GTM & ABM Lead

Job description :

Job Title : GTM & ABM Lead

Department : Growth / Marketing

Reports To : Chief Growth Officer (CGO)

Location : Onsite (Hyderabad)

The GTM & ABM Lead drives growth by designing and executing go-to-market strategies and account-based marketing programs that align sales, marketing, and delivery around high-value target accounts and strategic partnerships.

This role blends strategic thinking with hands-on execution ideal for someone who can translate business goals into measurable campaigns, engage partners and customers, and enable sales teams with intelligence and assets to win deals faster.

Key Responsibilities :

1. Go-to-Market (GTM) Strategy

Develop and execute GTM plans for target verticals, offerings, and partner ecosystems (e.g., MuleSoft, Salesforce, Boomi, etc.).

Identify ICPs (Ideal Customer Profiles) and create GTM playbooks aligned with buyer journeys.

Collaborate with the CGO and Sales Directors to prioritize key markets, offerings, and value propositions.

Design campaigns to drive pipeline creation and conversion from awareness to sales enablement.

2. Account-Based Marketing (ABM)

  • Build and manage 1 : 1, 1 : few, and 1 : many ABM programs targeting strategic accounts and prospects.
  • Partner with sales teams to co-develop account plans, customized content, and personalized outreach strategies.
  • Use intent data, CRM insights, and partner intelligence to drive engagement and expand wallet share.
  • Develop success metrics and dashboards to measure impact on pipeline, win rates, and deal velocity.

3. Content & Campaign Enablement

  • Coordinate cross-functional GTM campaigns webinars, case studies, thought leadership, and partner co-marketing.
  • Create compelling narratives and assets (decks, brochures, LinkedIn posts, emails, landing pages) tailored to stages of the funnel.
  • Work closely with Presales and Delivery to convert project successes into reusable content and success stories.

    • 4. Sales & Partner Alignment

  • Collaborate with Partner Managers and Account Executives to build joint GTM programs with product vendors (e.g., MuleSoft AEs, Salesforce RVPs).
  • Build quarterly ABM calendars tied to partner launches, events (like Dreamforce), or regional campaigns.
  • Conduct win / loss analysis and feed insights into GTM refinement.

    • 5. (Optional) Sales Operations

  • Maintain pipeline dashboards and lead routing within CRM systems (Salesforce / HubSpot preferred).
  • Support sales forecasting, territory segmentation, and campaign attribution.
  • Contribute to optimizing marketing-to-sales handoff and reporting cadence.

    • Qualifications & Experience :

  • 6-12 years of experience in B2B marketing, GTM, or demand generation roles (preferably in IT services or SaaS ecosystems).
  • 2-5 years of hands-on ABM program experience (Demandbase, 6sense, HubSpot, or similar).
  • Experience collaborating with or supporting sales operations, marketing automation, and CRM reporting (nice to have).
  • Deep understanding of partner-led GTM motions with Salesforce, MuleSoft, AWS, or similar ecosystems.
  • Strong communication, analytical, and stakeholder management skills.
  • Strategic mindset with an ability to execute fast in a growth-oriented environment.

    • Success Metrics :

  • Pipeline creation & acceleration from ABM and GTM programs.
  • Marketing-sourced & influenced revenue.
  • Account engagement scores (reach, depth, influence).
  • Sales team enablement & satisfaction.
  • Partner co-marketing ROI and visibility.

    • Ideal Candidate :

    A strategic doer who blends marketing creativity with commercial acumen understands integration or SaaS services, speaks the language of sales, and can orchestrate GTM plays that turn target accounts into growth engines.

    Back to blog

    Common Interview Questions And Answers

    1. HOW DO YOU PLAN YOUR DAY?

    This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

    2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

    When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

    3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

    Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

    4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

    With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

    5. HOW DO YOU PROCESS INFORMATION?

    Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

    6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

    Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

    7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

    Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

    8. HOW TO PRIORITIZE WORK?

    The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

    9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

    Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

    10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

    This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...