The Role
Own Sophos’s global lead lifecycle strategy from initial engagement through revenue. Develop behavior-driven nurture and buying journeys, optimize lead scoring, qualification, routing, recycling, and funnel conversion, and connect prospect behavior with account intent signals. Partner with Growth Marketing, ABX, SDR, Sales, Marketing Operations, and Revenue Operations teams. Analyze lifecycle KPIs, conduct testing, improve pipeline outcomes, and apply AI and automation to personalization and journey orchestration.
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 seeking a Senior Marketing Manager, Lead Lifecycle & Conversion to join our Global Growth Marketing team and own the strategy for how prospects progress through the buying journey – from initial engagement and qualification through to opportunity and revenue.
This role will bring together lifecycle strategy, nurture, buying signals, lead management and conversion optimization to create more connected, relevant experiences for Sophos prospects. Working across Growth Marketing, Marketing Operations, SDR, Sales and Revenue Operations, you will identify where prospects stall or disengage and develop programs that improve progression, conversion and pipeline outcomes.
This is not a traditional nurture marketing role. We are looking for someone who can think across the entire funnel, use data and buying signals to understand customer behaviour, and build a lifecycle strategy that turns engagement into measurable business outcomes.
What You Will Do
- Own and continuously evolve Sophos' global lead lifecycle strategy, from initial engagement through MQL, SAL, opportunity and revenue.
- Map and optimize prospect journeys across key buying stages, identifying friction, leakage and opportunities to accelerate progression.
- Establish clear lifecycle performance metrics and use funnel data to prioritize opportunities for improvement.
- Develop strategies for leads that are not yet sales-ready, ensuring valuable prospects continue to be developed rather than lost from the buying journey.
- Evolve Sophos' nurture strategy from traditional, linear programs towards dynamic journeys driven by buyer behaviour, engagement, intent and account signals.
- Define the appropriate next-best engagement for prospects based on where they are in their buying journey.
- Partner with Content, Product Marketing, ABX and regional teams to ensure prospects receive relevant experiences throughout the lifecycle.
- Develop re-engagement and recycling strategies to reactivate prospects and accounts that have stalled or disengaged.
- Analyze performance across the funnel to identify where prospects are progressing, stalling or dropping out.
- Develop and test interventions designed to improve conversion, lead velocity and pipeline contribution.
- Partner with Marketing Operations and Revenue Operations to continuously improve lifecycle stages, lead scoring, qualification, routing and recycling.
- Build a strong feedback loop with SDR and Sales teams to understand lead quality, disposition and progression.
- Connect individual prospect behaviour with account-level engagement and intent signals to create a more complete view of buying readiness.
- Partner with ABX to coordinate lead and account journeys and identify opportunities to accelerate high-intent accounts.
- Work with SDR teams to ensure sellers receive the right leads at the right time, with the context and buying signals needed to engage effectively.
- Identify opportunities to use AI, automation and predictive signals to improve personalization, prioritization and journey orchestration.
- Define and report against lifecycle KPIs including MQL-to-SAL conversion, SAL-to-opportunity conversion, lead velocity, recycled lead conversion, pipeline and revenue contribution.
- Develop actionable insights that identify opportunities to improve funnel performance.
- Establish a culture of continuous testing, learning and optimization across the prospect lifecycle.
- Communicate lifecycle performance, insights and recommendations to Growth Marketing and GTM stakeholders.
Own the Lead Lifecycle
Build Intelligent Buying Journeys
Drive Funnel Conversion
Connect Signals, ABX and Sales Engagement
Measure & Optimize
What You Will Bring
- 7+ years of B2B marketing experience, ideally across lifecycle marketing, demand generation, growth marketing or marketing operations.
- Strong understanding of complex B2B buying journeys, preferably within SaaS, enterprise technology or cybersecurity.
- Demonstrated experience developing lifecycle, nurture or demand programs that drive measurable pipeline and revenue outcomes.
- Strong understanding of lead management, scoring, qualification, routing and recycling.
- Experience using CRM, marketing automation and ABM/intent platforms such as Salesforce, Marketo/Eloqua and 6sense or equivalent.
- Strong analytical capability, with experience using funnel and conversion data to identify problems and drive action.
- Experience partnering with Sales, SDR, Marketing Operations and Revenue Operations teams.
- Ability to influence and drive change across a complex, global organization without direct authority.
- Commercial mindset with a strong understanding of pipeline, conversion and revenue metrics.
- Strong communication skills with the ability to translate complex data and customer journeys into clear recommendations.
- Hands-on experience using AI within marketing workflows, with an interest in how AI can improve journey orchestration, personalization and conversion.
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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
- 7+ years of B2B marketing experience
- Experience in lifecycle marketing, demand generation, growth marketing, or marketing operations
- Strong understanding of complex B2B buying journeys
- Experience developing lifecycle, nurture, or demand programs that drive measurable pipeline and revenue outcomes
- Strong understanding of lead management, scoring, qualification, routing, and recycling
- Experience using CRM, marketing automation, and ABM or intent platforms such as Salesforce, Marketo or Eloqua, and 6sense
- Strong analytical capability and experience using funnel and conversion data to drive action
- Experience partnering with Sales, SDR, Marketing Operations, and Revenue Operations teams
- Ability to influence and drive change across a complex, global organization without direct authority
- Commercial mindset with understanding of pipeline, conversion, and revenue metrics
- Strong communication skills and ability to translate complex data and customer journeys into clear recommendations
- Hands-on experience using AI within marketing workflows
- Experience in SaaS, enterprise technology, or cybersecurity
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.
