Instructure · 1 month ago
ABM Manager
United States
Full-time
Remote
Mid, Senior Level
5+ years expInstructure is a company dedicated to empowering individuals through innovative educational products. They are seeking a Manager, Account-Based Marketing (ABM) to develop and execute strategies that drive engagement and pipeline growth within key customer accounts.
Cloud ManagementEdTechEducationInformation TechnologySaaS
Responsibilities
Lead and Execute ABM Strategy:
Design and manage 1:1, 1:few, and 1:many ABM programs that reach the right institutions and organizations with personalized, relevant experiences, including integrated email, paid media, direct mail, and personalized content experiences
Collaborate with sector marketing, sales, and customer success to identify and prioritize target accounts, define buying groups, and tailor messaging to the unique needs of Higher Ed or the business and government learning audiences
Use Demandbase to orchestrate and measure multi-channel account journeys, including advertising, website personalization, and content engagement, to complement campaigns executed in Marketo and Outreach
Partner with content and creative teams to develop assets that resonate with educators, administrators, and technology leaders and align assets with stage-based buyer journeys informed by predictive scoring and intent data
Manage budgets, timelines, and results while continuously experimenting with new tactics and tools
Lead and analyze research projects (internal or vendor-led) to surface insights that fuel smarter ABM strategies and inform ongoing targeting and segmentation refinement
Drive Collaboration and Alignment:
Work hand-in-hand with sales, customer success, SDRs, and marketing operations to connect strategy with execution, ensuring marketing activity contributes directly to business objectives including competitive conquesting, pipeline generation, and revenue outcomes
Use Salesforce, Marketo, and Outreach to ensure campaign alignment, accurate tracking, and smooth lead/account handoffs
Engage with the marketing operations team to collaboratively design dashboards in Tableau and/or Demandbase that visualize ABM performance, predictive trends, and account engagement insights
Create scalable systems for project organization and visibility using Asana
Measure, Learn, and Optimize:
Continuously refine targeting strategies to ensure relevance and alignment with business goals
Define and track key performance indicators for engagement, pipeline influence, and revenue contribution from ABM programs
Collaborate with Revenue Ops to define KPIs that connect ABM influence to pipeline velocity, opportunity conversion, and customer expansion
Apply data insights to refine segmentation, messaging, and tactics for continuous improvement
Share best practices and learnings to help elevate ABM strategy across sectors and teams
Qualification
Required
5–7 years of B2B marketing experience, with 2+ years managing ABM programs in a SaaS or software company
Proven ability to build and execute ABM programs that drive measurable pipeline and customer expansion
Hands-on expertise with Demandbase, Marketo, Salesforce, Outreach, and Tableau
Analytical mindset with the ability to interpret data and communicate insights clearly
Excellent communication and collaboration skills—comfortable building trust with sales, customer success, marketing ops, and key stakeholders
Curiosity, creativity, and a test-and-learn approach that aligns with Instructure's culture of innovation
Bachelor's degree in Marketing, Business, or related field (or equivalent experience)
Preferred
edtech experience strongly preferred
Company
Instructure
Instructure is an education technology company developing a learning management system for K-12 and higher education.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$89.1MKey Investors
Insight PartnersBessemer Venture Partners
2024-07-25Private Equity
2024-07-25Acquired
2015-11-13IPO
Leadership Team
Steve Daly
Chief Executive Officer
Brian Cully
Senior Vice President, Parchment & Corporate Development
Recent News
2025-12-06
Company data provided by crunchbase