Job Description

• Define and maintain target-account universes across all three ABM tiers — 1:1 strategic, 1:few ICP clusters, and 1:many programmatic segments.
• Set tier-specific playbooks: bespoke for 1:1, shared with light personalization for 1:few, and rules-based programmatic for 1:many.

• Own recurring intent-signal ingestion (ZoomInfo intent, Apollo, Definitive Healthcare) and convert raw signals into scored account briefs (HOT/WARM/WATCH).
• Track signal trends (warming/cooling accounts) and flag ICP-fit exceptions before accounts are actioned.
• Maintain the state/tracking files and cadence that keep signal briefs current and non-duplicative day over day.

• Run account and contact enrichment (Apollo, ZoomInfo) once accounts clear a signal threshold — firmographic and contact data complete before handoff.
• Maintain clean handoff protocols to Sales — CRM record checks, email verification, title confirmation, and sequence-conflict checks — before enrollment.

• Deliver prioritized, tiered action lists to assigned AEs on a regular cadence; run structured syncs to confirm status, resolve ICP flags, and align on next-best-actions.
• Maintain campaign-tagging discipline in HubSpot (lead source, ICP tier, campaign name) for attribution.

• Build multi-channel engagement per tier — email, LinkedIn/paid social, direct mail, webinars, events — matched to 1:1, 1:few, or 1:many treatment; partner with Product Marketing on persona-specific messaging (CMO/COO).
• Report pipeline influenced, account engagement, and signal-to-pipeline conversion to leadership monthly; run post-campaign reviews and a testing roadmap.
• Act as the connective layer between Sales, Product Marketing, and Demand Generation for all account-based activity.

• 3–5 years of B2B marketing, with at least 2 years running ABM programs across 1:1, 1:few, and/or 1:many models.
• Hands-on with intent data platforms and translating signals into sales-ready account lists.
• A track record of partnering directly with Sales/AE teams on account strategy and handoff — not just campaign delivery.
• Hands-on with intent/ABM platforms (ZoomInfo, Definitive Healthcare, Warmly, 6sense, Demandbase, or similar), enrichment (Apollo), and CRM/marketing automation (HubSpot).
• Strong grasp of account scoring, tiering, and multi-touch campaign design; comfortable building signal-to-pipeline dashboards.
• Proficiency in HubSpot, Salesforce (or equivalent CRM), and LinkedIn Campaign Manager.

• B2B SaaS or healthcare-technology marketing background.
• Familiarity with the US healthcare provider landscape (hospitals, rural health systems, specialty practices, behavioral health); working knowledge of RCM, credentialing, or practice-management categories.
• Familiarity with project-management tools (Asana, Notion, or Jira).

• Education: Bachelor’s degree (Marketing, Business, or a related field) is mandatory and must be completed — candidates currently pursuing or with an incomplete graduation are not eligible.
• Communication: Strong written and verbal English — able to run structured syncs with Sales stakeholders and present ABM performance to leadership.
• Work mode & shift: Onsite at Gurugram, full-time, UK shift (1:30 PM – 10:30 PM IST) & Should be flexible.
• Notice period: Immediate joiners or candidates on short notice preferred.