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Sales Development Representative

Sales Development Representative

SophosDallas, TX
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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

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

What You Will Bring

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

    • In the United States, the base salary for this role ranges from $47,700 to $79,100. 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. Please refer to the location details in our job postings for further information.
  • 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
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    Sales Development Representative • Dallas, TX