ABM Manager, Global Public Sector

We're looking for a strategic, creative, meticulous, and highly collaborative Account-Based Marketing Manager to craft, lead, and scale ABM programs across priority Public Sector accounts in AMER. This role sits at the intersection of marketing, sales, and customer success — owning high-impact campaigns across 1:1 and 1:few ABM motions, with a focus on senior government decision-maker engagement, mission-driven storytelling, and pipeline contribution.

This is a unique opportunity for a marketer who understands the nuances of government buying cycles, procurement processes, and the importance of compliance and trust. You will drive personalized programs that navigate sophisticated ecosystems — from program offices to CIOs and acquisition teams — to fuel significant revenue outcomes.

What You Will Be Doing

• ABM Strategy & Execution
  • Design and implement 1:1 and 1:few ABM programs aligned to PubSec account clusters by agency type and buying group
  • Lead account-level planning sessions with PubSec sales and customer success teams to define agency priorities, mission outcomes, and campaign timelines
  • Personalize messaging and value propositions around critical use cases — cybersecurity, data analytics, AI/ML, and observability — across channels to influence government buying committees
  • Develop integrated ABM plans using a mix of tactics including content syndication, paid media, executive briefings, virtual roundtables, direct mail
  • Partner closely with global campaigns, PubSec regional & partner marketing, and product marketing to align ABM efforts with broader go-to-market plays.
  • Navigate procurement and compliance sensitivities unique to government audiences, ensuring all campaigns meet required standards
• Campaign Management
  • Architect and implement end-to-end delivery of ABM campaigns, from strategy and planning through execution, optimization, and measurement
  • Build account-focused and event landing pages using our marketing stack, personalized to agency audiences and mission priorities while maintaining brand and compliance guidelines
  • Draft account specific messaging that resonates with government CIOs, CISOs, program managers, and IT decision-makers, positioning Elastic as a trusted partner in digital transformation and modernization
  • Develop paid media strategy for assigned PubSec accounts, partnering with internal teams and agencies to activate campaigns across platforms such as Demandbase, LinkedIn, and government-focused digital channels
  • Collaborate with creative, content, and external agencies — including PubSec-specialist firms — to deliver high-quality ABM assets and engagement experiences
  • Localize and adapt global plays to meet agency-specific, vertical, or account needs (e.g., Federal vs. SLED) while maintaining message consistency
  • Own campaign budgets, timelines, and execution
• Measurement & Optimization
  • Define and monitor ABM critical metrics including account engagement, pipeline influence, velocity improvements, and return on investment within longer PubSec sales cycles
  • Build dashboards and provide regular performance reporting to team members and PubSec sales leadership
  • Use insights to continuously refine ABM programs for greater efficiency and scalability across the PubSec landscape
  • Support the evolution of PubSec ABM playbooks, strategy, and execution tactics
• Event Execution & Logistics
  • Work closely with external agencies, design and video teams to ensure timely delivery of materials for PubSec ABM campaigns
  • Work with Industry & Content Marketing to ensure distribution of relevant materials — case studies featuring government or education customers, compliance datasheets, agency-specific collateral — to local sales teams
  • Work with the Regional Marketing Managers in AMER to coordinate event logistics and experiences (in-person, virtual, or hybrid) for ABM programs, including executive briefings at government-specific venues
  • Maintain up-to-date ABM dashboards, campaign trackers, and internal documentation
  • Bring creative ideas to drive engagement and innovation within the unique constraints and opportunities of the PubSec market

What You Bring

• 5–6 years of proven experience in B2B marketing, with at least 2 years in an ABM or strategic field marketing role
• Proven experience crafting and delivering successful ABM programs within Public Sector
• Strong ability to partner with PubSec sales leaders and translate agency mission goals into targeted marketing strategies
• Confident in driving multi-channel campaigns and executive-level engagement programs
• Experience with ABM platforms (e.g., Demandbase, 6sense, Userled), Salesforce, and marketing automation tools like Marketo
• Familiarity with government procurement processes, contract vehicles (GSA, SEWP, NASPO), and compliance requirements (FedRAMP)

Bonus Points:

• Experience working with Public Sector sales teams at a high-growth B2B technology company
• Knowledge of ABM platforms and Public Sector-specific intent data sources
• ABM knowledge framework certification is a strong plus
• Experience coordinating government executive briefings, agency roundtables, or Public Sector industry events
• Experience crafting compelling content, including mission briefs, compliance guides, or agency-specific case studies
• Deep familiarity with PubSec technology landscape — including Zero Trust, cloud modernization, AI/ML adoption in government, and cybersecurity frameworks such as NIST and CMMC
• Existing relationships or experience working alongside government channel partners, systems integrators (e.g., Booz Allen, SAIC, Leidos), or resellers