Senior Marketing Manager, ABX Strategist
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Job Description
ABX Strategist leading the account-based experience program for Mid-Market and Enterprise segments at Sophos. Driving AI-personalized motions to enhance engagement and improve win rates.
Responsibilities:
- Define and own Sophos’s ABX operating model across Mid‑Market and Enterprise.
- Lead target account selection and tiering in partnership with Sales, Sales Ops, and RevOps.
- Orchestrate complex buying groups by mapping stakeholders, identifying coverage gaps, and activating plays.
- Drive AI‑first personalization at scale, including AI‑generated content variants.
- 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.
- Ensure tight Sales and BDR alignment, owning the operating cadence 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.
Benefits:
- Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
- 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
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