The Role
The Senior Marketing Manager ABX Strategist will lead the development and execution of Sophos's account-based experience program, focusing on AI-driven personalized marketing strategies for target accounts. Responsibilities include defining the operating model, driving ABX outcomes, and ensuring alignment across regional sales and marketing teams.
Summary Generated by Built In
About Us
Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.
Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.
Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.
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
- 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.
Required Qualifications
Preferred Qualifications
In the United States, the base salary for this role ranges from $150,000 to $250,000. In addition to base salary, we offer additional compensation including bonus eligibility and a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
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Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· 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
Our Commitment To You
We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.
Data Protection
If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Skills Required
- 8-12 years of B2B marketing experience
- 5+ years owning ABM/ABX programs
- Hands-on expertise with 6sense
- Experience with Outreach or equivalent
- Strong Power BI proficiency
- Salesforce fluency
- AI-first orientation
- Cross-functional leadership experience
- Strong commercial acumen
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
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The Company
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
