs, and sales, with the operational infrastructure to hit monthly, quarterly, and annual goals - Model the full-funnel account journey from awareness to closed-won; define conversion benchmarks at the account level, identify gaps, and drive data-backed changes to the GTM motion - Own marketing data quality (deduplication, normalization, enrichment, decay management) and the campaign-to-opportunity attribution framework, including campaign member statuses, UTM governance, and CRM campaign structure - Partner with the data team on account-level pipeline and funnel reporting that leadership actually uses to make decisions ## **About you:** - Based in: North America (remote) - 10+ years in marketing operations, revenue operations, or GTM operations at B2B SaaS companies, including time as a Director, Head of, or equivalent senior owner of the function - You've built an account-based motion before: the systems, the scoring, the routing, the handoffs, not just administered one someone else designed - Deep hands-on expertise in Automation tools (Marketo or similar) and Salesforce; you can architect the solution and build it yourself - Strong command of the B2B buyer journey, ABM/ABX strategy, intent data platforms, and lifecycle management including account and lead stage definitions - Proven experience partnering with SDR and sales teams on account routing, handoff SLAs, and funnel optimization - Data-fluent: you know which questions to ask, how to frame analytical briefs, and how to partner with a data team to get answers - Track record of evaluating, integrating, and consolidating a martech stack, and a demonstrated interest in applying AI to automate and scale marketing programs - You want IC scope with executive-level ownership: comfortable presenting the ABX operating model to leadership one day and debugging a smart campaign the next ## **What we can offer:** - A highly-skilled, inspiring, and supportive team - Positive, flexible, and trust-based work environment that encourages long-term professional and personal growth - A global, multi-culturally diverse group of colleagues and customers - Comprehensive health plans and perks - A healthy work-life balance that accommodates individual and family needs - Competitive stock options program and location-based salary ## **Who we are:** [](http://Sanity.io) is a modern, flexible content operating system that replaces rigid legacy content management systems. One of our big differentiators is treating content as data so that it can be stored in a single source of truth, but seamlessly adapted and personalized for any channel without extra effort. Forward-thinking companies choose Sanity because they can create tailored content authoring experiences, customized workflows, and content models that reflect their business. Sanity recently raised an $85m Series C led by GP Bullhound and is also backed by leading investors like ICONIQ Growth, Threshold Ventures, Heavybit and Shopify, as well as founders of companies like Vercel, WPEngine, Twitter, Mux, Netlify and Heroku. This funding round has put Sanity in a strong position for accelerated growth in the coming years. You can only build a great company with a great culture. Sanity is a 200+ person company with highly committed and ambitious people. We are **pioneers**, we **exist for our customers**, we are **hel ved**, and we **love type two fun**! [Read more about our values here!](https://www.sanity.io/blog/our-sanity-values) [**](http://Sanity.io) *pledges to be an organization that reflects the globally diverse audience that our product serves. We believe that in addition to hiring the best talent, a diversity of perspectives, ideas, and cultures leads to the creation of better products and services. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, or gender identity.*