Sales Development Representative

Sophos is a global leader in cybersecurity solutions, and they are seeking a Sales Development Representative to drive business growth by generating and qualifying sales opportunities. The role involves managing inbound and outbound leads, working closely with Account Executives, and contributing to the sales pipeline while meeting performance targets.

Responsibilities:

• 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

Requirements:

• 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