What does your ABM team look like?

Brandon McBride · July 2023

Right now, it's just me. But I've been asked to look into what headcount might look like for growing out a team to support the ambitions of our growing sales org.

So my question for all of you is this:

What does your ABM team and team structure look like? Folks at 6Sense, feel free to answer too!

charlotte.spangler · August 2023

At my org, I'm the only one officially working on ABM. But our rev ops manager is also working on ABM for the sales side, and next year, our events team will be working on approaching events from an ABM standpoint, so you could consider that a third

aluraroe4118 · August 2023

@Brandon McBride Hi there! 6senser here. I can give you a breakdown of how we structure our ABX team here. Our ABX team is comprised of 3 individuals that mainly focus on our larger events strategy (i.e. Dreamforce, Forrester Summit, our Customer Conference etc.). We then have ABX GTM individuals that focus on each of our segments (1 for Commercial, 1 for Enterprise and 1 for Strategic). The ABX GTMers focus on building programs that would be fit the needs of the segment they support (i.e. competitive takeout, upsell motions, strategic gifting, 1:few events, etc). The ABX GTMers build the strongest relationships with the sales leaders for each segment and act as a "mini CMO" for them. Lastly, we have a dedicated ABX Partner Marketing Manager that supports our strategy with partners and builds programs alongside them quarterly.

Rachel Zerilla · August 2023

@Brandon McBride I've built ABM teams at other companies and one example is: a large enterprise technology hardware company with an emphasis on industry verticals. We hired specialists to cover 3 main verticals for new business centered around content development, field marketing, sales enablement, web optimization, etc) . We also had a focus on expanding existing OEM accounts, where we also dedicated ABM resources to focus on cross-sell and up-sell motions. We had a lead for field marketing, sales enablement, and content for each focus area- in some cases, it was just a liaison in the sales org. It was just me for a long time, which was painful, so I understand the dire need to get a team up and running quickly! I wish I had 6sense back then!!

What does your ABM team look like?

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