Sales Development Representative

Role Overview

• Exceed monthly quota for creation of qualified sales opportunities
• Manage a funnel of inbound leads and prioritize responses based on SLAs
• Hunt for new business opportunities using outbound prospecting techniques and making use of tools such as DiscoverOrg, LinkedIn Sales Navigator, and Account Based Marketing Services (ABM)
• Meet daily standards for number of outbound calls, emails, and other prospecting activities
• Effectively communicate with Sophos prospects using phone, email, LiveChat, SMS, and our Sales Engagement Platform (Outreach.io)
• Communicate authentically with passion, conviction, and integrity
• Ability to articulate value and uncover needs during LiveChat conversations, phone calls, and email exchanges
• Perform research on companies as a component of lead generation and qualification utilizing the web and other research tools
• Effectively map out organizations and make cold calls to decision makers
• Ask probing, business-oriented questions and challenge prospects to reveal pain in their business that might be solved with improved cybersecurity
• Develop detailed summaries of qualified leads for Sales Reps and our Partners to understand their business pain, stakeholders, decision process, and motivation
• Update CRM (Salesforce.com) with conversations, competitive information, company size, decision making criteria and other pertinent information.
• Attend and participate in weekly/monthly assigned Sales team meetings
• Provide feedback to Marketing and Sales that will help improve our prospecting and demand generation programs

Requirements

• Must be a strong communicator, both written and spoken
• Demonstrates exceptional active listening skills
• Fearlessly takes action on new challenges
• Fast learner, unafraid to take educated risk and learns quickly from mistakes
• Results oriented, highly competitive and is compelled to exceed targets
• Understands how businesses work and how financial objectives drive the decision-making process
• Adapts approach and demeanor in real time to match the situation, picking up on situational cues and adapting in the moment
• Confident under pressure, rebounds from setbacks and sees adversity as a challenge to be overcome
• Maintains a positive attitude and is always supportive of colleagues
• Unafraid to challenge prospects in order to uncover their real business pain, drivers, and motivations
• Unintimidated by a prospects’ job title, experience, or demeanor
• Unquestionable ethics and integrity
• Adept at learning new skills to maximize tools, processes, and infrastructure in pursuit of objectives
• Ability to concisely articulate a value proposition

Tech Stack

• Cyber Security
• SFDC

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• 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