Sophos

Senior Marketing Manager ABX Strategist

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Job Description

Role Summary

Sophos is hiring an ABX Strategist to architect and operationalize Sophos's account-based experience program for the Mid-Market and Enterprise segments. The job is to turn Sophos's existing demand and account-targeting work into a coordinated, signal-driven, AI-personalized ABX motion that demonstrably moves the metrics that matter: target-account engagement, pipeline created, deal velocity, and most importantly win rate.

You will be expected to operate as the most seasoned ABX practitioner to build the framework, partner with sales and marketing leadership across regions, and drive the program forward. This is also explicitly an AI-first role. The pre-AI version of ABM static account lists, rigid campaigns, generic personalization is over. Modern ABX runs on real-time intent and predictive signals, AI-generated and AI-orchestrated personalization, and dynamic account prioritization. We expect the person in this seat to lead, not follow, Sophos's adoption of AI across the ABX motion.



What You Will Do

 

  • 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.

    • What You Will Bring

    Required Qualifications

  • 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.

    • Preferred Qualifications

  • 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.

    • Apply Now
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