Field and ABM Manager
About Trolley
Trolley is the payouts platform for the internet economy. Our vision is to unlock the collective economic opportunity of the internet – for everyone – by building a truly global payouts ecosystem. Through our powerful platform and API, Trolley enables businesses to reach people from all corners of the world and offer creators, on-demand workers, and suppliers the ability to bring their specialized talents to a global market. Businesses use Trolley to automate and manage payouts, collect recipient tax and banking information, and mitigate fraud and risk. It is the go-to payouts solution for hundreds of businesses like Canva, Soundcloud, and Envato, ensuring creators, artists, and suppliers get paid efficiently. Trolley has processed millions of payments, supporting musicians, artists, makers, vendors, and suppliers worldwide.
Reports to: Director, Demand Generation
Interview stages: preliminary/recruiter interview, hiring manager interview, final round with CGO.
About the Role
We want to build relationships that convert and accelerate pipelines within our most valuable accounts. This is a highly strategic and collaborative role focused on seamlessly blending the digital precision of Account-Based Marketing (ABM) with the high-touch, offline impact of Field Marketing. You won't just execute; you will be the architect of our offline and ABM motion, establishing the foundational event strategy, building scalable playbooks, and defining the measurement frameworks that prove ROI.
You will work backward from target account pipeline goals to build integrated campaigns where pre-event digital outreach, bespoke in-person VIP experiences, and hyper-personalized follow-ups work together to win our most critical accounts. You own the full account journey - from tiering and targeting to local market activations and post-event pipeline acceleration.
Your Standard Week:
- 60% Strategy & Execution: Building and running integrated ABM and field programs, from account research, segmentation, and personalized campaigns to executive experiences and event activations.
- 25% Sales Partnership: Working with Sales and SDRs to prioritize target accounts, map buying committees, coordinate outreach, drive event attendance, and ensure timely follow-up.
- 15% Measurement & Optimization: Tracking account engagement, pipeline impact, and program ROI, then using those insights to improve targeting and investment decisions.
What You'll Be Doing
- Strategy & Playbook Development: Define Trolley’s integrated ABM and field marketing strategy from the ground up. Build repeatable playbooks for one-to-one and one-to-few campaigns, executive dinners, roadshows, trade shows, and other targeted activations.
- Account Targeting & Research: Partner with GTM Ops and Sales leadership to define and prioritize Target Account Lists, map buying committees, identify account needs and signals, and develop actionable engagement plans.
- Multi-Channel ABM Campaigns: Build personalized account journeys using channels such as email, advertising, landing pages, content, direct mail, sales outreach, and in-person experiences.
- ABM-Driven Field Programs: Design experiences that bring the right accounts and executive buyers together. Evaluate opportunities based on ICP fit and pipeline potential, not simply whether an event is popular or Sales wants to attend.
- End-to-End Event Ownership: Personally manage field programs from planning through execution, including budgets, vendors, logistics, audience acquisition, onsite coordination, and post-event follow-up.
- Integrated Pre- and Post-Event Campaigns: Ensure no event stands alone. Use targeted ABM campaigns to generate engagement and attendance before an event, then turn in-person interactions into coordinated follow-up and sales conversations.
- Data, Measurement & Insights: Partner with GTM Ops to track account penetration, engagement, pipeline velocity, and ROI. Build clear program reporting and use the results to recommend what should happen next.
- Sales Enablement & Accountability: Give Sales the account insights, messaging, and collateral they need to engage prospects effectively. Establish clear ownership and expectations for invitations, outreach, and follow-up.
What you'll need to be successful
- Open Curiosity: You collaborate with intention, stay humble, seek feedback, and share your perspective when you believe there is a better approach.
- Builder and Operator: You can develop a strategy from scratch, turn it into practical playbooks, and personally execute the work within a lean team.
- ABM Expertise: You have built and executed one-to-one, one-to-few, or targeted one-to-many programs, including account selection, research, personalization, campaign orchestration, and account-level measurement.
- Field Marketing Expertise: You have personally owned B2B field programs end to end and understand how to create experiences that engage executive buyers and support complex sales cycles.
- Integrated Campaign Thinking: You know how to connect marketing automation, advertising, content, direct mail, sales outreach, and live experiences into a cohesive account journey.
- Commercial Judgment: You can prioritize accounts, campaigns, and events based on ICP fit, engagement, pipeline potential, and expected return. You are comfortable challenging requests that do not support the strategy.
- Concrete Track Record: You can share clear examples of ABM and field programs you personally built, the results they produced, and what you changed based on performance.
- Sales Fluency: You understand the sales funnel and can build a productive relationship with Sales while creating shared accountability for target-account engagement and follow-up.
- Data Fluency: You can translate account and campaign data into clear conclusions and next steps. You measure success through engagement, pipeline creation, deal progression, and revenue impact - not simply leads or booth scans.
- Systems Fluency: You are comfortable working in CRM and marketing automation platforms to manage campaigns, coordinate audiences, maintain accurate data, and report on performance.
- Startup Mindset: You are comfortable working in a fast-moving environment, managing competing priorities, and building processes where none currently exist.
- Travel: You’re willing and able to travel regularly to the United States to support events, customer engagements, and sales activities. There may be some International travel.
Bonus points
- Background in B2B SaaS or fintech.
- Previous experience using specialized ABM and event platforms
- Strong meme game (we’re a team, let’s have fun).
What we offer:
- Competitive salary and meaningful equity (ESOP).
- Join an amazing team of diverse people working together on a common mission.
- Extended Healthcare benefits including dental, vision, LTD, etc. from day 1.
- 4 weeks paid vacation per year + public holidays (+ 1 extra vacation day per year of service).
- 30 days remote work from anywhere.
- Gym membership allowance.
- 1/2 day Fridays off during summer.
- Company-provided use of Apple MaxcBook Pro and Mac gear.
