Senior Marketing Manager (B2B)

Client - One of the Top Management Consulting Firms from India

Role Summary

This role will own all initiatives across CRM and Account-Based Marketing. The role is responsible for converting named target accounts into SQLs and revenue. This role partners closely with Sales and Leadership to drive pipeline creation, improve conversion, and track revenue impact through a strong CRM and ABM engine.

Key Responsibilities

CRM Ownership

• Own CRM strategy, setup, and day-to-day operations including data model, segmentation, workflows, scoring, and reporting.
• Maintain high data quality across accounts, contacts, opportunities, and attribution.
• Define and manage lead lifecycle stages and handoff SLAs with Sales.
• Build dashboards to track SQLs, pipeline, revenue influence, and funnel performance.

ABM Strategy & Execution

• Design and execute ABM programs across 1:1, 1:few, and 1:many models for priority accounts.
• Partner with Sales to define ICP, target account lists, and buying group personas.
• Plan and execute multi-channel programs across email, ads, web, events, and sales outreach.
• Drive personalization at account and persona level using intent and engagement signals.

Pipeline & Revenue Impact

• Own SQL targets from ABM and CRM programs.
• Improve MQL to SQL conversion through scoring, sequencing, and playbooks.
• Influence pipeline creation and closed revenue from named accounts.
• Track and optimize cost per SQL and campaign ROI.

Sales Enablement & Collaboration

• Enable Sales with account insights, engagement signals, and follow-up playbooks.
• Train teams on CRM usage, ABM workflows, and best practices.
• Act as the single owner for CRM-driven growth initiatives.

Success Metrics (KPIs)

• SQLs generated from target accounts
• Pipeline influenced by CRM and ABM programs
• Revenue influenced and closed from ABM accounts
• MQL to SQL conversion rate
• Target account engagement and buying group coverage
• CRM data quality and Sales adoption
• Cost per SQL and program ROI

Required Experience & Skills

• 58+ years of experience in CRM, ABM, Revenue Marketing, or Marketing Operations roles.
• Strong experience owning CRM systems such as HubSpot
• Hands-on experience with ABM programs and account-level personalization.
• Proven track record of driving SQLs and pipeline impact.
• Strong analytical skills with ability to build dashboards and track attribution.
• Experience working closely with Sales, SDRs, and Leadership teams. Preferred Experience
• Experience in strategy consulting, professional services, or B2B knowledge services
• Experience selling high-value, relationship-led, complex services.
• Familiarity with ABM and intent platforms such as 6sense, Demandbase, or similar.
• Experience supporting mid-market or enterprise sales motions