Sr. Manager, ABM

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role

We're looking for a strategic ABM leader to build and elevate Elastic's account-based marketing practice as a part of our Executive and ABM Marketing Programs team. This is a player-coach role - you're accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization. You'll define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles. You'll partner closely with Executive Programs to turn our highest-value accounts into executive relationships, pipeline, and revenue.

What You Will Be Doing

Center of Excellence & Governance

• Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions

• Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms

• Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible

• Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment

Leadership & Coaching

• Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality

• Serve as Elastic's internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them

• Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap

• Serve as ABM's voice within Executive Programs, bringing key account relationships into core executive engagement activities and investments

Metrics & Accountability

• Lead the ABM team's results: account engagement, executive relationships, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution.

• Define the measurement framework and own how we communicate ABM impact to the business.

• Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data.

What You Bring

• 8+ years in B2B marketing in a fast-paced enterprise software environment

• Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization

• Strong people leadership skills — you encourage, develop, and hold accountable a distributed team

• Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack

• Excellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders

• Experience engaging C-suite buyers (CIO, CTO, CISO) through ABM and executive engagement strategies

• Experience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyer

Bonus Points

• ABM certification (e.g. ITSMA or equivalent)

#LI-JM5

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.

These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.

An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$128,200—$202,900 USD

The typical starting salary range for this role in the select locations listed above is:

$153,800—$243,300 USD

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary

• Health coverage for you and your family in many locations

• Ability to craft your calendar with flexible locations and schedules for many roles

• Generous number of vacation days each year

• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service

• Up to 40 hours each year to use toward volunteer projects you love

• Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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