Sales Development Representative - Enterprise

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at

As a Sales Development Representative, you will help drive the growth of Sophos, an innovative market leading IT security vendor, by quickly converting inbound marketing qualified leads and skilfully prospecting for new business opportunities right across the company’s product and service portfolio.

To succeed in this fast paced and exciting role, successful candidates would need to:

• Meet and exceed targets – Key KPIs focus on level of outbound activity, number of qualified opportunities passed to the Sales teams, and value of new pipeline generated
• Successfully engage with the right number of decision makers
• Quickly convert marketing supplied leads into high quality sales opportunities
• Create new business opportunities, by making effective use of the market intelligence and productivity tools that support outbound prospecting
• Build commitment to further action by presenting value based messaging
• Resolve objections, blocks and stalls, to keep the sales conversation moving forward
• Provide local Sales Reps and our Partners with full summaries of the sales opportunity, including details of a prospect’s business pain and infrastructure
• Develop strong collaborative partnerships with other SDR, Marketing and Sales team members
• Make effective use of the company’s CRM, alongside other SDR specific tools (e.g. Outreach)
• Drive future improvements, by providing qualitative and quantitative feedback to colleagues and stakeholders in Marketing and Sales
• Work with EMEA SDR colleagues to progress culture of innovation, collaboration and success
• Works closely with both Marketing and Sales.

• Worked within commercial environments
• Background experience or education around sales and business
• Previous experience of Sales or Business Development
• Has performed high-volume outbound demand generation activities
• Has sold IT products and services
• Owns a working knowledge of CRMs, and other sales productivity tools
• Has previously carried and delivered commercial targets

• Communication and Influencing
• Questioning and Listening
• Adaptability and Self Development
• Taking Accountability
• Proactivity
• Planning and Prioritising
• Working with, Supporting and driving others
• Creating Insight and Value
• Fluent in English and French

• Systems knowledge (SFDC/CRM)

• Sophos operates a remote-first working model, making remote work…