Sr. Account-based Marketing (ABM) Manager

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. 

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

Locations - San Francisco, CA, Austin, TX, Seattle, WA and Denver, CO

Role Summary

We are seeking a strategic and experienced Senior Account Based Marketing Manager to lead 1:1 ABM for our largest and most strategic accounts. This critical role is responsible for driving hyper-personalized engagement and measurable revenue growth within a defined list of high-value targets.

You will focus on engaging executive decision-makers at West Coast enterprise accounts, specifically hyperscale tech organizations. As a key member of the Americas ABM team, you will collaborate cross-functionally with our Value Team, Executive Briefing Team, References Team, and Field Marketing organization to deliver bespoke marketing plans, customized interactions, and customer-informed content, ensuring opportunity progression. This includes working hand-in-hand with Account Executives throughout the entire customer journey to deliver best in class marketing.

Key Responsibilities

• Design and execute data-driven strategies and marketing plans for a defined portfolio of 10 strategic accounts. 
• Conduct comprehensive research to develop tailored value propositions that drive personalized content, and executive-level messaging working with our Value and Product marketing teams. Updating positioning as needed.
• Own and execute full-funnel ABM campaigns for 1:1 accounts, including audience segmentation, and channel mix planning (display, paid social, direct mail, content syndication, and in-person experiences) that deliver personalized experiences.
• Work cross-functionally and coordinate with field/events teams to integrate in-person experiences into ABM initiatives seamlessly. 
• Track and report on performance monthly and quarterly, sharing key metrics, engagement changes and new opportunities and applying these to marketing plans. 
• Utilize and champion key marketing tools (e.g., Demandbase, Tableau, SFDC), and provide actionable reports to key stakeholders and leadership.
• Work across organizational teams effectively, including the broader marketing team, channel partners, and sales to drive effective collaboration through influence that provides seamless marketing from Cloudflare as one team.

Required Qualifications

• Experience: 7+ years of progressive experience in B2B marketing in the high-tech sector, with at least 3+ years dedicated to 1:1 Account Based Marketing (ABM).
• Demonstrated ability to develop integrated campaigns, with the ability to adapt various marketing tactics as needed.
• Proven ability to work cross-functionally and collaborate effectively with Field Marketing, Campaigns and PM to shape revenue-driving programs.
• Strong understanding of customer lifecycle / buying cycles and account-based engagement strategies.
• Proven success in designing and executing 1:1 ABM programs for strategic accounts and c-level engagements, and a deep understanding of large account buying tendencies.
• Previous Hands-on experience with core ABM & Marketing technologies, including DemandBase, Marketo, Salesforce. 
• Exceptional written and verbal communication skills, including the ability to convey strategic imperatives to executive level stakeholders.
• Proven capacity for independent ownership and execution, proactively managing priorities and aligning with cross-functional teams for efficient and effective work without hands-on guidance.
• ITSMA certification, a plus. Clear understanding of ITSMA framework principles including building Reputation, Relationships, and Revenue.
• Bachelors Degree, or equivalent.

Compensation

Compensation may be adjusted depending on work location

• For San Francisco based hires: Estimated annual salary of $148,000 - $180,000
• For Seattle, WA based hires: Estimated annual salary of $141,000 - $173,000
• For Denver, CO based hires: Estimated annual salary of $135,000 - $165,000

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.