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