Senior Marketing Manager

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