Sales Development Representative

Sophos is a global leader in advanced security solutions for defeating cyberattacks. As a Sales Development Representative, you will be responsible for generating and qualifying sales opportunities, managing prospecting efforts, and collaborating with sales teams to drive business growth.

Responsibilities

• 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

Skills

• 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

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees.
• 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

Company Overview