Define and own Sophos’s ABX operating model across Mid‑Market and Enterprise.
Lead target account selection and tiering in partnership with Sales, Sales Ops, and RevOps.
Orchestrate complex buying groups by mapping stakeholders, identifying coverage gaps, and activating plays.
Drive AI‑first personalization at scale, including AI‑generated content variants.
Build and operationalize an ABX plays library, with clearly defined triggers, audiences, content, channels, sales actions, and success metrics.
Own ABX measurement, attribution, and reporting.
Ensure tight Sales and BDR alignment, owning the operating cadence and pipeline reviews across regions.
Serve as steward of the ABX tech stack, driving adoption, ROI, and continuous improvement across intent, engagement, CRM, analytics, and AI tools.
Operate as a cross‑functional program leader, influencing Marketing, Sales, BDR, CS, RevOps, and regional teams without direct authority.

8–12 years of B2B marketing experience, including 5+ years owning ABM/ABX programs at scale in technology, SaaS, or cybersecurity.
Proven ABX outcomes, with the ability to detail pipeline impact, win‑rate improvements, deal velocity, ACV growth, and competitive displacement.
Deep hands‑on expertise with 6sense, including segmentation, 6QA models, orchestration workflows, and Salesforce integration (Demandbase/RollWorks/ZoomInfo acceptable as complements, not substitutes).
Hands‑on experience with Outreach or equivalent (Salesloft, Apollo), including sequence design, analytics, and sales/BDR coordination.
Strong Power BI proficiency for marketing and revenue analytics (Tableau/Looker acceptable with expectation to ramp quickly).
Salesforce fluency, including reporting, dashboards, and understanding campaign‑to‑revenue data flows.
AI‑first orientation, with real experience shipping AI‑driven ABX workflows (personalized content, prioritization, account research), beyond basic LLM usage.
Cross‑functional and cross‑regional leadership experience without formal authority.
Strong commercial acumen, fluent in pipeline, coverage, velocity, win rate, ACV, and NRR.
Clear, defensible point of view in an emerging discipline, with comfort making judgment calls under uncertainty.

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
Employee-led diversity and inclusion networks that build community and provide education and advocacy
Annual charity and fundraising initiatives and volunteer days for employees to support local communities
Global employee sustainability initiatives to reduce our environmental footprint
Global fitness and trivia competitions to keep our bodies and minds sharp
Global wellbeing days for employees to relax and recharge
Monthly wellbeing webinars and training to support employee health and wellbeing

Senior Marketing Manager, ABX Strategist

Key skills