The Role
Design, scale, and optimize end-to-end go-to-market processes across Sales, SDRs, and Marketing. Lead cross-functional initiatives to reduce friction, improve lead-to-opportunity workflows, translate strategy into executable plans, document current and future state, support systems enhancements (UAT, ticketing, release readiness), and drive prioritized revenue-impacting changes using data and stakeholder collaboration.
Summary Generated by Built In
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 www.sophos.com.
Sophos is looking for a highly motivated and experienced GTM Rev Ops Process Manager to join our GTM Strategy & Ops team. As part of this role you will be responsible for designing, scaling, and optimizing the end-to-end processes that support our go-to-market engine across Sales, SDR & Marketing. This role translates business strategy into clear, repeatable workflows and will help drive operational rigor across the revenue lifecycle.
What You Will Do
- Lead cross-functional initiatives focused on reducing friction, removing bottlenecks, and improving the Sales & SDR revenue generating potential.
- Design and improve core GTM processes across lead management, routing, qualification, handoff and pipeline progression workflows.
- Partner with Sales, SDRs, Marketing and Systems teams to identify process gaps, define business requirements, and implement scalable solutions.
- Document current-state and future-state workflows to ensure design meets the desired outcome not just stakeholder input.
- Support Stakeholders in “Idea to Implementation” process by prioritizing initiatives that drive true revenue impact and use existing dashboards, data trends, current process & systems to provide guidance & recommendations when needed.
- Translate strategic initiatives into operational plans, timelines, and change management activities that support successful rollout.
- Support systems enhancements by partnering on workflow design, ticket creation, solution UAT, release readiness, and post-launch optimization.
What You Will Bring
- 8+ years of experience in Revenue Operations, Sales Operations, SDR Operations, Business Operations, or process/program management in a similar industry.
- Proven experience designing and improving cross-functional business processes across the go-to-market lifecycle with a focus on Lead to Opportunity.
- Strong understanding of CRM and GTM systems, including Salesforce, Outreach, ZoomInfo, PowerBi & Lean Data.
- Demonstrated ability to convert ambiguous business needs into structured requirements, process maps, and executable plans.
- Strong analytical skills with experience using data to identify issues, measure impact, and support decision-making.
- Excellent stakeholder management, communication, and facilitation skills across technical and non-technical audiences.
- Ability to operate strategically while also driving detailed execution in a fast-paced environment.
- Experience working across matrixed organizations and influencing without direct authority.
In the United States, the base salary for this role ranges from $115,000 to $191,000. In addition to base salary, we offeradditional compensation including bonus eligibility and a comprehensive benefits package. Acandidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and otherbusiness and organizational needs.
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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. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
· 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. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos
Skills Required
- 8+ years experience in Revenue Operations, Sales Operations, SDR Operations, Business Operations, or process/program management
- Proven experience designing and improving cross-functional GTM processes focused on Lead to Opportunity
- Strong understanding of CRM and GTM systems (Salesforce, Outreach, ZoomInfo, Power BI, LeanData)
- Ability to convert ambiguous business needs into structured requirements, process maps, and executable plans
- Strong analytical skills using data to identify issues, measure impact, and support decision-making
- Excellent stakeholder management, communication, and facilitation skills across technical and non-technical audiences
- Ability to operate strategically while driving detailed execution in a fast-paced environment
- Experience working across matrixed organizations and influencing without direct authority
- Legal authorization to work in the jurisdiction where the position is posted without employer sponsorship
Sophos Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sophos and has not been reviewed or approved by Sophos.
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Leave & Time Off Breadth — Time away is positioned as broad, with company-wide wellness days plus dedicated learning days and paid volunteer time.
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Parental & Family Support — Family-related leave appears more comprehensive than baseline offerings, including paid parental leave, caregiver leave, and extended bereavement leave.
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Wellbeing & Lifestyle Benefits — Wellbeing support is emphasized through always-available assistance resources and a Calm subscription, suggesting a lifestyle-oriented benefits approach.
Sophos Insights
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The Company
What We Do
Cybersecurity Evolved. As a worldwide leader in next-generation cybersecurity, Sophos protects nearly 400,000 organizations of all sizes in more than 150 countries from today’s most advanced cyberthreats. Powered by SophosLabs – a global threat intelligence and data science team – Sophos’ cloud-native and AI-enhanced solutions secure endpoints (laptops, servers and mobile devices) and networks against evolving cybercriminal tactics and techniques, including automated and active-adversary breaches, ransomware, malware, exploits, data exfiltration, phishing, and more.
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