Pebl · San Francisco
MarketingMarketingRemoteFullTimeposted 7d ago
Purpose in Every Position
Pebl puts a world of talent at your fingertips. With our AI-powered Global Work Platform™, companies can hire, pay, and manage employees in 185+ countries—removing risk, red tape, and guesswork from global growth. Backed by more than a decade of compliance leadership and local expertise, Pebl helps businesses move fast, stay compliant, and scale with confidence. With Pebl, companies everywhere can hire great talent anywhere.
Where Your Work Moves the Needle.
At Pebl, every team member drives our success. Joining us means more than filling a role—you’re accountable for results and impact. Our values guide how we operate, execute, and collaborate across borders. By putting them into action, you’ll help us scale faster, compete harder, and lead the future of global work.
What Makes You a Great Fit
We're looking for a Lead ABM & Demand Strategist to architect and run Pebl's account-based go-to-market engine. This is not a coordinator role. This is a builder role.
You will own the strategy that connects market intelligence, intent data, and multi-channel execution into a repeatable system for pipeline creation across our target verticals. You'll work directly with the Head of Demand Generation, partner with Sales and RevOps, and be accountable to pipeline outcomes, not MQLs.
If you've built a 3-tier ABM program from scratch, operated inside a complex B2B sales motion, and have strong opinions about what actually moves accounts through a funnel, this role was designed for you.
How You'll Make An Impact:
ABM Strategy & Execution
Design and operate a full 3-tier ABM model: 1-to-1 bespoke programs for top-tier accounts, 1-to-few vertical segment plays, and 1-to-many programmatic engagement at scale
Build and maintain Tier 1 and Tier 2 target account lists in partnership with Sales, refreshed quarterly using intent signals, firmographic fit, and CRM engagement data
Develop multi-threaded buying committee strategies across HR, Legal, Finance, and Ops personas within each account
Manage bespoke account experiences including personalized landing pages, direct mail programs, executive engagement plays, and tailored content sequencing
Demand Generation
Own paid channel strategy and performance management in partnership with our agency partner, with accountability for Cost Per Pipeline Opportunity and Account Penetration Rate, not CPL
Drive budget allocation decisions across search intent, intent overlay platforms (Bombora, G2), LinkedIn, and contextual media in target verticals
Build and maintain a creative testing cadence; enforce auto-pause thresholds and reallocate spend to high-signal channels in real time
Develop full-funnel content briefs aligned to vertical narratives and buying committee stages
Pipeline & Revenue Alignment
Sit in weekly Sales/RevOps pipeline reviews with a clear mandate: source and influence pipeline, not generate leads
Establish account engagement scoring (AES) in partnership with Marketing Ops as the primary measure of program health
Build and own campaign-level attribution reporting tied to DreamData, surfacing account-level pipeline influence for executive review
Contribute to the company-wide MQL retirement, replacing legacy metrics with account-based KPIs
Vertical & Competitive Intelligence
Lead Pebl's vertical pilot(s) and own the playbook replication process for future verticals
Monitor competitive positioning and surface insights that sharpen messaging and channel strategy
Partner with Product Marketing to ensure demand programs reflect current positioning and differentiation
Let's Connect If You Have:
Required Experience
7+ years in B2B demand generation or ABM, with at least 3 years in a senior or lead role owning a full ABM motion
Proven experience building and running a 3-tier ABM program with measurable pipeline outcomes
Deep familiarity with intent data platforms (Bombora, 6sense, G2, Demandbase) and how to operationalize signals into targeting decisions
Experience managing or co-managing paid media budgets in excess of $1M annually, with hands-on involvement in channel strategy and performance management
Track record of partnering with Sales to define ICP, build account lists, and drive aligned outbound and inbound motion
Proficiency in MAP platforms (Marketo, HubSpot, Inflection, or equivalent) and CRM (Salesforce strongly preferred)
Comfort operating in ambiguous, fast-moving environments with high autonomy and low hand-holding
Strongly Preferred
Experience in Employer of Record, HR tech, workforce management, global compliance, or adjacent SaaS markets
Familiarity with DreamData or similar multi-touch attribution tools
Hands-on experience with account-based personalization tools or dynamic content engines
Background in a sales-led to product-led transition environment
You'll Thrive Here If You:
Are uncomfortable with metrics that don't tie to revenue
Have strong opinions about campaign structure, creative testing, and how to allocate budget under pressure
Naturally challenge the status quo on targeting, messaging, and channel mix without waiting to be asked
Can present pipeline performance to a VP or executive with clarity and confidence
Enjoy building infrastructure, not just running plays someone else designed
Our Commitment to You
At Pebl, we’re committed to supporting our team with comprehensive rewards and benefits designed to meet diverse needs across roles and locations. Our core offerings include:
Flexible Time Off – Take the time you need to recharge.
Parental Leave – Support for growing families.
Health and Dental Insurance – Where applicable, to cover you and your loved ones.
Retirement Savings + Employee Incentive Plan – Plan for the future while sharing our success.
Please visit our career page for more information.
Pebl is an Equal Opportunity Employer.
We power global teams and believe diverse perspectives drive innovation and impact. Employment decisions at Pebl are based on qualifications, merit, and business needs. We do not discriminate on the basis of race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law. We’re committed to fostering an inclusive culture where every teammate can thrive and do the best work of their career—anywhere in the world.