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