ABM Lead

About the role

This position is responsible for architecting and executing an account-based growth motion that directly links marketing activity to pipeline and revenue within commercial insurance verticals. The hire will design and own the end-to-end targeting system that identifies predictable business triggers, such as expansion or new hiring, and translates them into timely outreach. They will operate at the intersection of strategy and execution, moving from whiteboard planning to on-the-ground campaign deployment without losing analytical rigor. Success requires a deep understanding that context defines insurance needs, where the same offering must be positioned differently for a restaurant owner versus a tech startup. The role demands close collaboration with sales and growth partners to ensure alignment, rapid iteration, and shared ownership of account outcomes. Winning in this position is defined by the systematic establishment of a repeatable ABM motion that scales across multiple verticals and produces measurable pipeline within six to twelve months.

Key facts

What you'll do

• Architect and deploy industry-specific ABM strategies that surface high-fit target accounts through trigger-based signals and firmographic analysis.
• Curate and refine target account lists using behavioral, firmographic, and real-time trigger data rather than relying on generic contact databases.
• Orchestrate multi-channel outreach campaigns that combine email, paid media, direct engagement, and content to intersect accounts at precise decision moments.
• Establish tight feedback loops with the sales team to align messaging, sequencing, and handoffs while continuously feeding performance intelligence back into targeting.
• Create scalable vertical playbooks that capture institutional knowledge and accelerate campaign development as Harper expands into new industries.
• Define and monitor performance metrics tied to pipeline creation and revenue outcomes, adjusting tactics based on data rather than vanity indicators.
• Diagnose underperforming verticals or accounts by examining data, trigger logic, messaging, and sales collaboration to identify root causes and corrective actions.
• Serve as the operational link between marketing and sales, ensuring account intelligence flows consistently and that both teams move in the same strategic direction.
• Prioritize accounts based on predicted insurance need and propensity to convert, focusing effort on segments that offer the highest pipeline efficiency.
• Maintain a disciplined experimentation rhythm, testing new channels, messages, and triggers while documenting learnings to refine future programs.
• Translate complex insurance triggers into clear narratives that resonate with specific business owners and decision-makers across diverse industries.
• Own the end-to-end ABM motion from initial hypothesis through to pipeline generation, taking responsibility for both strategy and results.

Requirements

• Bring 5+ years of ABM, demand generation, or B2B marketing experience with direct, measurable ownership of pipeline outcomes.
• Demonstrate hands-on experience running ABM campaigns across at least two distinct channels such as paid, email, direct mail, or events.
• Show a proven track record of building and sourcing target account lists using real data signals and behavioral indicators rather than static directories.
• Have a history of working closely with sales teams to align strategy, messaging, and account priorities in a fast-paced environment.
• Exhibit the ability to build reusable vertical playbooks without starting from scratch for every new initiative.
• Thrive in ambiguous, high-velocity settings where decisions must be made and adjusted before all information is available.
• Be physically based in San Francisco or actively willing to relocate to the area to support on-site collaboration and long days in the office.
• Maintain a bias for action and operational rigor, balancing creative campaign thinking with disciplined measurement and diagnosis.

Nice to have

Only pursue roles that explicitly favor candidates who have scaled ABM motions in regulated industries or demonstrated success with insurance, financial services, or commercial risk products.

Practical notes

This is a full-time, on-site role based in San Francisco that requires long days and high standards of performance. The position is compensated with a salary range of $150,000-$190,000, plus performance bonus and equity, and includes benefits such as Uber commuter benefits, meals, snacks, drinks, coffee, and free gym membership. Applicants must be available for consistent in-person collaboration with the Harper team and must be willing to relocate if not already based in San Francisco.