Senior Marketing Manager ABX Strategist

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. They are hiring an ABX Strategist to architect and operationalize Sophos's account-based experience program for the Mid-Market and Enterprise segments, focusing on AI-driven personalization and engagement metrics.

Responsibilities:

• Define and own Sophos’s ABX operating model across Mid‑Market and Enterprise, including ICPs, account tiering (1:1 / 1:few / 1:many), buying‑group mapping, signal hierarchy, orchestration plays, and measurement framework
• Lead target account selection and tiering in partnership with Sales, Sales Ops, and RevOps, using intent, fit scoring, and predictive signals to maintain a dynamic, non‑static account list
• Orchestrate complex buying groups by mapping stakeholders, identifying coverage gaps, and activating plays that expand engagement across priority roles
• Drive AI‑first personalization at scale, including AI‑generated content variants, email and ad copy, landing‑page personalization, sales account briefs, and buying‑group research
• 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, delivering clear visibility into engagement, pipeline creation and influence, deal velocity, win rates, ACV, and ROI by play and segment
• Ensure tight Sales and BDR alignment, owning the operating cadence, signal handoffs, SLAs, 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

Requirements:

• 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
• Direct experience in cybersecurity marketing and cybersecurity buying groups
• Experience with partner‑influenced ABX involving VARs, MSPs, MSSPs, or GSIs
• Demonstrated ability to stand up an ABX function from zero
• Experience running competitive displacement and renewal‑capture plays
• Familiarity with Mid‑Market vs. Enterprise ABX differentiation
• Experience with agentic AI workflows applied to ABX
• Background working across both field sales and inside sales/BDR teams