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Sales Development Representative



Sales & Business Development
Vancouver, BC, Canada
Posted on Wednesday, June 21, 2023
About Us
Sophos is a worldwide leader and innovator of advanced cybersecurity solutions, including Managed Detection and Response (MDR) and incident response services and a broad portfolio of endpoint, network, email, and cloud security technologies that help organizations defeat cyberattacks. As one of the largest pure-play cybersecurity providers, Sophos defends more than 500,000 organizations and more than 100 million users globally from active adversaries, ransomware, phishing, malware, and more. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit. Sophos X-Ops intelligence optimizes the entire Sophos Adaptive Cybersecurity Ecosystem, which includes a centralized data lake that leverages a rich set of open APIs available to customers, partners, developers, and other cybersecurity and information technology vendors. Sophos provides cybersecurity-as-a-service to organizations needing fully managed, turnkey security solutions. Customers can also manage their cybersecurity directly with Sophos’ security operations platform or use a hybrid approach by supplementing their in-house teams with Sophos’ services, including threat hunting and remediation. Sophos sells through reseller partners and managed service providers (MSPs) worldwide. Sophos is headquartered in Oxford, U.K. More information is available at
Role Summary
As a Sales Development Representative, you will be responsible for generating new business opportunities for the entire Sophos product line through the qualification of inbound leads and through outbound prospecting efforts.

What You Will Do

  • Exceed monthly quota for creation of qualified sales opportunities
  • Manage a funnel of inbound leads and prioritize responses based on SLAs
  • Hunt for new business opportunities using outbound prospecting techniques and making use of tools such as DiscoverOrg, LinkedIn Sales Navigator, and Account Based Marketing Services (ABM)
  • Meet daily standards for number of outbound calls, emails, and other prospecting activities
  • Effectively communicate with Sophos prospects and customers using phone, email, LiveChat, SMS, and our Sales Engagement Platform (
  • Communicate authentically with passion, conviction, and integrity
  • Ability to articulate value and uncover needs during LiveChat conversations, phone calls, and email exchanges
  • Perform research on companies as a component of lead generation and qualification utilizing the web and other research tools
  • Effectively map out organizations and make cold calls to decision makers
  • Ask probing, business-oriented questions and challenge prospects to reveal pain in their business that might be solved with improved cybersecurity
  • Develop detailed summaries of qualified leads for Sales Reps and our Partners to understand their business pain, stakeholders, decision process, and motivation
  • Update CRM ( with conversations, competitive information, company size, decision making criteria and other pertinent information.
  • Attend and participate in weekly/monthly assigned Sales team meetings
  • Provide feedback to Marketing and Sales that will help improve our prospecting and demand generation programs

What You Will Bring

  • Must be a strong communicator, both written and spoken
  • Demonstrates exceptional active listening skills
  • Fearlessly takes action on new challenges
  • Fast learner, unafraid to take educated risk and learns quickly from mistakes
  • Results oriented, highly competitive and is compelled to exceed targets
  • Understands how businesses work and how financial objectives drive the decision-making process
  • Adapts approach and demeanor in real time to match the situation, picking up on situational cues and adapting in the moment
  • Confident under pressure, rebounds from setbacks and sees adversity as a challenge to be overcome
  • Maintains a positive attitude and is always supportive of colleagues
  • Unafraid to challenge prospects in order to uncover their real business pain, drivers, and motivations
  • Unintimidated by a prospects’ job title, experience, or demeanor
  • Unquestionable ethics and integrity
  • Adept at learning new skills to maximize tools, processes, and infrastructure in pursuit of objectives
  • Ability to concisely articulate a value proposition
In Canada, the cash compensation for this role ranges from $62,000 to $83,000. This includes a base salary component and target sales commissions component. In addition to this cash compensation, we offer a comprehensive benefits package. A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.
#B1, #LI-ND2, #LI-Hybrid
Ready to Join Us?
At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.
What's Great About Sophos?
· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. Please refer to the location details in our job postings for further information.
· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
· Employee-led diversity and inclusion networks that build community and provide education and advocacy
· Annual charity and fundraising initiatives and volunteer days for employees to support local communities
· Global employee sustainability initiatives to reduce our environmental footprint
· Global fitness and trivia competitions to keep our bodies and minds sharp
· Global wellbeing days for employees to relax and recharge
· Monthly wellbeing webinars and training to support employee health and wellbeing
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 who 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