Sales Development Representative

Job Description

Role Summary

This SDR role is a pure hunting role with the primary responsibility of driving pipeline creation and qualified sales opportunities (QSOs) across the ANZ region

This role is expected to make direct individual contributions to opportunity creation through proactive outbound prospecting for new logo acquisition and effective qualification of inbound leads generated through Digital, Web, Events, and Partner-led activities

This role is critical to accelerating early-stage pipeline growth across the region by combining hands-on sales development execution. The successful candidate will build and execute strong outbound cadences, maintain high standards of lead follow-up and qualification, and work in close partnership with Account Executives, Sales & Marketing Leadership, and channel stakeholders to maximise conversion into high-quality sales opportunities.

• This is an individual contributor role. You will be hands-on, 100% dedicated to pipeline creation, and you will have pipeline and QSO targets to meet as your primary responsibility.

• Work with the local Sales team and the APJ Sales Development Leader on an assigned territory to qualify, develop, and mature marketing-supplied leads and self-created leads, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners.

• Ensure you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level.

• Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible.

• Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive.

• Provide weekly & monthly reporting to the APJ Sales Development Leader and others on individual performance against targets.

• Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.

• Understand and use APJ 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.

• 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.