Account Based Marketing (ABM) Specialist

About us

We’re Littlepay - a growing fintech headquartered in Melbourne with operations in the UK, EU, LATAM, USA, and Australia. Our payments platform enables our customers to pay for public transport using any payment card, mobile wallet, or wearable device. Processing over USD 1 billion a year in 19 countries and continuing to expand globally, we’re proud to move more people through better payment experiences.

About the role

The ABM Specialist is responsible for developing and delivering account-based marketing (ABM) programmes that engage high-value target accounts, build relationships with key decision-makers, and generate and accelerate qualified sales pipeline for Littlepay.

Reporting to the Demand Generation Manager, the role will strengthen Littlepay’s ABM capability across its primary markets and sectors, translating account insights and commercial priorities into targeted marketing strategies that support pipeline generation and progression. Working closely with the wider Marketing team and relevant stakeholders across the Revenue function, the specialist will drive a data-led, account-centric approach to identifying opportunities, deepening engagement with priority accounts, and contributing to Littlepay’s revenue growth.

What you’ll do

Target Account Research and Planning

• Work with the Demand Generation Manager and Revenue team to activate ABM strategies for priority accounts, aligned with commercial objectives and pipeline targets.
• Identify, prioritise and segment target accounts.
• Research target organisations, their business priorities, technology environments, purchasing processes and key decision-makers across public transport, parking and the wider payments and mobility ecosystem.
• Identify relevant buying groups and account-level triggers, such as procurement activity, technology modernisation, infrastructure investment and market expansion.
• Maintain accurate account intelligence and stakeholder information across CRM and marketing platforms.

ABM Campaign Execution and Personalisation

• Plan and execute personalised, multi-channel ABM campaigns across one-to-one, one-to-few and one-to-many programmes.
• Collaborate with Content and Product Marketing to develop tailored messaging and marketing assets for priority accounts and key market segments.
• Support ABM initiatives across public transport and the emerging parking vertical, researching relevant audiences and tailoring campaigns to the needs of each market.
• Support industry-specific campaigns, events and content initiatives that help engage target accounts and communicate Littlepay’s relevant payments capabilities.
• Manage campaign timelines, audience targeting, distribution and follow-up activities.

Sales and Marketing Alignment

• Work closely with the Revenue team, including SDRs, to align account priorities, ABM strategies and engagement plans with commercial objectives.
• Share account insights and campaign engagement data to support personalised outreach, nurture opportunities and drive qualified meetings.
• Coordinate account follow-up and progression, ensuring alignment between ABM programmes and wider demand generation activities.

Campaign Performance and Optimisation

• Monitor and report on campaign and account-level engagement, account qualification, conversion, deal progression and contribution to pipeline.
• Analyse results to optimise targeting, messaging, channels and campaign personalisation.
• Maintain campaign reporting and CRM data, identifying opportunities to improve processes, data quality and marketing automation.

What we're looking for

• 3+ years’ experience in developing and delivering ABM programmes that engage high-value target accounts with clear contribution to pipeline and revenue.
• Experience in B2B demand generation, preferably in a complex enterprise sales environment.
• Experience planning and executing multi-channel marketing campaigns.
• Strong account research, analytical and project management skills.
• Experience using Hubspot, as well as any relevant marketing automation and digital marketing platforms.
• Experience using ABM platforms such as 6sense and Demandbase, as well as ABA platforms such as Rollworks
• Strong writing and communication skills, with the ability to tailor messaging to different audiences.
• Strong understanding of account-based marketing, buying committees, pipeline measurement and sales and marketing alignment.
• Ability to manage competing priorities while maintaining campaign quality and delivery.
• Experience in B2B SaaS, payments, fintech, public transport, parking technology or mobility would be advantageous.

Our benefits

We love to look after our people. At Littlepay, you'll be part of an inclusive and diverse team that celebrates the differences and unique gifts we each bring to work.

You’ll have access to:

• A high trust working environment, with access to cloud collaboration tools like Notion, Slack, Claude, Google Workspace, and Jira to help us work together effectively
• Paid professional development (including conferences, courses, learning subscriptions, etc.)
• Harrison Assessments - our talent management provider that facilitates continuous professional development
• A variety of flexible leave options
• A company-wide paid day off
• Flexible (hybrid) working conditions
• Health insurance via our provider Vitality
• UK pension additional contribution split
• YellowNest nursery program
• Wellbeing support- including a free School of Life subscription for all employees, and counselling via the School of Life (UK) or our EAP program (Australia)
• Our generous employee referral program
• Mid-year, quarterly, and end-of-year corporate and team events and workshops
• Short-term remote working arrangements
• International travel opportunities (dependent on role)

In-office expectations

At Littlepay, we believe great work happens when we solve problems, together. We see in-person collaboration as an important way to build connections, share ideas, and support each other meaningfully.

For those assigned to an office location, we generally expect a minimum two-day presence in the office each week. This may vary depending on your role, team, and location. For example, our team in Luxembourg works 4 days from the office, whereas our AU and UK teams currently work a minimum of 2 days onsite in our Melbourne/London offices. Some positions might require more frequent office attendance to support cross-functional collaboration, customer engagement, or specific team workflows. Your hiring manager will provide details relevant to your role.

We aim to strike a healthy balance between in-person connection and flexibility, while staying connected to deliver with speed and agility as we continue to scale, ensuring our ways of working support both our people and our shared ambition to move more people through better payment experiences.

Our recruitment process

If you’ve been shortlisted for the role, you’ll first have a chat with our Talent team. If the stars align, we’ll then arrange your first interview. You’ll also receive a short workplace preferences questionnaire to help us understand how you prefer to work. Following a successful first interview, you’ll be invited to complete a technical challenge. We’ll then invite you to meet with another group of Littlepay team members before making an offer.

If you have any questions regarding the recruitment process or if you require any accommodations for any stage in the interview process, please don’t hesitate to let us know. Additionally, if you don’t meet all of the criteria (we know that some underrepresented groups tend to avoid applying if they don’t), please still apply. We really enjoy meeting people who might bring a fresh perspective on a problem we need to solve!

Ultimately, being part of our small but mighty team means you'll have the opportunity to learn about micropayments, and have a hand in the provision of services that impact millions of people. You’ll help us deliver on our revolutionary product roadmap and help scale our platform as we continue to expand across the globe.

If this opportunity interests you, hit apply! We look forward to learning about you.

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