Sr. Manager, ABM (Team Lead)

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role

We're looking for a strategic ABM leader to build and elevate Elastic's account-based marketing practice. This is a player-coach role - you're accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization. You'll define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles.

What You Will Be Doing

Center of Excellence & Governance

• Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions

• Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms

• Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible

• Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment

Leadership & Coaching

• Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality

• Serve

Department: Regional Marketing - AMER