Account-Based Marketing Manager

Location: San Francisco, California; Chicago, Illinois; Seattle, Washington

Department: Marketing & Communications

Work Mode: Hybrid

About the Role

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate business processes and simplify lives through intelligent agreement management. Our platform unleashes business-critical data trapped in documents, integrating e-signature and contract lifecycle management (CLM) as the #1 solutions in their categories. We're seeking an Account-Based Marketing (ABM) Manager to drive expansion of our Intelligent Agreement Management (IAM) product within our most strategic enterprise accounts, fostering innovation and growth in a collaborative, trust-based culture. As an individual contributor reporting to the Director of Executive Engagement, you will develop, execute, and measure highly personalized, multi-channel ABM campaigns focused on expansion, retention, and advocacy. Partnering closely with Enterprise AEs and CSMs, you'll target 10-15 top-tier accounts, identifying whitespace for up-sell/cross-sell opportunities and tailoring campaigns to account-specific needs using DocuSign's e-signature and IAM strengths. Leverage intent data, ABM platforms, and CRM tools to equip sales teams, track metrics like pipeline influenced and expansion ACV, and present insights to leadership. This hybrid role (minimum 2 days/week in-office) thrives in our innovative environment where data-driven strategies meet cross-functional teamwork. The ideal candidate brings proven B2B SaaS ABM success, enterprise sales expertise, and a passion for driving revenue through targeted engagement. Join Docusign to make the world more agreeable, build deep pride in transformative work, and contribute to a diverse team committed to equality and excellence.

Key Responsibilities

• Collaborate closely with Enterprise Account Executives (AEs) and Customer Success Managers (CSMs) to identify whitespace opportunities, cross-sell/up-sell potential, and strategic relationships within a named list of 10-15 top-tier accounts
• Design and execute highly personalized ABM campaigns across multiple channels, including personalized content, digital advertising (LinkedIn, programmatic), direct mail, executive events, webinars, and sales enablement assets
• Work with content, product marketing, and values consulting teams to tailor messaging and value propositions specific to account goals, pain points, and existing tech stacks, emphasizing DocuSign's Intelligent Agreement Management (IAM) platform
• Equip Enterprise Sales and CS teams with tools, talking points, and insights to activate ABM programs and drive targeted engagement for e-signature and CLM adoption
• Define, track, and analyze key metrics including pipeline influenced, account engagement scores, new ACV from expansion, contact acquisition, and program ROI
• Present data-driven insights and recommendations to marketing and sales leadership to optimize expansion strategies
• Leverage intent data and platform intelligence to trigger timely, relevant campaigns and surface high-priority accounts/contacts to sales teams
• Maximize adoption of DocuSign's IAM product within largest customers by fostering retention, expansion, and advocacy through innovative, multi-channel approaches
• Ensure cohesive alignment between Marketing, Sales, and Customer Success to drive revenue growth in strategic enterprise accounts
• Monitor and report on campaign performance, iterating based on analytics to enhance pipeline generation and customer lifetime value

Required Qualifications

• 5+ years of experience in B2B marketing, with at least 2 years specifically managing and executing ABM programs for enterprise or strategic accounts
• Demonstrated success in driving pipeline and revenue growth through targeted expansion campaigns (up-sell/cross-sell) within existing accounts
• Hands-on experience with modern ABM platforms (e.g., Demandbase, Influ2) and Salesforce (or similar CRM) for tracking, reporting, and campaign management
• Deep understanding of enterprise sales cycles, complex buying committees, and Land vs. Expand strategies in B2B SaaS environments
• Bachelor's degree in Marketing, Business, or a related field
• Proven ability to leverage data-driven insights for account-based strategies focused on expansion and retention
• Experience collaborating cross-functionally with Sales, Customer Success, and Product teams

Preferred Qualifications

• Experience in B2B SaaS or Cloud Technology space, ideally with e-signature or agreement management solutions
• Familiarity with leveraging Customer Health Score data from Customer Success platforms
• Experience developing and hosting executive-level engagement events (e.g., executive roundtables)
• Certification in relevant ABM frameworks or platforms
• Strong strategic thinking with proven results-driven execution and data-informed decision making
• Excellent collaboration and communication skills to influence cross-functional teams

Required Skills

• ABM program management and execution
• Salesforce CRM proficiency
• Modern ABM platforms (Demandbase, Influ2)
• Data analysis and ROI measurement
• Cross-functional collaboration
• Strategic account planning
• Personalized multi-channel campaign design
• Enterprise sales cycle knowledge
• Customer health score utilization
• Intent data and platform intelligence
• Executive communication and influence
• Content customization and messaging
• Pipeline generation and revenue impact
• Analytical decision-making
• Project management and execution
• Event planning for executive engagements
• Land and Expand strategy differentiation
• High attention to detail

Benefits

• Competitive base salary with performance-based bonus eligibility
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months for birth, adoption, or foster care
• Comprehensive Health Benefits Plans with 100% employer-paid options from day one
• Retirement Plans with potential employer contributions
• Learning and Development programs including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events
• Hybrid work model with minimum 2 days per week in-office
• Global benefits tailored to region with focus on employee well-being and innovation culture

DocuSign is an Equal Opportunity Employer.