Head of Account - Based Marketing - Strategic Accounts

Company: MarketsandMarkets Research Pvt Ltd.

Location: Pune

Reports to: CMO

About MarketsandMarkets:

MarketsandMarkets is repositioning from a market research publisher into the AI - native growth intelligence partner for the world's largest enterprises. Our proprietary primary research, interconnected market graph, and named analysts help growth, strategy, and corporate development leaders at the Global 2000 make high - stakes decisions - where to bet, what to build, and how to win in fast - moving markets like AI. 80% of the Global 2000 already work with us. The growth engine for the next chapter is a portfolio of SaaS platforms: SalesPlay (AI - powered revenue intelligence for enterprise sales teams), GrowthIQ (growth strategy intelligence with board - ready outputs for executives and strategists), and KnowledgeStore (our Market Intelligence Cloud connecting 200,000+ markets). We are scaling a modern, account - based go - to - market to land and expand these platforms in the world's largest enterprises, and we are hiring a best - in - class ABM leader to run it.

The Opportunity:

This is a rare ABM mandate. Most ABM leaders fight for account intelligence, executive access, and sales buy - in. Here, the raw material is already in place: a named universe of Global 2000 accounts - most with an existing relationship - proprietary intelligence about every target account's own markets, a 50 - person SDR engine, and executive sponsorship for an account - based motion as the primary path to strategic - account revenue. You will own the strategy and the execution of ABM for our strategic accounts: which accounts we pursue, how we orchestrate marketing, SDR, and sales plays against them, and how much pipeline and expansion revenue the motion produces.

What You Will Do:

Own the strategic account motion end to end:

- Define and continuously refine the target account universe with sales: selection criteria, tiering (1:1, 1:few, programmatic), and entry strategy by buying center - mapping each platform to its buyer (SalesPlay to revenue leadership, GrowthIQ to strategy and corporate development, KnowledgeStore to strategy, insights, and product teams).

- Set account - level goals - pipeline, meetings in target buying centers, multi - platform penetration - and own the number.

Build and run world - class ABM programs:

- Design and launch 1:1 programs for the highest - value accounts: bespoke campaigns, executive briefings, personalized content and experiences built around each account's strategic agenda.

- Run 1:few programs by industry and use - case clusters, and an always - on programmatic layer using intent data, targeted media, and personalization at scale.

- Create the signature play only we can run: opening doors with proprietary intelligence about the target account's own markets, competitors, and growth opportunities.

- Land and expand: open new logos in the named universe, and penetrate new buying centers and divisions within existing accounts to build multi - platform relationships.

Orchestrate revenue teams around accounts:

- Build joint account plans with sales and run account pods (marketing + SDR + account executive) on top - tier accounts.

- Direct a dedicated SDR pod: account - specific plays, sequences, talk tracks, and insight hooks synchronized with campaign air cover.

- Establish the operating cadence - account reviews, play retrospectives, and clear criteria for moving accounts between tiers.

Measure like a revenue leader:

- Own account - level measurement: coverage, engagement, meetings in target buying centers, pipeline created and influenced, deal velocity, win rate, and average contract value versus non - ABM accounts.

- Run disciplined experimentation across plays, offers, and channels; scale what works, kill what does not, and report results to executive leadership with full transparency.

Build the function:

- Hire and develop the ABM team as the motion scales, and set the standards, templates, and playbooks that make excellence repeatable.

- Stay hands - on: this is a player - coach role. You will personally build account plans, design plays, write messaging, and launch the first campaigns - and keep your hands in the work as the team grows.

What Great Looks Like:

- Within 90 days: account universe tiered and agreed with sales, account intelligence standards live, and the first plays in market.

- Within 6 months: the 1:1 motion running on top - tier accounts with pods in place, the programmatic layer live, and measurable engagement lift in target accounts.

- Within 12 months: a documented, scalable ABM system producing significant sourced and influenced pipeline, with demonstrated improvement in win rates or deal size in ABM accounts versus control.

What You Bring:

- 12+ years in B2B marketing, including 4+ years leading ABM for an enterprise SaaS company selling into large, complex accounts - ideally Global 2000 or equivalent strategic - account environments.

- A track record of building an ABM motion from the ground up and scaling it: you can show the account list, the plays, and the pipeline and revenue numbers that resulted.

- Demonstrated success across 1:1, 1:few, and programmatic ABM, and deep fluency with the modern ABM stack (6sense, Demandbase, or similar; Salesforce; marketing automation; sales engagement platforms; intent and enrichment data).

- Proven ability to orchestrate sales, SDR, and marketing teams around accounts - with sales leaders who will vouch for partnering with you.

- Hands - on craft: you personally write messaging, design plays, and build programs in - platform, and you can walk us through recent work you created yourself.

- Executive presence and storytelling: you can turn data and insight into narratives that senior buyers - and your own leadership team - act on.

- Rigorous, honest measurement instincts at the account level, from engagement through revenue.

Nice to Have:

- Experience with land - and - expand or multi - product SaaS portfolios.

- Experience marketing to sales, strategy, corporate development, or insights leaders.

- Experience in data, intelligence, analytics, or research - driven businesses.

- Global campaign experience across North America, Europe, and Asia - Pacific.

Why Join Us:

- A warm universe: 80% of your target accounts already know us - you start from relationships, not cold lists.

- An unfair weapon: proprietary intelligence about every target account's own markets that no competitor's ABM team can match.

- Real infrastructure: a 50 - person SDR engine, established platforms, and executive sponsorship from day one.

- Category - building impact: your motion is the primary growth path for a company defining a new category.

MarketsandMarkets is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.