Head of ABM & Account Intelligence

Lacon House, London

Marketing & Events – Demand Generation /

Perm Full time Employee /

Hybrid

Expana is the world’s leading agrifood-focused Price Reporting Agency (PRA) and global commodity intelligence provider. Formed through the combination of Mintec, Urner Barry, and associated brands, Expana brings together over 200 years of accumulated expertise in global commodity markets, serving more than 3,000 customers across 50 countries.

The Expana platform delivers 36,000+ proprietary price series across 900+ commodities, 70 million+ data points, and 1,400+ price forecasts, all underpinned by IOSCO-assured data integrity. Clients across retail, food manufacturing, agriculture, financial services, and industrial production rely on Expana to optimise procurement, manage commodity risk, and improve profitability across their supply chains.

Ready to shape the future of how we engage, influence, and win with our most valuable accounts?

We’re looking for a strategic, data‑driven ABM leader who thrives at the intersection of insight, creativity, and revenue impact.

This is a hands‑on, high‑visibility role where you’ll own our named‑account strategy, build intelligent segmentation frameworks, activate intent signals, and orchestrate multi‑channel ABM programs that drive measurable growth across both new business and existing customers.

If you love turning intelligence into action, aligning teams around a shared plan, and running campaigns that actually move the needle, this is your stage.

What You’ll Lead & Deliver

Account Strategy & Intelligence

Own and evolve our account selection, prioritisation, and segmentation approach.
Strengthen our tiering model (1:1, 1:few, 1:many) and buying‑group coverage.
Activate intent signals and trigger‑based workflows that fuel smarter outreach.
Build structured outbound lists for SDRs aligned to campaigns and buying stages.
Maintain shared account intelligence that empowers Sales, SDRs, and Marketing.
Lead future ABM platform rollout, adoption, and enablement.

Campaign Strategy & Orchestration

Design bold, hypothesis‑led ABM campaigns across multiple channels.
Set clear objectives and success metrics before launch.
Build structured briefs for creative, content, events, and paid media teams.
Ensure consistent messaging across SDR outreach, paid, events, and direct mail.
Document performance, share insights, and continuously optimise.

Sales & SDR Alignment

Partner closely with Sales to prioritise accounts and identify whitespace.
Run account planning sessions and align on buying‑group gaps.
Coordinate outbound list creation and campaign timing with SDR leadership.
Work with RevOps to ensure engagement and opportunity progression are tracked accurately.

Performance & Optimisation

Own ABM dashboards and all related KPIs.
Diagnose bottlenecks and run structured experiments across messaging, channels, and timing.
Lead post‑campaign reviews and embed learnings into future programs.

Technical Execution

Hands‑on experience with ABM platforms such as Demandbase (preferred), 6Sense, or Terminus.
Confident working in Salesforce.
Able to build, optimise, and troubleshoot campaigns independently.

What You Bring

5+ years in B2B demand generation.
3+ years focused on ABM in data‑rich, segmentation‑heavy environments.
Experience running enterprise‑level ABM programs.
Strong understanding of complex B2B buying cycles.
Experience briefing creative, content, and event teams.
Analytical fluency across funnel metrics and performance diagnostics.
DaaS is preferred but SaaS or enterprise tech background.
Experimental mindset with a passion for testing, learning, and scaling.
Experience using AI and automation to enhance targeting and personalisation.

Why This Role Matters

Your work directly fuels:

Account engagement
Buying‑group penetration
Meeting generation
Pipeline creation and velocity
Revenue impact
Campaign performance

You’ll be at the centre of how we identify, engage, and convert our highest‑value accounts — shaping strategy, influencing teams, and driving measurable commercial outcomes.

Our Core Values at Expana

At Expana, we take great pride in our core values, which guide our actions and shape our culture:

Brilliance: We strive for excellence in everything we do, pushing the boundaries of creativity and innovation to deliver outstanding results.

Connected: We believe in the power of collaboration and communication. By fostering strong relationships within our teams and with our partners, we create a supportive environment that drives success.

Make a Difference: We are committed to making a positive impact in our industry and community. Our actions reflect our dedication to sustainability, social responsibility, and delivering value to our stakeholders.

Other values such as trust, transparency, creativity, and ownership define our brand and company culture. These qualities are what we seek in our teams as well. Your unique communication style and optimistic vision will inspire harmony with colleagues, customers, and business partners. Your commitment to excellence and strong relationship skills are also valued. Positive energy and strategic skills are key to succeeding at Expana. We value both individual success and collaboration, seeking dynamic team players who think outside the box. Everyone's development is integral to our collective success, so we foster and support each person's strengths and talents.

In return for your hard work and dedication, we offer fantastic rewards. Please note that we operate with an agile working model, allowing for remote work and occasional travel to our offices.

It is important to mention that we cannot sponsor or provide any work visas to any candidate in our locations and we will be conducting Right to Work checks during our hiring practices to ensure compliance with employment laws.

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