Job Description

Role-Account Based Marketing

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Experience: 3 to 5 years

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Location: TTK Road, Chennai

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Role Summary

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We are looking for an ABM Specialist to own the full cycle from account identification to qualified handoff. This role uses website visitor intelligence data to identify high-intent accounts, then directly executes outbound engagement, cold calling, emailing, and LinkedIn InMails, to these accounts. Once an account expresses a clear, specific requirement, this role hands off to Sales for closing. This hybrid marketing and outbound execution role works exclusively against intent-identified accounts.

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Key Responsibilities

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Account Intelligence & Tiering

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- Access and interpret account-level intent signals from our website visitor identification platform, in coordination with the SEO team, focusing on commercial intent from product and solution page visits
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- Build and maintain account tiering models based on page-visit behavior, visit frequency, and firmographic fit, separately for the Fintech/InsurTech line and the eLearning line
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- Establish and maintain a shared account-status tracker with other stakeholders to prevent duplicate or conflicting actions on the same identified accounts
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Outbound Account Engagement

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- Execute direct outreach to identified, tiered accounts through cold calling, email sequences, and LinkedIn InMails
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- Personalize outreach based on the specific product/solution page(s) visited and account context (industry, company size, likely buying role)
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- Maintain consistent, structured follow-up cadences per account tier
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Lead Qualification & Requirement Confirmation

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- Engage contacts to uncover and confirm a clear, specific requirement (named product interest, defined use case, budget or timeline indication.)
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- Define and continuously refine what qualifies as a "clear requirement" per business line,



in agreement with Sales leadership, to keep the handoff bar consistent
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- Maintain accurate CRM records of all outreach activity, responses, and qualification status per account
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Handoff to Sales

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- Once a clear requirement is confirmed, hand off to Sales with full context: account profile, engagement history, outreach touchpoints, and the specific requirement captured
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- Maintain a structured handoff log and agree on format/timing with Sales leadership
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Reporting

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- Track and report on outbound activity metrics (calls made, emails sent, InMail response rates) and conversion from outreach to confirmed requirement, by business line
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- Report on requirement-to-handoff and handoff-to-opportunity outcomes.
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Required Experience

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- 3 to 5 years in B2B demand generation or ABM role with direct outbound execution experience (cold calling, email sequencing, LinkedIn InMails), along with strategy or campaign planning background.
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- Proven experience with B2B enterprise sales cycles (6 to 18 months), ideally in Fintech, InsurTech, HR Tech, or L&D;
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- Solid track record of qualifying leads through direct conversation.
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- CRM fluency for managing outreach cadences and qualification tracking
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- Comfortable with high-volume outbound activity (calls and emails) balanced with account-specific personalization, not a generic script-based approach
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Skill Set

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- Strong verbal and written communication, comfortable on cold and warm calls daily
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- Judgment to identify genuine buying signals versus surface-level politeness
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- Discipline in follow-up cadence and CRM hygiene, incomplete records will break the handoff quality
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- Ability to work within a defined account list (not build their own prospecting list), since the account universe is fed by intent signals, not personal sourcing
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- Hands-on experience with website visitor identification or intent data platforms is a plus.
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📌 Account Based Marketing (Tamil Nadu)
🏢 Novac Technology Solutions
📍 Tamil Nadu