Manager, B2B ABM & Revenue Technology | 6sense

This role leads the strategy, governance, and activation of an account-based marketing ecosystem designed to drive measurable pipeline and revenue impact. Serving as the strategic owner of the ABM intelligence and orchestration layer, this position ensures that predictive account insights, buyer-stage signals, and engagement data are translated into prioritized, revenue-generating action across Marketing and Sales. Core Responsibilities

ABM Intelligence Platform Ownership and Governance

• Own end-to-end strategy, configuration, governance, and optimization of the account intelligence and predictive analytics capability
• Ensure data integrity, signal accuracy, buying-group alignment, and standardized usage across Marketing, Sales, and Revenue Operations
• Define and maintain account qualification frameworks including MQAs, buying group readiness, and stage progression models
• Establish governance for predictive scoring, segmentation logic, orchestration triggers, and activation thresholds
• Partner with Revenue Operations to align account data models and opportunity structures within CRM

Intent-to-Revenue Activation

• Operationalize third-party intent, engagement, and fit signals into prioritized sales and marketing plays
• Translate predictive insights into scalable workflows across marketing automation and CRM systems
• Align territory mapping, account prioritization, and SLA-based routing frameworks with Sales Operations
• Ensure seamless signal flow into downstream activation and orchestration platforms
• Continuously refine activation criteria and qualification thresholds based on performance data

Account-Based Orchestration Strategy

• Define account-based journey frameworks aligned to buying stages and account maturity
• Align predictive buying stages with lifecycle marketing programs and pipeline acceleration initiatives
• Develop standardized ABM playbooks for coordinated execution across Marketing and Sales
• Orchestrate engagement across email, web, sales outreach, events, and paid media channels
• Enable global teams with scalable activation models while maintaining centralized governance

Revenue Intelligence and Performance Measurement

• Establish standardized reporting on account engagement, MQAs, buying group coverage, and pipeline influence
• Ensure alignment between account intelligence insights and CRM opportunity data
• Deliver executive-level dashboards highlighting ABM impact on pipeline velocity, deal progression, and revenue contribution
• Partner with Analytics to support attribution models and performance measurement
• Drive continuous optimization of scoring, qualification, and activation frameworks

Cross-Functional Revenue Alignment

• Serve as the primary liaison between Marketing, Sales, Sales Operations, and Analytics for ABM strategy and revenue orchestration
• Drive adoption of intelligence-led selling motions supported by predictive analytics
• Develop governance standards, documentation, and enablement resources for consistent ABM execution
• Facilitate stakeholder alignment on KPIs, qualification standards, and activation workflows
• Focus on scalable systems, automation, and measurable revenue impact rather than campaign execution

• 7+ years of experience working with Marketing Platforms.
• 3+ years of experience in 6sense including predictive modeling, intent configuration, buying group management, MQA frameworks, and sales intelligence activation
• 5+ years of experience on Marketo for lifecycle automation, account-based nurture, and scoring alignment
• 3+ years of experience with Adobe B2B Journey Optimizer for cross-channel account journey orchestration

Preferred Skillsets

• Proficiency in Salesforce integration and Revenue Operations alignment
• Strong understanding of ABM measurement frameworks, pipeline attribution, and revenue analytics Manager, B2B ABM & Revenue Technology

401(k), Health insurance, Paid time off, Vision insurance, Dental insurance, Disability insurance, Paid holidays, Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below., Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here

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