ABM Specialist

## About Kapture CX
Founded in Bengaluru in 2014, Kapture CX began as an enterprise customer support software company and has evolved into an AI-first Agentic Operating System for Enterprises .
Kapture helps enterprises scale AI execution while keeping humans in control. Its AgentOS platform enables enterprises to deploy, orchestrate, monitor, and optimize AI agents across critical business workflows — including customer support, sales, collections, and claims . Kapture’s AI agents can execute workflows end-to-end across voice, chat, email, messaging, and social channels , with human intervention built in wherever judgment, empathy, or decision-making is required.
Today, Kapture is trusted by 1,000+ enterprises across 18 countries , helping organizations transform customer experience, automate complex workflows, and drive measurable business outcomes through AI Agents, Agentic AI, Voice AI, Conversational AI, and intelligent automation .
Role Overview This role starts as an individual contributor with the potential to grow into leading a team as the ABM function scales. You'll own ABM strategy end-to-end from account selection to personalized campaigns with support from broader marketing, sales, and design teams, but the strategic thinking, execution, and revenue outcomes sit with you. Key Responsibilities
- Design and formulate Kapture's overall ABM strategy, including account tiering, segmentation, and targeting approach for large enterprise accounts
- Build out the ABM function/playbook where one doesn't yet exist, processes, tools, and workflows for running targeted campaigns at scale
- Own revenue outcomes from ABM activities, track and be accountable for pipeline and revenue generated from target accounts
- Identify and prioritize high-value enterprise target accounts in collaboration with Sales
- Use tools like Clay and Apollo.io for account/contact research, data enrichment, and outreach workflows
- Develop personalized, multi-channel campaigns (content, email, events, ads, direct outreach) tailored to specific accounts or account clusters
- Work closely with Sales to align messaging and timing, and to move target accounts through the pipeline
- Partner with content, design, and demand gen teams to get creative and campaign assets produced, while owning the strategic direction
- Track and report on ABM-specific metrics account engagement, pipeline influenced, revenue generated, deal velocity, and win rates on target accounts
- Continuously test and bring new ideas to the table channels, formats, personalization approaches — to improve account engagement and conversion
- As the function grows, build and lead a small ABM team
Requirements
- 6-7 years of experience in B2B marketing, with a strong focus on Account-Based Marketing within SaaS companies
- Proven experience establishing or scaling an ABM function/department from scratch, including formulating strategy (not just executing an existing playbook)
- Track record of running ABM campaigns targeting large enterprise accounts specifically, with clear ownership of revenue impact
- Hands-on experience with tools like Clay, Apollo.io, and similar ABM/intent platforms (e.g., 6sense, Demandbase)
- Strong individual contributor mindset with the ambition and capability to grow into a people-leadership role
- Sharp, ideas-driven approach with a bias toward experimentation and iteration
- Strong collaboration skills to work effectively across Sales, Content, Design, and Demand Gen
What Success Looks Like
- A well-defined, documented ABM strategy and playbook in place
- Measurable revenue and pipeline generated from target enterprise accounts
- Strong, ongoing collaboration with Sales on account targeting and outreach
- Growth of the ABM function, potentially into a small team under this person's leadership