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Framework & Playbook
ABM Team Structures and Roles
Size your ABM team by company scale, define Enterprise and Growth ABM practitioner roles, and check cross-functional capacity first.
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- ForgeX Research
Research summary
This framework shows how ABM team structures change as organizations grow, from a single demand generation manager to global teams of 20 or more practitioners. It defines the two practitioner roles that have emerged, Enterprise ABM and Growth ABM, and shows how they work together on one target account list. It closes with a capacity check to run before adding ABM headcount.
With this framework & playbook, you can:
- Benchmark your ABM headcount and deployment models against organizations of similar revenue and employee size.
- Define separate Enterprise ABM and Growth ABM practitioner roles with clear responsibilities and metrics.
- Assess creative, brand, and RevOps capacity before expanding the ABM team.
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