Responsibilities

• 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.