Key skills
Sales DevelopmentInside SalesLead GenerationLead ManagementSalesforce (SFDC)Channel SalesTechnical Product KnowledgeHigh-Volume Outbound SalesMultilingual Team ManagementCoachingPerformance ManagementGoPerformance OptimizationLeadershipSales
About this role
Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The Senior Manager of Sales Development Representatives will manage a team focused on lead qualification and pipeline creation while collaborating with Marketing and Sales leadership to enhance go-to-market strategies.
Responsibilities:
- Partner with Regional Marketing and Sales leadership to drive Americas pipeline strategy, including new-logo development and cross/upsell initiatives
- Lead, coach, and develop a geographically dispersed SDR team, ensuring consistent performance and high-quality pipeline generation
- Oversee inbound lead qualification and outbound prospecting to deliver sales-ready opportunities that meet monthly and quarterly targets
- Build strong relationships with Sales, Channel, and Marketing teams to ensure alignment, smooth handoffs, and effective GTM execution
- Collaborate with Marketing Managers to execute targeted call-downs and direct-to-market campaigns that accelerate pipeline creation
- Work with Sales/Marketing Operations and IT to enhance SDR tools, workflows, and systems (e.g., SFDC) for greater efficiency
- Recruit, onboard, and mentor new SDR team members; manage performance through regular coaching, feedback, and formal reviews
- Provide clear, data-driven reporting on team productivity, pipeline contribution, and attainment to regional leadership
- Support global SDR initiatives by contributing insights, refining processes, and aligning regional execution to global standards
- Drive continuous improvement through proactive feedback, performance optimization, and recognition of top contributors
Requirements:
- 7+ relevant experience, with at least 5 leading a Sales Development team
- 4+ years Inside sales experience
- Experience leading teams across multiple countries, languages and time zones an asset
- Experienced in a high-volume outbound, phone based lead generation/sales
- Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
- Experience with technical products in the hi-tech industry
- Process oriented in lead management
- Working in a channel based company, understanding of the IT channel