Senior Marketing Manager, Lead Lifecycle & Conversion

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.

Own the Lead Lifecycle 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. Build Intelligent Buying Journeys 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. Drive Funnel Conversion 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 Signals, ABX and Sales Engagement 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. Measure & Optimize 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.

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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