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
#LI-JM5
Compensation for this role is in the form of base salary. This role does not have a variable compensation component.
The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.
These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.
An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
The typical starting salary range for this role is:
$106,900—$169,100 USD
The typical starting salary range for this role in the select locations listed above is:
$128,200—$202,700 USD
Additional Information - We Take Care of Our People
As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.
We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.
- Competitive pay based on the work you do here and not your previous salary
- Health coverage for you and your family in many locations
- Ability to craft your calendar with flexible locations and schedules for many roles
- Generous number of vacation days each year
- Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
- Up to 40 hours each year to use toward volunteer projects you love
- Embracing parenthood with minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
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