Sr. Manager, ABM (Team Lead)

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

We're looking for a strategic ABM leader to build and elevate Elastic's account-based marketing practice. This is a player-coach role - you're accountable for your team's collective results while architecting the center of excellence, governance, tooling, and enablement that scales ABM across the entire organization. You'll define what great ABM looks like at Elastic, develop the marketers who deliver it, and ensure the broader GTM org understands how to adopt ABM principles.

• Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions
• Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms
• Build and maintain the ABM knowledge hub - ensuring plays, findings, and procedures are detailed and accessible
• Be responsible for the ABM tech stack - ensuring adoption, correct configuration, and significant return on investment
• Lead, mentor, and develop a team of ABM managers — owning their growth, performance, and everyday execution quality
• Serve as Elastic's internal ABM evangelist — educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them
• Represent ABM at the leadership level, supporting integrated planning and delivering executive readouts on performance and roadmap
• Lead the ABM team's results: account engagement, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution.
• Define the measurement framework and own how we communicate ABM impact to the business.
• Work with marketing operations teams to build executive-ready dashboards and optimize based on performance data.

• 8+ years in B2B marketing in a fast-paced enterprise software environment
• Consistent track record building ABM frameworks, playbooks, or centers of excellence that elevated practice across an organization
• Strong people leadership skills — you encourage, develop, and hold accountable a distributed team
• Deep expertise with ABM platforms (Demandbase, 6sense, Userled, etc.) and the broader martech stack
• Excellent executive communication — you translate ABM strategy into business outcomes for CMOs, CROs, and sales leaders
• Experience marketing sophisticated enterprise technology — cloud, security, AI/ML, observability, or search — to technical and business buyers
• ABM certification (e.g. ITSMA or equivalent) is a bonus

Compensation for this role is in the form of base salary. This role does not have a variable compensation component. The typical starting salary range for this role is $98,200—$148,200 CAD. In addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

Additional benefits include: competitive pay based on the work you do here and not your previous salary; health coverage for you and your family in many locations; ability to craft your calendar with flexible locations and schedules for many roles; generous number of vacation days each year; match up to $2000 (or local currency equivalent) for financial donations and service; up to 40 hours each year to use toward volunteer projects you love; embracing parenthood with minimum of 16 weeks of parental leave.

Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster).