Insights
19/10/2026
Account-Based Marketing for B2B SaaS: Why Our Paid Team Works With Your Sales Team
Ryan McMillan
Your sales team already knows which accounts it wants to win. At Atlas Digital, a New Zealand-based, fully remote agency that specialises in working with tech companies, we build B2B SaaS paid campaigns around that same list.
We sync it into LinkedIn and your other paid channels, connect campaign engagement to HubSpot or Salesforce and report on how marketing moves real deals, not just how many leads it produced. Learn more about our account-based marketing services.
Most SaaS companies with an outbound motion run two separate engines. Account executives work one list, marketing targets a broader audience and the two only meet in a monthly lead-count report. That gap can compromise your budget.
Account-based marketing (ABM) means choosing the companies you want to win first, then aiming your marketing at those accounts instead of a broad audience.
For a SaaS business with outbound sales, the list usually already exists. It’s the one your AEs and SDRs are working with. ABM makes sure your ad spend reinforces that list instead of running alongside it.
For a SaaS company selling multi-seat plans to larger teams, a form fill doesn’t mean much on its own. Deals are won over months, across several stakeholders, after dozens of touches.
If your agency only reports on leads and cost per lead, it’s optimising for the wrong thing, so you’re buying cheap clicks from people your AEs would never call.
If your target accounts are in HubSpot, its LinkedIn Ads integration can sync them, or a company profile tier, straight into a LinkedIn matched audience. This needs Marketing Hub Starter or above, according to HubSpot’s documentation.
If your list is in Salesforce or elsewhere, LinkedIn takes company lists by CSV upload or through a streaming integration. It matches them to LinkedIn Pages, and a new list can take 24 to 48 hours before it’s ready to target.
We set the sync up, keep it current as your sales team’s list changes, and layer job function and seniority targeting on top, so your ads reach the buying committee, not everyone at the company. Where it helps, we work directly with your RevOps team or HubSpot admin to get it right.
Our paid team is LinkedIn-first, and account-based targeting is what we run for most of our clients. It works for companies of all sizes, including larger clients like Smartly, one of New Zealand’s leading payroll and people software providers.
Our paid team works a lot like a sales team, building target-account lists, enriching them with audience data and aiming campaigns at the companies your sales team wants to win.
Many of our clients use a warming model, where accounts enter cold and heat up with each touchpoint until sales engages. Our job is to add useful heat to the accounts that matter, and to make every touch visible in the same place your sales team already looks.
That shared view changes the landscape. Instead of “marketing delivered 140 leads”, it becomes “marketing touched 70% of the deals that closed this quarter, and here’s which messages moved them”.
An ABM agency aims paid media, content and outreach at a defined list of target accounts instead of a broad audience, and measures success by the pipeline and revenue those accounts produce. Find out more about our account-based marketing services.
Yes. We’re experts in HubSpot and Salesforce integrations with your marketing channels. We connect paid audiences to your account lists in HubSpot or Salesforce and report on pipeline influence inside your CRM.
Yes. We target the same accounts your AEs are working, so ads and outreach reinforce each other.
Through monthly reporting, fortnightly async updates in Slack and fortnightly calls, covering spend, pipeline influence and closed-won revenue. You’ll hear it from the strategists running your campaigns, not an account manager.
Atlas Digital is a New Zealand-based, fully remote marketing agency that specialises in working with tech companies. We run paid media, SEO, content, GEO and conversion rate optimisation for SaaS and tech businesses in New Zealand, Australia and the US.
