The Role
Manage and develop a geographically dispersed SDR team responsible for inbound lead qualification, outbound prospecting, and pipeline creation across North American mid-market segments. Partner with Sales, Marketing, Channel, Operations, and IT leadership to execute campaigns, improve Salesforce workflows, align go-to-market processes, and meet pipeline targets. Recruit, onboard, coach, and evaluate SDRs while providing data-driven performance reporting and supporting global sales development initiatives.
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.
Role Summary
This position is responsible for Managing a Sales Development Representative (SDR) team and contributing to shaping a high-performing, efficient lead-qualification and pipeline-creation function.
The role centers on developing and supporting a diverse team of phone-based SDRs who drive both outbound new-logo development and inbound opportunity qualification. In addition to overseeing early-stage pipeline activities, the Sales Development Manager collaborates with Marketing and Sales leadership to design and implement processes that accelerate go-to-market execution, including strategic call-downs, targeted campaigns, and new-logo hyper-growth initiatives.
This position will oversee SDR operations and team management across the mid-market segments in North America region and is based in Dallas, Texas. This role is hybrid and requires an in-office presence three days per week.
What You Will Do
- Partner with Regional Marketing and Sales leadership to drive Americas pipeline strategy, including new-logo development and cross/upsell initiatives.
- Lead, coach, and develop a geographically dispersed SDR team, ensuring consistent performance and high-quality pipeline generation.
- Oversee inbound lead qualification and outbound prospecting to deliver sales-ready opportunities that meet monthly and quarterly targets.
- Build strong relationships with Sales, Channel, and Marketing teams to ensure alignment, smooth handoffs, and effective GTM execution.
- Collaborate with Marketing Managers to execute targeted call-downs and direct-to-market campaigns that accelerate pipeline creation.
- Work with Sales/Marketing Operations and IT to enhance SDR tools, workflows, and systems (e.g., SFDC) for greater efficiency.
- Recruit, onboard, and mentor new SDR team members; manage performance through regular coaching, feedback, and formal reviews.
- Provide clear, data-driven reporting on team productivity, pipeline contribution, and attainment to regional leadership.
- Support global SDR initiatives by contributing insights, refining processes, and aligning regional execution to global standards.
- Drive continuous improvement through proactive feedback, performance optimization, and recognition of top contributors.
What You Will Bring
- 1-2 years minimum relevant SDR Management experience
- Prior inside sales / sales development experience would be an asset
- Experience leading teams across multiple countries, languages and time zones an asset
- Experienced in a high-volume outbound, phone based lead generation/sales
- Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
- Experience with technical products in the hi-tech industry. Cyber security experience an asset
- Process oriented in lead management
- Working in a channel based company, understanding of the IT channel
In the United States, the base salary for this role ranges from $91,700 to $152,600. In addition to the base salary, there's a component for target sales commissions alongside 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.
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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
- 1-2 years of relevant SDR management experience
- Prior inside sales or sales development experience
- Experience leading teams across multiple countries, languages, and time zones
- Experience in high-volume outbound, phone-based lead generation or sales
- Demonstrated ability to work with sales leadership to achieve mutually beneficial outcomes
- Experience with technical products in the high-tech industry
- Cybersecurity experience
- Process-oriented approach to lead management
- Experience working in a channel-based company and understanding of the IT channel
- Legal authorization to work in the United States 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.
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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.
