Senior Manager, Account-Based Marketing (ABM)

At Archive, we believe great products should live many lives. We build the technology that powers branded resale for some of the world’s most beloved companies, including Lululemon, The North Face, New Balance, Dr. Martens, Peloton, and 50+ others. Our platform makes it easy for brands to keep products in circulation and for customers to shop secondhand with confidence. The secondhand market is growing three times faster than traditional retail and is projected to reach $350B globally by 2028. We’re building the infrastructure behind that shift, helping brands turn resale into a meaningful part of their business and helping consumers rethink how they shop. If you’re excited to change consumer behavior for the better, we’d love to meet you. ABOUT THE ROLE We're looking for a Sr. Manager of Account-Based Marketing to own how Archive gets in front of the brands we want to work with, and to build the system that engineers that outcome at the account level, not just the individual outreach level. This isn't a broad-funnel ABM role. Our current TAM is roughly 300 named brands across apparel, footwear, children's bikes, and kitchen supplies. There is no "tier 3, spray-and-pray" segment here. Every account matters, every buying committee is knowable, and the job is to be the sharpest, best-informed presence in the room before an AE ever gets on the phone. Precision, brand craft, and creativity are what win at Archive. That's where you come in. This is a role for someone who can map an entire buying committee at a target brand, know who owns the customer acquisition number, who owns the brand and full-price growth, who evaluates operational lift, and where sustainability sits in the decision. RESPONSIBILITIES - Own the number. You'll carry the account-based marketing target; meetings held and opportunities created across our named account list, forecast it accurately, and report progress account by account, not just in aggregate. You'll also own the leading indicators that predict those outcomes; how deep we've penetrated each buying committee, and whether our core business case is actually landing in the accounts we're working. - Own the account universe. ~300 target accounts, segmented by brand type and firmographics, each defined buying committee (CFO & CMO as economic buyer and strategic sponsor; VP Ecomm; Ops & Sustainability as influencers and technical evaluators) and a play built for that specific group. Priority accounts get 1:1 orchestration; mid-tier gets 1:few cluster plays; the long tail gets scaled-but-still-personal sequencing. Every account is AE-owned, so tight, constant coordination with the sales team is critical. - Monitor signals, don't wait for them. This is the core shift from a traditional demand-gen motion: you're watching for buying signals at both the account and individual-stakeholder level; champion changing jobs, a new CMO or CFO appointment, public commentary on rising customer acquisition costs, a competitor's contracting renewing, a competitor launching resale. You decide when an account is ready to be worked and by which channel, rather than running the same cadence on every account regardless of readiness. - Orchestrate multi-channel, not single-channel. Email, LinkedIn, paid social, direct mail, events, and warm-intro plays all need to work together per account, sequenced around the signal and the stakeholder- not run as parallel, disconnected campaigns. You'll design and manage the automation and tooling that sequences these consistently, while making the individual judgment calls on tone, timing, and channel mix that automation can't. - Write, and direct AI to write, outbound that earns a reply. BASHOs, ghostwritten executive outreach, sequences, campaign copy. Some of this you'll write yourself; increasingly, you'll be directing AI tools to generate first drafts and message variants across a buying committee at scale, then editing and approving for brand voice, accuracy, and craft. The bar doesn't drop because a machine drafted it; you're the last line of quality control on every message that goes out under Archive's name. - Be creative about how we get in. Some of our best deals started because someone shopped a partner's resale site, met us at a dinner, or was introduced by a friend of a friend. With a finite, named account list, the job is fundamentally about finding non-obvious angles into accounts that haven't responded to conventional outreach, and running structured experiments to find out what does work. - Design the system, not just the campaign. The part of this job that compounds: how account/contact research, signal detection, enrichment, sequencing, CRM, and reporting fit together so the next account you approach takes a fraction of the manual effort the last one did. You'll own the stack in partnership with RevOps; what we add, consolidate, or cut, and the attribution model that tells us which channels and plays actually moved accounts forward. - Run paid as air cover, targeted at accounts, not audiences. LinkedIn and paid social exist so the buying committee at a target account already recognizes Archive before outreach lands, not to generate generic leads. You'll own the programs, the budget, account-level targeting, and a defensible read on what's working. - Build and rebuild workflows with AI, deliberately. Archive is AI-first. We want someone who has already implemented AI-driven workflows for signal monitoring, research/enrichment, or content generation, not someone who's curious to start. The expectation is a motion that operates with the account-level precision and output of a much larger team, while the strategic judgment (which account, which angle, which moment) stays firmly human. - Partner with sales, properly. You'll work alongside two AEs daily. You won't always be the one sending the message, but you're responsible for coordinating the account strategy, the quality of every touch, and the momentum on every account in flight. Creating leverage for others requires enough organization and clarity of reasoning that experienced sellers trust and run your plays without you having to check in constantly. - Deploy Archive's secondary market intelligence. We can show a prospect what their brand is actually selling for across resale marketplaces right now; unit volume, price realization against retail, category mix, and what they're capturing none of. Almost no brand has ever seen this about themselves. Turning it into a repeatable, personalized, account level asset is among the highest leverage things this role will own. REQUIREMENTS - 4+ years in ABM, demand generation, growth marketing, or outbound strategy, at least some of it in B2B with considered, multi-stakeholder sales cycles. - Direct ABM experience; you've run account-level (not just persona-level) campaigns, and can talk specifically about how you mapped a buying committee and sequenced multi-channel touches against it. - You can write to a CFO & CMO. Our economic buyer(s) cares about customer acquisition cost, payback period, and revenue growth. You don't need to be a finance person, but you do need to construct and communicate commercial argument credibly enough that a CFO takes the meeting. - You believe in the power of secondhand to transform the industry - and you understand that the way to get brands there is a commercial case, not a value pitch. The sustainability story closes. The growth story opens. - You are an exceptional writer. You can research a brand and a person and produce outreach that earns a reply, and you take real pride in the craft. We will ask you to demonstrate this. - You think in systems. You can describe an ABM engine you designed, not just operated, where research, signal, sequencing, and reporting connected end to end and got easier to run the second time. - You're AI-native, with specifics. You can walk us through at least two workflows you personally built or rebuilt using AI tooling; ideally including signal detection, account/contact research, or content generation at the buying-committee level. - You're creative and a bit relentless. When the account list is small, finite, and known, the job becomes about finding the angle no one else has tried. You have a track record of unconventional plays that worked, and a clear-eyed view of the ones that didn't. - You execute. There is no team beneath you. You own the strategy and you build the thing. - You're organized enough to drive other people. You can hold AEs and a BDR to account-level commitments you don't have direct authority over, and keep dozens of account plays moving without dropping any. - You can build credibility with an adjacent team. You can describe a time you had to earn trust from sellers or another function, and what actually changed their minds. - You're comfortable in Salesforce and a modern GTM/ABM stack. We currently use Clay, Apollo, Sales Navigator, Gong, and HubSpot. You have opinions on how these should fit together; including where a dedicated ABM or intent-signal platform would earn its place, and what's overkill for a 300-account universe. - You're data-literate and comfortable owning a number, reporting account-level progress toward it, and explaining why an account moved or stalled. - You care about sustainability and believe in the power of secondhand shopping to transform the industry. BONUS REQUIREMENTS - Experience selling into retail, fashion, apparel, or consumer brands. - Experience marketing to CMOs and CFOs. - Experience with intent-data or signal-monitoring platforms as part of an ABM motion. - Events experience: conferences, hosted dinners, in-person networking as an account-entry channel. - Salesforce administration or RevOps depth. - You've been the first or only ABM/demand-gen hire somewhere before. The expected annual base salary range for this position is $115,000- 145,000, USD. Compensation varies based on a variety of factors which include (but aren’t limited to) such as role level, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible for equity as well, and all employees are eligible for a full benefits package including employee and dependent healthcare and 401(k) enrollment. Archive is a Series B company backed by Lightspeed Venture Partners, Energize Capital, and Bain Capital Ventures, and was named Fast Company's #2 Most Innovative Company in Retail in 2024. We're a small team with low egos and high agency, working on a problem that actually matters- and having a lot of fun doing it. This is a remote role open across the continental US. We have offices in New York and the SF Bay Area, with hybrid options for those nearby. We consider applicants of all backgrounds. If you are excited about what we're building but don't meet some of the criteria above, please don't let that discourage you from applying. Please note that we are unable to accept applications from candidates outside of the US at this time.