Senior Marketing Manager- ABM​/ABX

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

Sophos is accelerating toward a signal‑driven, AI-powered go‑to‑market. We need a senior operator who has built ABM or ABX programs before, understands the shift from static account lists to predictive, intent‑led orchestration, and can design the APJ framework from the ground up, fast.

You will own the end‑to‑end ABX framework for APJ: account selection, tiering, buying group engagement, building AI‑augmented orchestration, and the measurement model that ties marketing activity to revenue outcomes. You will also lead a rotating portfolio of high‑impact special projects across events, analytics, and operations.

This role sits at the intersection of regional and global. You will work closely with APJ field and sales teams to drive ground‑level execution while partnering with global functions who own the underlying infrastructure, content, data, and platforms. It also sits at the intersection of human strategy and machine capability, the best candidate will know how to combine both.

This is not a “run the plays” role. We need someone who designs the playbook, builds the AI‑enabled engine behind it, and works cross‑functionally to bring it to life.

• Design the Sophos APJ ABX framework from the ground up: ICP refinement, dynamic account tiering, buying group mapping, signal‑based prioritisation, orchestration model, and reporting cadence.
• Define and ope rationalise 1:1, 1:few, and 1:many motions aligned to sales priorities, pipeline targets, and account‑stage signals.
• Shift the program from static account lists to always‑on, signal‑driven targeting — using real‑time intent data (funding rounds, hiring surges, tech stack changes, engagement spikes) to dynamically prioritise accounts and trigger personalised plays.
• Build buying group engagement strategies: set minimum multi‑threaded engagement thresholds per tier (e.g. 3+ contacts per Tier 1 account before opportunity creation), and design outreach that reaches the full committee, not just the primary contact.
• Partner across sales, demand generation, content, analytics, operations, and channel marketing to ope rationalise the framework including data standards, SLAs, handoffs, and feedback loops.
• Support the build of the ABX measurement model: account progression scoring, engagement quality, pipeline influence, velocity, and revenue contribution. Move the team beyond vanity metrics to revenue‑stage reporting.

• Act as the AI practitioner for the APJ marketing team — identifying, piloting, and scaling AI tools across the ABX workflow.
• Leverage AI and predictive analytics capabilities within the existing stack determine how to automate account prioritisation, content personalisation, and campaign optimisation.
• Build and maintain AI‑assisted…