The Role
The Senior Manager, Sales Development leads the APJ Sales Development team, focusing on high-performing lead qualification, pipeline creation, and team management. Collaborates with Marketing and Sales leaders to drive strategies and enhance SDR operations across regions.
Summary Generated by Built In
Reporting to the Global VP of Sales Development Representatives, this senior position is responsible for leading the APJ Sales Development Representative (SDR) team and shaping a high-performing, efficient lead-qualification and pipeline-creation function.
The role centers on developing and supporting a diverse team of telephone-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 oversees all SDR operations and team management across Asia Pacific and Japan and is based in Singapore or Sydney, Australia
What You Will Do
- Partner with Regional Marketing and Sales leadership to drive APJ 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
- 7-10+ years of relevant experience, including time in a Sales Development or Inside Sales role.
- Proven success leading teams across multiple countries, languages, and time zones.
- Strong background in high-volume outbound prospecting and phone-based lead generation.
- Ability to partner effectively with Sales leadership to drive aligned, measurable outcomes.
- Experience working with technical products in the high-tech industry.
- Process-driven approach to lead management and pipeline operations.
- Familiarity with channel-based sales models and a solid understanding of the IT channel.
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Top Skills
SFDC
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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.
