ABM Manager, Global Public Sector

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.

What is The Role

We're looking for a strategic, creative, meticulous, and highly collaborative Account-Based Marketing Manager to craft, lead, and scale ABM programs across priority Public Sector accounts in AMER. This role sits at the intersection of marketing, sales, and customer success — owning high-impact campaigns across 1:1 and 1:few ABM motions, with a focus on senior government decision-maker engagement, mission-driven storytelling, and pipeline contribution.

This is a unique opportunity for a marketer who understands the nuances of government buying cycles, procurement processes, and the importance of compliance and trust. You will drive personalized programs that navigate sophisticated ecosystems — from program offices to CIOs and acquisition teams — to fuel significant revenue outcomes.

What You Will Be Doing

ABM Strategy & Execution

• Design and implement 1:1 and 1:few ABM programs aligned to PubSec account clusters by agency type and buying group
• Lead account-level planning sessions with PubSec sales and customer success teams to define agency priorities, mission outcomes, and campaign timelines
• Personalize messaging and value propositions around critical use cases — cybersecurity, data analytics, AI/ML, and observability — across channels to influence government buying committees
• Develop integrated ABM plans using a mix of tactics including content syndication, paid media, executive briefings, virtual roundtables, direct mail
• Partner closely with global campaigns, PubSec regional & partner marketing, and product marketing to align ABM efforts with broader go-to-market plays.
• Navigate procurement and compliance sensitivities unique to government audiences, ensuring all campaigns meet required standards

Campaign Management

• Architect and implement end-to-end delivery of ABM campaigns, from strategy and planning through execution, optimization, and measurement
• Build account-focused and event landing pages using our marketing stack, personalized to agency audiences and mission priorities while maintaining brand and compliance guidelines
• Draft account specific messaging that resonates with government CIOs, CISOs, program managers, and IT decision-makers, positioning Elastic as a trusted partner in digital transformation and modernization
• Develop paid media strategy for assigned PubSec accounts, partnering with internal teams and agencies to activate campaigns across platforms such as Demandbase, LinkedIn, and government-focused digital channels
• Collaborate with creative, content, and external agencies — including PubSec-specialist firms — to deliver high-quality ABM assets and engagement experiences
• Localize and adapt global plays to meet agency-specific, vertical, or account needs (e.g., Federal vs. SLED) while maintaining message consistency
• Own campaign budgets, timelines, and execution

Measurement & Optimization

• Define and monitor ABM critical metrics including account engagement, pipeline influence, velocity improvements, and return on investment within longer PubSec sales cycles
• Build dashboards and provide regular performance reporting to team members and PubSec sales leadership
• Use insights to continuously refine ABM programs for greater efficiency and scalability across the PubSec landscape
• Support the evolution of PubSec ABM playbooks, strategy, and execution tactics

Event Execution & Logistics

• Work closely with external agencies, design and video teams to ensure timely delivery of materials for PubSec ABM campaigns
• Work with Industry & Content Marketing to ensure distribution of relevant materials — case studies featuring government or education customers, compliance datasheets, agency-specific collateral — to local sales teams
• Work with the Regional Marketing Managers in AMER to coordinate event logistics and experiences (in-person, virtual, or hybrid) for ABM programs, including executive briefings at government-specific venues
• Maintain up-to-date ABM dashboards, campaign trackers, and internal documentation
• Bring creative ideas to drive engagement and innovation within the unique constraints and opportunities of the PubSec market

What You Bring

• 5–6 years of proven experience in B2B marketing, with at least 2 years in an ABM or strategic field marketing role
• Proven experience crafting and delivering successful ABM programs within Public Sector
• Strong ability to partner with PubSec sales leaders and translate agency mission goals into targeted marketing strategies
• Confident in driving multi-channel campaigns and executive-level engagement programs
• Experience with ABM platforms (e.g., Demandbase, 6sense, Userled), Salesforce, and marketing automation tools like Marketo
• Familiarity with government procurement processes, contract vehicles (GSA, SEWP, NASPO), and compliance requirements (FedRAMP)

Bonus Points:

• Experience working with Public Sector sales teams at a high-growth B2B technology company
• Knowledge of ABM platforms and Public Sector-specific intent data sources
• ABM knowledge framework certification is a strong plus
• Experience coordinating government executive briefings, agency roundtables, or Public Sector industry events
• Experience crafting compelling content, including mission briefs, compliance guides, or agency-specific case studies
• Deep familiarity with PubSec technology landscape — including Zero Trust, cloud modernization, AI/ML adoption in government, and cybersecurity frameworks such as NIST and CMMC
• Existing relationships or experience working alongside government channel partners, systems integrators (e.g., Booz Allen, SAIC, Leidos), or resellers