Account-Based Marketing Manager

About the role

The Account-Based Marketing & Activation Manager connects digital marketing with sales by helping teams identify and act on priority accounts and leads. The role manages ABM audiences and prospecting tool adoption to improve sales follow-up and conversions. It is based at Michelin's North American corporate headquarters in Greenville, SC, with a hybrid schedule between on-site and potential remote working days.

Key responsibilities

• Build actionable account and contact audiences using first-party data, second-party data, Salesforce, 6sense and other approved sources.
• Develop targeting strategies for Account-Based Marketing (ABM) and lead generation.
• Own the B2B strategy, administration, adoption and ongoing optimization of 6sense.
• Use intent, engagement, firmographic and CRM data to identify and prioritize accounts for marketing and sales action.
• Work with marketing automation teams to validate audience setup, Salesforce campaigns, lead routing, dashboards, alerts and sales processes before launch.
• Lead campaign kickoff meetings with sales and inside sales, clarifying audience, messaging, customer action, tools and follow-up expectations.
• Train sales teams on 6sense, Salesforce lead visibility, account intelligence, prospecting tools and digital signals.
• Partner with sales leaders, inside sales and dealer teams so leads and priority accounts are followed up appropriately.
• Identify and resolve issues around lead delivery, routing, visibility, ownership and follow-up.
• Work with the dealer training team on lead-management and work order training for dealers.
• Gather sales feedback to improve audiences, lead quality, routing, campaign messaging and future activation.
• Report on sales adoption, account engagement, lead progression, opportunity creation, pipeline influence and digital-to-sales conversion.

Required profile

• Bachelor's degree required; preference for marketing, business, sales, communications or a related field.
• 3+ years of experience in account-based marketing, demand generation, sales activation, sales enablement or a related B2B discipline.
• Experience working directly with field sales, inside sales or dealer sales organizations.
• Relocation to the Greenville-Spartanburg area is required.

Required skills

• In-depth experience with ABM tools such as 6sense, ZoomInfo, Terminus or Demand Base.
• In-depth experience with lead management in Salesforce and marketing automation tools.
• Experience developing and delivering training for sales or dealer audiences.
• Strong facilitation, relationship management, analytical and problem-solving skills, and ability to influence cross-functional stakeholders without direct authority.

What we offer

• Career growth through personalized development plans, mentorship and cross-functional opportunities.
• An inclusive culture with options to join one of the Connected Communities.
• Projects spanning sustainable materials to digital transformation.
• A hybrid schedule between on-site and remote working days.