EMEA Sales Development Team Leader

Paris, FR, 95870


Sophos Overview – Cybersecurity Evolved


Sophos evolves to meet every new challenge, protecting more than 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs, our cloud-native and AI-enhanced solutions are able to adapt and evolve to secure endpoints and networks against never-before-seen cybercriminal tactics and techniques. Managed through our award-winning, cloud-based platform, Sophos Central, our best-of-breed products work together through our unique Synchronized Security system to share threat intelligence and respond to evolving threats. The Sophos suite of products secures networks and endpoints against automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.



Job Purpose:

The Sales Development Team Leader will be responsible for helping drive personal development, change projects and improvements in performance and results right across the EMEA SDR function. They will also need to retain and deliver their own personal SDR targets. During each week they will spend on average 70% of the time managing their  own SDR work, and 30% of their time performing team leadership tasks.


Supporting the SDR Team Manager, they will be expected to help develop new sales skills and thinking across the team, through the delivery and facilitation of coaching and other 1-1 and 1-many learning interventions.


They will also help enable positive change, in terms of how the team behaves, the working practices they follow and value they get from the available tools. They will do this by taking the lead on some improvement projects and team forums, role modelling/teaching best practice, and helping create a culture of innovation and safe experimentation.


Ultimately though their success will be judged on how the team performs, and level of positive impact they have on QSO creation, sales acceptance rates and contribution to the Sales pipeline. Also, and most importantly, the amount of revenue that comes from the team’s Qualified Sales Opportunities (QSOs). Therefore, it’s important that they are a credible mentor, capable coach and inspiration to others – one that can build positivity, productivity and establish excellent sales practice, in terms of how each rep approaches and handles each interaction with customers and prospects.


With progressive plans to innovate and constantly redefine how the EMEA SDR team is seen, performs and defines its success. The job holder must be unafraid of change, able to build a collective purpose and passionately believe in the importance of Sales Development as a key driver of business growth.


Main Duties:

  • Team Leadership; Helps improve and sustain high levels of activity and productivity across the team. Understands, tracks and supports individuals in key areas of performance. Role models and develops best practice. Motivates, calms and clarifies. Deputises for Team Manager in his absence
  • Team Development; Develops in others new skills and awareness, unlocks potential and delivers, as part of a wider coaching culture, regular coaching sessions. Helps foster a sales mentality and methodology throughout the EMEA SDR group. Build professionalism and proactivity
  • Engagement; Builds connections and collaborates with other Sophos SDR Team leaders. Finds, with them, new ways to support and improve the performance of the team. Helps team members to connect with and share feedback with colleagues in Sales and Marketing. Helps establish a positive reputation for the team
  • Onboarding; Helps in the recruitment of new team members. Owns and shepherds them through their induction programmes. Helps them to contribute quickly to the team’s success
  • Inspire Success; Leads from the front, brings energy, maintains credibility, ensures professionalism and gets people to see new possibilities


Skills & Experience:


  • Worked previously as an SDR
  • Successful track record in delivering SDR targets
  • Has helped create change
  • Supportive, and collaborative
  • Proved capable of managing mixed priorities and activities
  • Has used coaching to improve the performance of others
  • Shown a willingness to accept greater responsibility
  • Shares the credit, promotes success of others
  • Can motivate others
  • Brings clarity and calmness
  • Collaboration
  • Communication – individual, team and stakeholder
  • Emotional intelligence
  • Uses data to inform decision making
  • Adapt, innovate, create
  • Define and raise standards of performance


Closing date for applications: 28th November 2020



Equal Opportunities & Privacy


Sophos is committed to equality opportunity in all areas of its work. All qualified applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, marital status, race, religion, colour, age, disability or sexual orientation.


If you choose to explore this opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos.  If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights.  If you have any questions about Sophos’ data protection practices, please contact dataprotection@sophos.com.

At Sophos, we want every organization to be protected by innovative, next-generation IT security, even those who don't have a huge IT staff. We protect organizations of all sizes, all around the world by making enterprise-grade security that is simple to deploy, manage, and use. It is our passion, and something we are truly proud of.