Sales Development Representative

About Sophos

Sophos is a global leader in cybersecurity, protecting over 600,000 organizations with an AI-driven platform paired with expert-led services. The company supports organizations through various stages of security maturity, combining machine learning, automation, and real-time threat intelligence with human expertise from their Sophos X-Ops team to provide comprehensive, round-the-clock threat monitoring, detection, and response.

Sophos offers an extensive range of cybersecurity solutions including managed detection and response (MDR), endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and advanced SIEM technologies. Coupled with expert advisory services, these offerings assist organizations in proactively mitigating risks while enabling faster incident response, visibility, and scalability.

Operating through a diverse global partner ecosystem comprising MSPs, MSSPs, resellers, distributors, integrations, and cyber risk partners, Sophos empowers organizations to select trusted security relationships. The company is headquartered in Oxford, U.K.

Role Summary

The Sales Development Representative will focus on generating fresh business prospects for Sophos' product suite by qualifying inbound leads and initiating outbound outreach.

This position requires residency within the Vancouver area due to its hybrid structure, with mandatory in-office attendance every Tuesday to Thursday.

Key Responsibilities

• Consistently surpass monthly quotas for qualified sales opportunity creation.
• Efficiently manage and prioritize a pipeline of inbound leads according to service level agreements.
• Proactively uncover new business prospects using outbound tactics supported by tools like DiscoverOrg, LinkedIn Sales Navigator, and Account Based Marketing services.
• Meet daily activity targets involving outbound calls, emails, and other outreach methods.
• Communicate effectively with prospects and customers through multiple channels, including phone, email, LiveChat, SMS, and Sophos' Sales Engagement platform (Outreach.io).
• Engage authentically with passion, conviction, and integrity.
• Identify customer needs and articulate product value during diverse communication channels such as LiveChat, calls, and emails.
• Conduct thorough research on companies using web-based and other investigative tools to support lead qualification.
• Map organizational structures and engage decision-makers through cold calls.
• Ask insightful, business-focused questions to uncover pain points solvable with cybersecurity improvements.
• Provide comprehensive and detailed summaries of qualified leads to sales representatives and partners, covering pain points, stakeholders, decision processes, and motivators.
• Maintain up-to-date CRM (Salesforce.com) records with all relevant interaction details including conversations, competitive intelligence, company size, and decision-making criteria.
• Participate actively in weekly and monthly sales team meetings.
• Offer constructive feedback to marketing and sales teams to enhance prospecting and demand generation strategies.

Candidate Profile

• Exceptional communication skills, both verbal and written.
• Strong active listening capabilities.
• Proactive and fearless when facing new challenges.
• Quick learner who embraces risk-taking and draws lessons from mistakes.
• Results-driven, highly competitive, with a strong desire to surpass targets.
• Good understanding of business operations and financial motivators behind decisions.
• Adaptable in demeanor and approach, responsive to situational cues in real-time.
• Resilient under pressure, able to overcome setbacks and view adversity as a challenge.
• Positive attitude and supportive team member.
• Willingness to challenge prospects to identify genuine business challenges and drivers.
• Unfazed by prospect’s title, experience, or demeanor.
• Strong ethics and integrity.
• Ability to rapidly acquire new skills to optimize tools, processes, and infrastructure for goal attainment.
• Clear and concise articulation of value propositions.

Compensation and Benefits

In Canada, the base salary ranges approximately from $45,500 to $75,600 annually. This is supplemented by target-based sales commissions and a comprehensive benefits package. Exact compensation depends on factors including skills, training, location, experience, education, certifications, and organizational needs.

Additional Information

• The position follows a remote-first working framework with the requirement of hybrid presence specifically in Vancouver for this role.
• The company prioritizes diversity and encourages candidates of all backgrounds to apply, supporting equal opportunity and accommodation throughout recruitment.
• Sophos operates data protection protocols ensuring personal information is retained for 12 months and processed in line with their Privacy Policy.
• AI tools may be utilized in the recruitment process to assist but not replace human decision-making.