ABM Manager, Media & Entertainment

The Opportunity

The role. This is a global role that makes ABM the core pipeline engine for Pixitmedia worldwide. You run every tier of ABM from strategic 1:1 programs for the largest studios broadcasters and streaming platforms to programmatic coverage at scale and you work target accounts side by side with sellers sales engineers and partners across the Americas EMEA and APAC. Youre hands-on in 6sense Demandbase and Clay with AI as a digital co-worker researching enriching and personalizing at a pace a small team couldnt match otherwise. Youre accountable for the pipeline and revenue your accounts produce.

Key Responsibilities

• Own ABM as the primary pipeline motion for Pixitmedia globally accountable for engagement pipeline and revenue from a defined set of target accounts across the Americas EMEA and APAC.
• Design and run the full ABM tiering model: strategic 1:1 programs for the largest studios broadcasters and streaming platforms; 1:few clusters by segment such as post-production VFX and animation and sports and live production; and programmatic 1:many coverage for the remaining market.
• Build and maintain the M&E target account list and tiers with sellers and partners using fit intent technographic and timing signals such as facility build-outs new production slates and storage refresh cycles.
• Work accounts alongside Pixitmedia sellers sales engineers and partners as a hybrid seller: join account planning research and personalize outreach support prospecting and stay with priority accounts through the opportunity.
• Map M&E buying groups end to end from CTOs and heads of engineering to post-production leads media workflow engineers and the systems integrators who shape the decision.
• Run the ABM and data stack hands-on: build segments and audiences in 6sense or Demandbase configure intent and buying-stage models run Clay enrichment and Claygent research workflows and keep the data flowing cleanly into Salesforce.
• Orchestrate multi-channel plays across paid social programmatic display email direct mail content webinars and seller and SDR outreach sequenced to each accounts buying stage.
• Run strong demand generation programs for the vertical alongside ABM including campaigns nurture tracks and content that build pipeline beyond the named account list.
• Partner with M&E systems integrators and resellers on joint account plans co-marketing and MDF-funded plays with clean deal registration and partner-influenced tracking.
• Know the Pixitmedia portfolio and the workflows it serves from Pixstor performance storage for ingest editing color and VFX rendering to Ngenea orchestration archive and AI-driven content discovery and how it fits with Avid Adobe and DaVinci Resolve environments so outreach holds up with technical buyers.
• Own the account experience around key global industry moments such as NAB Show IBC SIGGRAPH and the HPA Tech Retreat including pre-event targeting meetings executive experiences and structured follow-up working with regional field marketing in the Americas and EMEA.
• Partner with product marketing on vertical messaging customer proof and account-specific content including use cases reference architectures and case studies.
• Use AI daily to research accounts build personalized content and sequences and score intent creating reusable workflows with the GTM engineering team.
• Work with marketing operations on routing account scoring and attribution so ABM-sourced and ABM-influenced pipeline is measured accurately.
• Report weekly on account engagement buying-group coverage pipeline created and progressed and win rates by tier and shift plays and spend based on what the data shows.

Ideal Candidate Profile

Were looking for an ABM practitioner who works like a hybrid seller. Youve run ABM across every tier from strategic 1:1 to programmatic youre technically deep in the ABM and data stack and you work accounts directly alongside sellers and partners. You can hold a credible conversation with a studios head of engineering about media workflows and storage and you measure your work by the pipeline and revenue your accounts produce.

Required Qualifications

• AI-first problem solving is the core requirement for this role: you reach for AI first not last to think through and solve real problems treat AI as a digital co-worker rather than an occasional tool and can point to how youve actually done it. This isnt optional and it isnt just familiarity with the tools.
• 5 years in B2B ABM and demand generation with hands-on experience running strategic 1:1 1:few and programmatic ABM.
• Deep hands-on technical proficiency with ABM and data platforms including 6sense or Demandbase and Clay from building audiences and intent models to enrichment workflows and Salesforce integration.
• A track record of working accounts directly alongside sellers with pipeline and revenue outcomes you can point to.
• Strong demand generation fundamentals including campaign design multi-channel execution nurture and funnel conversion.
• Experience marketing or selling to Media & Entertainment organizations or to technical buyers of infrastructure storage or media workflow technology.
• Experience in a channel-led motion working with resellers or systems integrators.
• Salesforce fluency is a must.
• US-based with a global remit comfort working across time zones and regular travel to key industry events in the Americas and EMEA.
• Bachelors degree or equivalent practical experience.

Differentiating Capabilities

• Direct Media & Entertainment experience with relationships across studios broadcasters post-production houses or media systems integrators.
• Working knowledge of media workflows and their storage requirements such as high-throughput file storage parallel file systems and integration with Avid Adobe or DaVinci Resolve environments.
• Prior experience in a sales SDR or solutions role giving you a sellers instincts for account strategy and qualification.
• Experience running ABM around major industry events such as NAB Show and IBC and running account programs across multiple regions.
• Hands-on experience building AI agents or automations for account research and personalization.
• A working understanding of CAC and pipeline efficiency at the account and tier level.

What Success Looks Like

Immediate Mandate (First 90 Days)

• Build the tiered M&E target account list with sellers and partners and agree coverage by tier.
• Stand up the account data foundation in 6sense or Demandbase and Clay connected to Salesforce.
• Launch the first strategic 1:1 programs and a 1:few cluster with programmatic coverage for the remaining accounts.
• Agree ABM-sourced and ABM-influenced definitions and account-level reporting with marketing operations and RevOps.
• Build the account plans for NAB Show 2027 and IBC 2027.

6-12 Months

• ABM is the primary pipeline engine for Pixitmedia globally with account-level pipeline and revenue reported by tier and region.
• Sellers and partners treat you as part of the account team with a joint plan in place for every strategic account.
• Buying-group coverage and engagement are rising across target accounts with clear evidence of stage progression.
• AI-driven research enrichment and personalization are running in production so plays scale without adding headcount.
• Demand generation programs for the vertical are building pipeline beyond the named account list.
• NAB Show IBC and other industry moments convert into measurable pipeline.