Account Based Marketer

WE ARE AN APPLIED AI LAB BUILDING END-TO-END SOFTWARE AGENTS. We're the makers of Devin, the first AI software engineer, and Windsurf, the AI-native IDE. Together, they represent our vision for collaborative AI teammates that enable engineers to focus on more interesting problems and empower teams to strive for more ambitious goals. Our team is small and talent-dense. Among our founding team, we have world-class competitive programmers, former founders, and leaders from companies at the cutting edge of AI including Scale AI, Palantir, Cursor, Waymo, Tesla, Lunchclub, Modal, Google DeepMind, and Nuro. Building Devin and Windsurf is just the first step—our hardest challenges still lie ahead. If you’re excited to solve some of the world’s biggest problems and build AI that can reason on real-world tasks, apply to join us. About the Role Cognition is winning in a handful of industries, and the next phase of growth requires turning those wins into a repeatable machine. This role will build that machine. You will own the end-to-end revenue motion for our priority verticals: defining how we target them, how we win them, and how we expand within them. That means building industry-specific GTM playbooks, running targeted ABM programs, and ensuring that every customer deployment becomes a durable proof asset that drives the next deal. You will be the connective tissue between Sales, Marketing, and Account teams, and the person who makes "how Cognition wins in each industry" a genuine competitive advantage. WHAT YOU’LL DO - Define industry-specific GTM motions for priority verticals - ICP, intent signals, buyer journeys, sales plays, and expansion paths, and operationalize them into repeatable playbooks that Sales can run - Own vertical ABM strategy (1:1, 1:few, 1:many), partnering with Field Marketing, PLG and Sales to run targeted campaigns that are grounded in real customer outcomes, not generic messaging - Ensure campaigns are informed by real customer outcomes and tailored to priority accounts within each vertical. Ensure customer proof is embedded everywhere it drives revenue (e.g.campaigns, sales enablement, industry narratives, events, and web). - Partner with Product Marketing to adapt core positioning into vertical-specific demand content, use cases and messaging. - Define the full customer value lifecycle (acquisition, closed won, deployment, value realization, proof, amplification) and hold the cross-functional team accountable to it - Align Sales, Marketing, and Account teams around a shared, repeatable model for each vertical - Track and optimize pipeline performance by vertical and channel WHAT SUCCESS LOOKS LIKE - Cognition has clear, repeatable playbooks for winning priority industries - ABM programs consistently generate high-quality pipeline in target accounts - Customer proof is systematically driving deals and expansion, not sitting in decks - Sales, Marketing, and Account teams are aligned around how each industry is won - Industry GTM becomes a durable competitive advantage for Cognition YOU SHOULD BE: - 5–10 years in enterprise B2B GTM, with meaningful experience across at least two of: ABM, demand generation, sales strategy, or product marketing - Proven track record building vertical GTM motions that moved pipeline and revenue - A strong operator: you've built things from zero, scaled what worked, and killed what didn't - Able to translate complex technical products (AI, developer tools, infrastructure) into industry-specific business outcomes that resonate with buyers - Exceptional at leveraging customer impact into assets that close deals: case studies, references, co-marketing, executive narratives - Comfortable working cross-functionally with Sales, Account Management, and technical delivery teams; you influence without authority BONUS POINTS: - Experience in developer tools, AI/ML, or engineering productivity platforms - Background at a company with a services-plus-product model (forward-deployed engineers,