Account Based Marketing Manager at Relay

Relay is a cloud-based technology platform that helps frontline teams improve communications, increase employee safety, and improve their productivity. Relay helps frontline teams digitally transform their operations with the modern tools which supports actionable real-time data needed to track performance and improve their operations. Software has not yet transformed the frontline world, and we're on a mission to change that. We’ve experienced tremendous growth in our 5 years as a B2B company, and continue to expand our Raleigh, NC based Marketing team as a result!

We are looking for a strategic, results-driven ABM Manager to lead and scale our Account Based Marketing program. As a founding member of this function, you will own our ABM strategy and execution end-to-end within your target account list—from campaign design to execution and performance measurement. You will partner 1:1 with Account-Based Sellers to drive velocity on existing deal cycles and expand our footprint within key industrial and commercial segments (e.g., Manufacturing, Gaming/Hospitality).

The right candidate is deeply curious, hands-on, analytical, and adept at balancing strategic vision with executional detail. You aren’t here to turn the crank on an existing machine; you are here to build the engine, design the motion, and set the standard for how we win.

What You'll Do

• Program Building: Create the "playbook" for our Tier 1 (1:1) and Tier 2 (1:few) motions. You will build the templates, processes, and best practices that allow us to scale high-touch marketing without losing personalization. Coordinate closely with Growth Marketing for needs within Tier 3 (1:many) accounts.
• Strategic Sales Alignment & Deal Support: You will do more than just generate leads; you will act as a strategic partner in complex deal cycles.
  • Embed with Sales: Actively participate in weekly pipeline reviews and territory planning meetings to deeply understand the day-to-day "goings-on" of your sellers' accounts.
  • Execute Deal-Specific Plays: Move beyond generic collateral to deliver high-impact sales assets. This includes working with the Marketing Content team to tailor commercial narratives for specific personas, creating bespoke Champion Decks to help internal advocates sell on our behalf, and building regional or logo-specific plays that resonate with local market realities.
• Elite Cross-Functional Orchestration: This role requires elite internal navigation across Sales, Customer Success, Product, Marketing, and RevOps. You are expected to be the connector who connects the dots across teams and proactively surfaces friction in the customer journey. You will keep marketing tightly synced with what sellers are actually working on "in motion," ensuring that our assets and campaigns are deployed in lockstep with live deal cycles.
• Segment Intelligence & Feedback Loop: Serve as Marketing's "eyes and ears" on the ground. Partner closely with the Product team and Product Marketing to synthesize deep segment knowledge—capturing the specific jargon, pain points, and success stories that resonate. You will cycle these insights back to Content Marketing and Growth Marketing to directly inform our thought leadership roadmap and campaign planning.
• The "Flywheel" Motion: Operationalize our "Headpin" strategy. You will work with Sales and Customer Success cross-functional team members to identify happy customer champions and evangelize their success to break into other sites, turning single wins into regional and/or logo dominance through referral-driven campaigns.
• Data-Driven Optimization: Monitor and analyze the effectiveness of ABM campaigns, providing actionable insights for optimization. You will own targets against engagement lift, pipeline influence, and deal velocity within prioritized accounts.
  • Operational Rigor: You will partner with RevOps to ensure the "dark funnel" is illuminated. Ensure influential offline touchpoints (marketing-supported dinners, box suites, lunch & learns, summits) are tracked, attributed, and recognized as pipe influence and/or deal accelerators.

What You'll Have

• 3-5 years of experience in ABM, field marketing, or sales acceleration. You have a history of working "shoulder-to-shoulder" with sales to create pipeline and accelerate complex B2B deals.
• Strong understanding of ABM platforms (AdRoll, Demandbase, etc) and CRM systems (Hubspot). 
• You know how to leverage ABM platform intent data to prioritize accounts that are showing early buying signals. 
• Partner with RevOps to create pipeline views in Hubspot that help the team understand stages of engaged (pre-pipeline) accounts, drivers of influenced pipeline, and drivers of stalled deal acceleration.
• You are an entrepreneurial self-starter who is comfortable with ambiguity. You thrive in a fast-paced environment and want to build a program, not just run a pre-existing one.
• You don’t wait for sales to ask for help. You have the intuition to look at your target accounts, spot a gap, and proactively design a marketing play to fix it.
• Exceptional communication and presentation skills. You can confidently challenge the status quo and articulate complex strategies to both sellers and leadership.
• Bachelor's Degree or equivalent experience in a related field
• Roughly 25% travel within NAM and LATAM can be expected

Why Join Relay?

• Make a Tangible Impact:  Our platform directly enhances the lives of frontline workers, improving their responsiveness to customers (72%) and overall efficiency (77%). We've already facilitated over 2.5 billion messages and supported countless deskless workers.
• Be Part of a Winning Team:  We're not just growing - we're recognized as a leader in our field. Relay has been honored by Inc. 5000, Deloitte 500, and NC Tech
• Thrive in a World-Class Environment: Our Raleigh campus boasts a fitness center, outdoor sports courts, a cafeteria, and modern workspaces designed to inspire collaboration and innovation.
• Embrace a Vibrant Culture: With over 200 team members, we've cultivated a culture of empowerment and engagement, where every employee is encouraged to do their best work.
• Invest in Your Future: Our comprehensive benefits package prioritizes work/life integration and supports your personal and professional development.

About us: Relay culture, benefits & perks:

Our culture hinges on Relayers getting LIT up in an environment that fosters learning, impact, and teamwork (LIT) where we can *CHASE* the best work in our lives. We call this BWIML (pronounced bee wimmel = Best Work In My Life)!

It's truly amazing what engaged team members can achieve together. Our ever evolving list of benefits and perks mean you'll be able to integrate work into your whole life, focus on health, perform impactful work, grow and learn in your role, look after yourself/your family, and invest in your future. 

At Relay, we offer...

• 100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability and Life Insurance benefits for you and those who depend on you
• Generous Paid Time Off
• 401(K) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks, including a world-class onsite fitness center with instructor led classes + locker room as well as endless outdoor amenities whether tennis, basketball, cycling, or pickleball is your jam
• Free Snacks and Fun Times
• Latest tech, standing desks, and all the accessories and software you need to succeed in your role

The Relay Hybrid Work Model

At Relay, relationships are at the core of everything we do - and this translates to how we approach our customers and our work internally. Our relational approach is also at the heart of why we ask all Relayers in our hybrid model to work from the office a minimum of 3 days per week on Mondays, Wednesdays, and Fridays.