Sales Development Representative Manager

Sydney, Australia Office
Job Requisition Number:  APMKT30

Sophos is a worldwide leader in next-generation cybersecurity, protecting more than 500,000 organizations and millions of consumers in more than 150 countries from today’s most advanced cyberthreats. Powered by threat intelligence, AI and machine learning from SophosLabs and SophosAI, Sophos delivers a broad portfolio of advanced products and services to secure users, networks and endpoints against ransomware, malware, exploits, phishing and the wide range of other cyberattacks. Sophos provides a single integrated cloud-based management console, Sophos Central – the centerpiece of an adaptive cybersecurity ecosystem that features a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity vendors. Sophos sells its products and services through reseller partners and managed service providers (MSPs) worldwide. Sophos has major hubs around the globe. More information is available at www.sophos.com


Role Summary

This is a senior role within the APJ Regional Marketing organization, responsible for leading the APJ SDR team and contributing to the building and running of a world-class, efficient lead qualification, pipeline creation function and management process.

Key to this role is developing and nurturing a diverse team of telephone based SDRs, responsible for both outbound new logo development and inbound opportunity qualification and conversion.

In addition to the discovering, qualifying and preparing early-stage sales opportunities, the Sales Development Manager works with Marketing and Sales leadership to develop and implement new processes and systems that support regional go-to-market activities, including strategic call downs, targeted campaigns and new logo hyper growth campaigns & strategies.


This role will focus on all SDR related activities and team management across Asia Pacific and Japan.


What You Will Do

  • In partnership with the Regional Marketing Leaders & Director, develop the Marketing Pipeline contribution strategy. This will include new logo development strategy, quarterly plans for cross/up sell and ongoing programs to support the GTM strategy and optimize the marketing investments through pipeline creation.
  • Lead, train, coach and manage a diverse team of 13 individuals currently spanning 4 countries
  • Nurture, grow and motivate our new hires – BDRs responsible for outbound new logo development
  • Manage the SDR team to work within an assigned territory to qualify, develop, and mature marketing supplied leads resulting in high quality sales opportunities for Sophos Sales Reps and or Sophos Partners.
  • Meet and/or exceed monthly and quarterly performance targets for number of qualified opportunities (QSOs) and sales accepted pipeline
  • Develop strong partnership with the APJ regional sales leaders through regular meetings, metrics reviews and collaboration on ROI strategy.
  • Build strong relationships with all sales teams, including Channel Sales and Enterprise. Ensure these relationships are nurtured and productive.
  • Provide weekly reporting to Marketing Director and others on individual and team performance against targets.
  • Partner with APAC Marketing Managers to identify and execute strategic call downs and other direct to market campaign activities.
  • Partner with Marketing, Channel and Sales Leadership to build strategies and roadmap for long-term success of the APAC SDR program within our Global SDR model.
  • Work with in-region sales & technical managers and in-country SDRs to ensure they are effectively trained on all products and understand and use APAC SDR best practices for operational efficiency and overall success.
  • Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.
  • Work with Manager to build a long-term staffing model for the APAC SDR team, partner with HR to recruit and hire new talent as required.
  • Proactively obtain program feedback and initiate plans in response to opportunities for improvement.
  • Participate in the review and enhancement of Sales Development processes and practices at a global level
  • Work with SDR Manager Global and APAC Marketing Director to agree commission models appropriate for GTM initiatives and manage monthly attainment and payout of SDRs against commission plans.
  • Produce appropriate weekly, monthly, quarterly, and annual reports for sales and marketing management.
  • Manage individual team member performance and team productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings, providing constructive suggestions for improvement and rewarding accomplishments.
  • Responsible for formal staff performance reviews of team members on a biannual basis with supplementary reviews, including the talent audit, as required. 
  • Identify key performers and ensure their contribution is acknowledged and rewarded.
  • Identify poor performers and ensure remedial action is taken.
  • Responsible for new starter “onboarding”, ensuring appropriate training, mentoring and coaching is available for all staff and tracking execution against development plan.


What You Will Bring


•            7+ years’ relevant experience, with at least some in a Sales Development Role. 

•            At least 3 years’ experience in managing people

•            Experienced in a high-volume outbound, telephone-based lead generation/sales.

•            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



  • Inside sales experience
  • Experience leading teams across multiple countries, languages and time zones
  • Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcome




  • Is curious, strategic and data driven
  • Works at a very high capacity, capable of significant output
  • Ability to present value-based messaging
  • Solid Communication skills (written and verbal)
  • Familiar with CRM system for managing leads
  • Meeting deadlines and commitments



•           SFDC/Lusha/6sense/G2 Crowd

•           IT literate: Word, Excel, PowerPoint

•           Capacity for rapid learning

•           Familiar with Jigsaw, Hoovers, LinkedIn

•           Relevant degree or similar qualification


What’s Great About Sophos?

  • Our people are what makes Sophos special – we demonstrate shared vision, talent, innovation, and creativity, all of which are accompanied by a great sense of fun and team spirit.
  • Employee-led diversity and inclusion groups that build community within Sophos and provide internal education and advocacy (eg. Sophos Women in Tech group to improve gender parity, encourage gender-balanced leadership, and support career progression at Sophos)
  • Sophos Environment Network and employee challenges to contribute to sustainability and reduce our environmental footprint
  • Annual commitment to charity and fundraising across our global sites and volunteer days for employees to give back to local communities
  • Global trivia competitions to keep our minds sharp
  • Global Mental Health days off work for all Sophos to help employees relax and recharge
  • Monthly employee wellbeing webinars and training to support employee health and wellbeing
  • Employee rewards and thanks, such as our free annual subscription to Calm


Our Commitment To You

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity.   We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants that can contribute to the diversity of our team.  All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation.  We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.


Data Protection

If you choose to explore an 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.

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