ABM Lead

Position Overview

• Location Type: [Not Specified]
• Job Type: Full time
• Salary: [Not Specified]

UserTesting is the leader in human insight, dedicated to helping organizations craft exceptional customer experiences through fast, actionable feedback. We empower teams to build the best products and experiences by embedding real human perspectives into every stage of the development process. Trusted by over 3,000 organizations worldwide, UserTesting helps companies eliminate guesswork, align stakeholders, and bring customer needs into sharp focus. Joining our team means being part of a passionate group focused on transforming how companies understand and connect with their customers.

The Team

UserTesting’s marketing team is a key driver of pipeline creation and acceleration through personalized, targeted marketing efforts. The ABM Lead will play a critical role in building and scaling a global center of excellence for Account-Based Marketing (ABM). This is a high-impact, cross-functional role that combines strategic leadership with hands-on execution, working closely with segment marketers, sales, digital, content, and global marketing teams to ensure ABM programs are effectively executed and optimized for pipeline impact.

Job Summary

As the ABM Lead, you will design and execute highly targeted ABM strategies aimed at driving engagement, pipeline growth, and revenue for key accounts. Your work will focus on creating personalized, multi-channel campaigns that align with sales and marketing objectives. This is an opportunity to build the ABM program from the ground up, creating best practices and prescribing how ABM is executed across the organization. It is a hands-on role where you will serve as the company’s ABM subject matter expert, working with segment marketers to ensure seamless execution while aligning digital marketing efforts to support personalized and highly targeted campaigns. You’ll also be responsible for defining and implementing the ABM tech stack, KPIs, reporting, and ensuring cross-functional collaboration to optimize ABM success.

Duties/Responsibilities

ABM Strategy & Execution

• Own and develop the ABM strategy, defining how 1:1 and 1:few ABM programs are structured, executed, and optimized to expand existing accounts and win new prospects.
• Partner with segment marketers to design and implement targeted campaigns for strategic and enterprise accounts.
• Lead the development of ABM playbooks and frameworks, ensuring a consistent and scalable approach to executing account-based programs.
• Work cross-functionally with paid media, digital events, content marketing, and field marketing to ensure alignment and integration of ABM efforts across channels.
• Define and optimize the ABM tech stack, KPIs, Marketing Operations processes, and team enablement needs.

Sales & Marketing Alignment

• Collaborate with sales teams to ensure consistent messaging and alignment on target accounts.
• Build and optimize sales enablement materials that empower sales teams to drive account progression.
• Track and report on ABM performance, measuring engagement, pipeline creation, deal velocity, and revenue impact.
• Ensure that ABM efforts are integrated with broader sales strategies, delivering measurable results at each stage of the funnel.

Account Engagement & Campaign Activation

• Orchestrate ABM campaign execution across digital and off-line channels, ensuring a seamless experience for target accounts.
• Partner with segment marketers to orchestrate account-specific events, webinars, and virtual experiences to engage prospects and customers.
• Collaborate with content teams to create compelling, account-specific content.