Principal Field Operations, ABX

We're looking for a Principal Marketing Operations to architect and run the operational engine behind Sanity's account-based growth (ABX) program. This is a role for someone with director+ level experience who would love to build our ABX account to opportunity systems from scratch. A builder that will hire and develop a team over time. You'll design the martech architecture and the account-to-opportunity process that takes an account from first intent signal to opportunity, then run it and scale it.

At Sanity.io , we’re building the future of AI-powered Content Operations. Our AI Content Operating System gives teams the freedom to model, create, and automate content the way their business works, accelerating digital development and supercharging content operations efficiency. Companies like SKIMS , Figma , Riot Games , Anthropic , COMPLEX , Nordstrom , and Morningbrew are using Sanity to power and automate their content operations.

Reporting to the CMO, you'll own the marketing technology stack and the full account journey model: how we select accounts, detect intent, orchestrate engagement across marketing and SDRs, and hand off to sales with full context. Most of this doesn't exist yet in its target state. You'll define it, build it, prove it works, and then make it run without you in the loop. Along with this you would own the rest of the marketing stack.

What you would do:

Architect the ABX account-to-opportunity engine

Design and own the end-to-end account journey: (TAL) account selection with sales, tiering, intent detection, scoring, engagement orchestration, SDR activation, and opportunity handoff, with clear stage definitions, SLAs, and owners at every step

Build the account scoring model that combines firmographic, technographic, intent, and product usage signals into a single view of account readiness, and iterate on it against actual conversion data

Define the operating cadence with ABX program, SDRs, and sales: which accounts are in play, what plays are running, what's converting, and what changes next

Own the martech stack

Own the marketing technology architecture end to end: MarkOps, the Salesforce sync, Leandata routing, Common Room, intent data providers, enrichment tools, and ABM platforms, including build-vs-buy decisions and vendor consolidation

Own the Automation platform: programs, templates, smart campaigns, tokens, governance, and hygiene

Build AI-powered automation into the stack so account research, personalization, and campaign execution scale beyond manual builds

Define and maintain other critical applications part of marketing ongoing operations

Pipeline data, measurement, and funnel operations

Co-own the pipeline generation target with demand gen, SDRs, and sales, with the operational infrastructure to hit monthly, quarterly, and annual goals

Model the full-funnel account journey from awareness to closed-won; define conversion benchmarks at the account level, identify gaps, and drive data-backed changes to the GTM motion

Own marketing data quality (deduplication, normalization, enrichment, decay management) and the campaign-to-opportunity attribution framework, including campaign member statuses, UTM governance, and CRM campaign structure

Partner with the data team on account-level pipeline and funnel reporting that leadership actually uses to make decisions

About you:

Based in: North America (remote)

10+ years in marketing operations, revenue operations, or GTM operations at B2B SaaS companies, including time as a Director, Head of, or equivalent senior owner of the function

You've built an account-based motion before: the systems, the scoring, the routing, the handoffs, not just administered one someone else designed

Deep hands-on expertise in Automation tools (Marketo or similar) and Salesforce; you can architect the solution and build it yourself

Strong command of the B2B buyer journey, ABM/ABX strategy, intent data platforms, and lifecycle management including account and lead stage definitions