Director, Account-Based Marketing

Hypori Inc., a leading provider of SaaS cybersecurity solutions, is a disruptive technology company transforming secure mobility for government and commercial customers. Hypori’s secure virtual workspace enables users to access critical data and apps from any mobile device without compromising user privacy. Learn more at https://hypori.com. 

Overview: 

This is a builder role. The Director of Account-Based Marketing will take ownership of Hypori's ABM program end-to-end, from ICP segmentation and account selection through to pipeline influence and closed-won attribution. This role requires hands-on execution across a modern ABM tool stack, the ability to operate in a resource-constrained environment, and a bias toward pipeline outcomes over activity metrics. The right candidate moves fast, instruments everything, and iterates based on signal, not opinion. 

Responsibilities: 

• Partner with sales for the account selection model and tiering framework (T1/T2/T3) across all GTM segments (Defense & Intelligence, DIB, Federal Civilian, and Financial Services) and maintain alignment with AEs and segment pod leads 

• Design and execute multi-channel ABM plays tailored by tier, persona, and buying stage, including direct mail, paid social, content syndication, and executive outreach sequences 

• Lead bespoke, senior-led engagement for Tier 1 accounts (large DIB primes, Federal agencies); deploy sequenced automation for Tier 2 and Tier 3 account coverage 

• Own and operate the ABM tool stack (Clay, ZoomInfo, Gong Engage, G2, LinkedIn Matched Audiences) including enrichment flows, intent-trigger sequences, and account scoring 

• Partner with the Senior Director of Marketing and Product Marketing Director to ensure ABM plays are backed by persona-specific content; surface gaps and brief copy needs across battle cards, one-pagers, and segment-specific assets 

• Champion CMMC compliance urgency as the primary conversion lever for DIB mid-market accounts, ensuring messaging reflects compliance-driven buying pressure 

• Own ABM pipeline attribution (influenced, sourced, and accelerated) and deliver weekly and monthly reporting tied to segment ARR targets 

• Define and document the handoff model between marketing-owned Tier 1 outreach and SDR-executed Tier 2/3 sequences; train SDRs on account context, messaging discipline, and CRM compliance 

• Manage the ABM budget with a pipeline-to-spend lens; recommend, justify, and kill spend based on performance data without escalation 

• Continuously evaluate and introduce tools, signals, and methodologies that improve account penetration, engagement velocity, and pipeline conversion 

Qualifications: 

• Bachelor's or Master's degree in Marketing, Business, or a related field; relevant certifications a plus 

• 6 years of B2B marketing experience with 3 years directly owning and operating an ABM program, not just supporting one 

• Demonstrated experience building account tiering models, engagement plays, and pipeline attribution frameworks from the ground up 

• Hands-on experience with Clay, ZoomInfo, or equivalent enrichment and orchestration tooling in a production GTM environment 

• Proven pipeline attribution methodology, not just campaign or MQL reporting 

• Experience marketing into Federal, Defense, or regulated enterprise verticals strongly preferred; familiarity with CMMC, FedRAMP, or ITAR compliance environments a plus 

• Proficient in ABM platform tooling including intent signal platforms (G2, Bombora), LinkedIn Matched Audiences, and sequencing tools (Gong Engage, Outreach, or equivalent) 

• Hands-on experience with CRM platforms (Salesforce preferred) and account-level attribution reporting 

• Comfortable operating without a team beneath them at the outset; able to build, execute, and report independently while headcount scales with performance 

• MEDDPICC fluency or equivalent enterprise qualification methodology a plus 

• Proven ability to work cross-functionally with Sales, RevOps, and Product Marketing to align messaging, coverage models, and pipeline goals 

• Exceptional communication skills with the ability to translate ABM performance data into clear, executive-ready reporting 

About Us 

Hypori Inc. provides a generous benefits package for full-time employees that includes medical, dental, and vision insurance, parental leave, and life and disability packages. We also invest in our employees' futures by providing a 401(k) plan with employer-matching contributions that vest starting from your first day of employment. In addition to the base compensation, Hypori also offer a performance bonus, which is primarily contingent upon company-wide performance. We are dedicated to investing in the tools and skills required to be strong, collaborative colleagues and people managers to help build and retain a strong workforce.  

Hypori is an Equal Employment and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, veteran status, or any other characteristic protected by law. 

At Hypori, we are committed to creating and promoting an inclusive workplace that embraces differences and perspectives – making us a stronger, more successful company. In doing so, we are committed to providing reasonable accommodation to applicants with disabilities where appropriate. Applicants requiring reasonable accommodation for any part of the application or hiring process should contact people@hypori.com for assistance. 

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