Sales Development Representative

About Us
Role Summary As a Sales Development Representative (SDR) at Sophos, you will play a crucial role in driving business growth by generating and qualifying sales opportunities for the entire Sophos product suite. You will manage both inbound and outbound prospecting efforts, identifying high-potential leads and contributing directly to the sales pipeline.
In this role, you will work closely with Account Executives and other teams, ensuring a smooth transition of qualified leads and identifying cross-sell opportunities within existing accounts.
Success in this role requires a blend of strategic thinking, tenacity, and a passion for engaging with decision-makers at all levels. This is a dynamic and fast-paced position where you will be expected to meet and exceed performance targets while learning the ins and outs of the sales process, preparing you for future advancement within the organization. With a strong focus on customer needs, collaboration with internal teams, and consistent self-improvement, this role provides the foundation for long-term success within Sophos. What You Will Do

• Exceed Performance Metrics: Consistently meet and surpass monthly KPIs for Sales Accepted Leads (SALs) and pipeline contribution.
• Lead Qualification: Manage inbound leads effectively, prioritizing responses and crafting action plans that align with company objectives.
• Outbound Prospecting: Hunt for new logo opportunities and current customer cross-sell opportunities using tools like ZoomInfo, Outreach, LinkedIn Sales Navigator, and more.
• Daily Metrics: Meet and exceed daily activity goals for calls, emails, and other outreach methods to engage prospects.
• Effective Communication: Engage with prospects through various channels, including phone, email, LiveChat, and SMS, using authentic and persuasive messaging.
• Value Articulation: Demonstrate a deep understanding of Sophos products and solutions, clearly communicating their value in discovery calls and emails.
• Collaborate with Sales Team: Work closely with Account Executives, engineers, and partners to generate strategic campaigns for top-tier results.
• Research & Lead Mapping: Conduct research to identify key decision-makers and map out organizations for effective cold-calling.
• Probing & Qualification: Ask insightful questions to uncover customer pain points and business challenges, positioning Sophos solutions as the ideal fit.
• CRM Management: Keep Salesforce up to date with lead information, including quotes, conversation notes, and decision-making criteria.
• Team Collaboration: Actively participate in team meetings, contributing feedback to improve prospecting and demand generation initiatives. 

What You Will Bring

• Exceptional Communication Skills: Clear, concise, and persuasive verbal and written communication abilities.
• Active Listening: Strong ability to listen and understand customer needs, challenges, and goals.
• Resilience & Grit: Thrives under pressure, handling rejection with persistence and turning adversity into an opportunity.
• Confidence & Fearlessness: Fearlessly embraces new challenges and confidently engages with prospects, regardless of their title or experience.
• Drive & Competitive Spirit: Highly results-oriented, motivated to exceed targets and outperform peers.
• Curiosity & Active Listening: Skilled at asking insightful questions to uncover customer needs and challenges, and tailoring responses accordingly.
• Adaptability: Quick to adjust to changing situations, with the ability to shift approaches based on customer cues or new information.
• Team Player: Positive, collaborative, and supportive of team success while maintaining a high level of professionalism.
• Quick Learner: Demonstrates the ability to rapidly learn new tools, processes, and technologies to optimize performance.
• Professional Integrity: Maintains high standards of professionalism and ethics in all interactions with prospects and internal teams.
• Desire to Learn & Grow: A growth mindset, eager to develop sales skills and progress toward more advanced roles, such as Account Executive or Commercial Account Manager.

In Canada, the base salary for this role ranges from $45,500 to $75,600. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. 
#B1 #li-hybrid #LI-ND2
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 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

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