Design the Sophos APJ ABX framework from the ground up: ICP refinement, dynamic account tiering, buying group mapping, signal-based prioritisation, orchestration model, and reporting cadence.
Define and operationalise 1:1, 1:few, and 1:many motions aligned to sales priorities, pipeline targets, and account-stage signals.
Build buying group engagement strategies: set minimum multi-threaded engagement thresholds per tier and design outreach that reaches the full committee, not just the primary contact.
Partner across sales, demand generation, content, analytics, operations, and channel marketing to operationalise the framework including data standards, SLAs, handoffs, and feedback loops.
Support the build of the ABX measurement model: account progression scoring, engagement quality, pipeline influence, velocity, and revenue contribution. Move the team beyond vanity metrics to revenue-stage reporting.
Act as the AI practitioner for the APJ marketing team — identifying, piloting, and scaling AI tools across the ABX workflow.
Leverage AI and predictive analytics capabilities within the existing stack to determine how to automate account prioritisation, content personalisation, and campaign optimisation.
Evaluate agentic AI capabilities and recommend adoption where they accelerate pipeline without sacrificing precision.
Drive regional execution while partnering with global teams who own marketing infrastructure, content, data, and platforms.

7+ years in B2B marketing, with proven ABM/ABX leadership at a mid-to-senior level. You have built frameworks before--
not just run campaigns.
Demonstrated ability to drive influence in a matrixed, global organisation. Comfortable aligning regional field teams and senior global stakeholders; skilled at moving work forward without direct authority.
Deep familiarity with ABM/ABX platforms (6sense, Demandbase, or equivalent) and the broader GTM tech stack, including Salesforce, Eloqua/Marketo, and BI tooling.
Strong analytical capability: fluent in pipeline metrics, comfortable in the data, confident defending numbers to sales and executive audiences.
Operator mindset: you can ship, measure, and iterate. You don’t wait for perfect conditions.
Excellent written and verbal communication with ability to brief an executive, a salesperson, and a designer in the same hour.
Hands-on experience using AI tools within a marketing or GTM context with actual workflow integration.
Working knowledge of predictive intent and account scoring capabilities within platforms like 6sense, Demandbase, or equivalent.
Familiarity with generative AI tools for content personalisation, campaign briefing, data analysis, or reporting (e.g. Claude, ChatGPT, Gemini, Jasper, or similar).

Sophos operates a remote-first working model
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, 6 month Contract

Key skills