Head of Research & ABM

The Scalers is on a mission to solve the shortage of tech talent that’s holding businesses back. How? By building fully integrated engineering teams in Bangalore — the Silicon Valley of Asia. We've cracked the code of scaling tech teams with our unique model that combines recruitment, managed operations, and cultural alignment. Put simply, we say goodbye to low-quality outsourcing and hello to incredible teams of global talent.  Dedicated, integrated, aligned.  We call our model the smarter way to go offshore. 

People and culture are at the heart of everything at The Scalers. With hundreds of employees across Bangalore, London, Dublin, and Krakow, this is an exciting opportunity to join a fast-paced company with highly ambitious plans for the coming years. We’re growing at lightning speed and looking for only the very best to jump on board The Scalers’ rocketship, so come and join an unstoppable team! 🚀

We are looking to bring on a brand-new Head of Research & Account Based Marketing to grow and lead the research team and drive overall account based marketing strategy. Reporting to the CMO, you will be responsible for finding key targets within our key markets, staying on top of our Books of Business and marketing campaigns plans to target those targets. You will also work closely with other marketing team members to make sure the plans are executed. 

Key responsibilities:

• Manage and grow research team responsible for building hot accounts and prospects databases of key target accounts for target markets 
• Establish ABM programs for key markets (UK, Ireland, France, Australia, New Zealand, US), including account selection, account research and planning, as well as defining ABM specific metrics 
• Work with the CMO and Sales team to identify the most effective messaging for key accounts and personas within those accounts.
• Set up, oversee and monitor email and linkedin sequences for sales reps in Apollo
• Develop account-focused playbooks including, but not limited to, outbound prospecting, emailing and nurturing.
• Manage and update our BOB (Book of Business) for key markets
• Utilise ABM metrics to ensure business impact as measured by new pipeline, bookings, contact database growth, and account and contact engagement
• Provide the Sales team with data and insights on key accounts 
• Provide market knowledge, trends and utilise them for marketing-sales target strategies
• Collaborate with other team marketing members to plan and oversee multichannel marketing campaigns 
• Measure and report performance against established KPIs and goals

Requirements for the role:

• Experience in building high-performing research/database teams 
• Knowledge and proven experience in building and executing account-based marketing plans
• Ability to classify databases and customise messaging for different audiences based on deep understanding and research of their pain points
• Experience with ABM tools, including email automation (Apollo), and others, e.g. Lusha, Leadfeeder, ZoomInfo, LinkedIn, Hubspot
• Ability to devise new and innovative communication methods and assets to articulate The Scalers’ messages and value propositions to customer accounts
• Experience with ICP marketing 
• Excellent verbal and written communication skills
• Self-motivated, able to take ownership and work autonomously
• Comfortable with change and a fast-paced environment