Principal Growth Manager, ABM & Enterprise

ABOUT OSCILAR Oscilar is building the AI Risk Decisioning™ platform for banks and fintechs. Our platform enables financial institutions to manage fraud, credit risk, compliance, and onboarding decisions in real time using modern AI infrastructure. We work with leading fintechs and financial institutions and are backed by world-class investors. Oscilar was founded by Neha Narkhede, co-creator of Apache Kafka and co-founder of Confluent. We are building a category-defining company — and our GTM engine will be a core competitive advantage. THE ROLE We are hiring a Principal Growth Manager, Enterprise ABM to own and scale revenue growth from Oscilar’s highest-value target accounts. This is a company-wide ownership role: you'll own the ABM & enterprise marketing budget and strategy end-to-end, running multi-channel campaigns leveraging outbound email, direct mail, events, and webinars to create and accelerate enterprise opportunities and pipeline. You'll also build and develop the ABM function itself, including hiring and managing specialists as the program scales. This role is for a marketer who turns strategy into campaigns, not decks. You'll be in-market weekly: launching, iterating, and optimizing across channels with an experimentation mindset that treats every activation as a learning opportunity — while also shaping how Oscilar allocates enterprise marketing investment at the company level. This is a high-ownership role with direct impact on company's most important segment: enterprise growth. You'll partner with the CMO on budget planning, channel mix, and reporting pipeline contribution and ROI to the board and investors. You will work closely with our Head of Growth, Head of Events, and VP of Marketing. You will also partner closely with our BDR, Enterprise Sales, and Sales Leadership, and be recognized externally as a leader in enterprise ABM. WHAT YOU'LL OWN You will plan and execute multi-channel ABM campaigns that create and accelerate enterprise pipeline, including: ACCOUNT STRATEGY & TARGETING • Own the ABM & enterprise marketing budget and strategy company-wide, in partnership with the CMO and Sales leadership • Define and maintain target account lists in partnership with Sales leadership • Develop account-level and segment-level campaign plans for priority accounts • Build account intelligence from incomplete data: research, intent signals, relationship mapping • Coordinate account coverage across BDRs, AEs, and marketing channels • Build and develop the ABM team as the program scales; report pipeline contribution, CAC, and ROI to the CMO and to the board/investors OUTBOUND EMAIL CAMPAIGNS • Design multi-touch outbound email sequences in collaboration with BDRs and Growth Engineering • Own campaign messaging, segmentation, and testing • Build coordinated plays that layer email with direct mail, events, and webinars DIRECT MAIL • Design and execute direct mail campaigns for target accounts: gifting, dimensional mail, executive packages • Manage vendors, creative, and fulfillment • Coordinate mail timing with outbound sequences and event invitations • Enable BDR and AE teams with direct mails EVENTS & FIELD MARKETING • Co-own event strategy with the Events team including executive dinners, roundtables, sponsored conferences, field events • Co-own ABM-specific event activations: pre-event targeting, on-site plays, post-event follow-up sequences • Manage event ROI at the account level, not just lead level WEBINARS • Plan and execute webinar programs targeting enterprise personas • Own the full lifecycle: topic selection, speaker coordination, promotion, follow-up • Build webinar-to-pipeline conversion plays with BDRs WHAT YOU’LL DO • Run 1:1 and 1:few ABM campaigns against named enterprise accounts • Run multi-channel activation plays: be comfortable building plays from all channels • Partner with BDRs on account penetration strategy and follow-up workflows • Work with AEs to build account-specific marketing plans for strategic deals • Brief creative, manage vendors, and own campaign logistics end-to-end • Iterate rapidly: launch campaigns, read the results, adjust, and relaunch WHAT WE’RE LOOKING FOR ACTIVATION-FIRST MARKETER • 10–14 years in B2B marketing with at least 4–5 years focused on ABM or enterprise marketing at increasing scope, from account/team level to owning the function • Hands-on experience with at least 3 of: outbound email, direct mail, events, webinars • Track record of running account-based campaigns and owning budget and channel-mix decisions that have driven measurable, durable pipeline results • You've managed vendors, budgets, logistics, and creative — not just strategy decks — and have built or scaled a team or function before ENTERPRISE SALES FLUENCY • Deep experience partnering with BDRs and AEs: you know how enterprise deals actually move • Understand long sales cycles, multi-threaded buying committees, and how marketing accelerate pipeline • Can speak credibly to C-level and VP-level personas at banks and fintechs EXPERIMENTATION MINDSET • You default to launching and iterating, not perfecting before shipping • Comfortable designing lightweight tests across channels and doubling down on what works • You measure what matters but don't let imperfect data paralyze you COMFORT WITH AMBIGUITY • You can build and enrich an account list and a campaign plan without perfect data • You've scaled ABM programs at a company where the playbook wasn't already written • Be resourceful: you figure it out rather than wait for someone else to figure it out for you BONUS EXPERIENCE • ABM or enterprise marketing at a company selling to financial institutions or regulated industries • Marketing automation tooling (HubSpot, Marketo, Outreach, Sendoso, or similar) • Run executive dinner programs or high-touch field events • Worked at a company in the $5M–$50M ARR scaling phase WHY THIS ROLE IS UNIQUE At Oscilar, you will: • Build the enterprise marketing playbook from scratch: not inherit one • Own budget, strategy, and team-building for a function you shape at the company level • Have direct access to Sales leadership, AEs, the CMO, and the full GTM team • Run campaigns that directly impact the deals that define Oscilar's growth trajectory • Operate with high autonomy, real budget, and a team that values execution over planning • This role is a proven path to Director of Marketing / VP of Marketing as the ABM function and team grow ONE MORE THING If you've read this far and don't check every box but are convinced this role has your name on it. Send a cold outbound email to joe@oscilar.com that makes us want to reply. Bonus points if you include any side projects, tools you built, or marketing hacks that worked better than it should have. We'll read every one. BENEFITS AND OTHER PERKS • Compensation: Competitive salary and equity packages, including a 401k plan • Flexibility: Remote-first culture • Health: 100% employer-covered comprehensive health, dental, and vision insurance (US) • Balance: Unlimited PTO policy • Culture: Family-friendly environment with regular team events and offsites • Development: Strong learning and professional development opportunities • Impact: Help make the internet safer by protecting online transactions Compensation: $195K - $275K