Enterprise Business Development Representative - ANZ

Sophos Group; Sydney; Hybrid; AUD 70,000 - 110,000; Full time

Benefits offered by this job

Remote‑first

Diversity and inclusion networks

Wellbeing programs

Job summary

Sophos is seeking a Business Development Representative to accelerate ANZ growth. Based in Sydney or Melbourne, you will generate high‑value opportunities, nurture pipeline, and align with Customer sales teams for closure.

You’ll articulate cyber security value to large enterprises and MV‑Mid market accounts. The role is remote‑first with potential hybrid elements; familiarity with Salesforce, Outreach, and LinkedIn Navigator is beneficial.

Qualifications

• At least 2 years in outbound lead generation or new business roles in ANZ.
• Experience prospecting to IT or IT security decision makers.
• Knowledge of CRM systems and productivity tools (Salesforce, Outreach, Lusha, Cognism, LinkedIn Navigator).
• Curiosity, proactive learning and technical aptitude are required.

Responsibilities

• Identify new business opportunities in the ANZ Corporate and Enterprise market through outbound prospecting.
• Build a strong target prospect pool from qualitative data and prospecting information.
• Articulate the value of Cyber Security Technology to Enterprise and Mid‑Market customers.
• Capture intelligence and ensure smooth handover to sales for closure.
• Maintain and nurture a high pipeline with 500+ employee prospects.

Skills

Outbound lead gen

Prospecting

ANZ region knowledge

CRM proficiency

IT security knowledge

Tools

Salesforce

Outreach

Lusha

Cognism

LinkedIn Sales Navigator

Job description

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 high-impact position has been created to help accelerate the growth of Sophos across ANZ by proactively generating high‑value new business opportunities from organisations with more than 500 employees. The Business Development Representative (BDR) primary function is to proactively uncover, nurture and generate new business opportunities for the Sophos Customer sales team by leveraging qualitative data insights and target lists to proactively build connections, selling to marketing‑generated leads and via outbound prospecting. The BDR aligns these qualified prospects with clear outcomes, then maps them to salespeople for their closure.

This role is based in Australia; due to business needs, the ideal candidate would be based in Sydney or Melbourne due to the location of the current team.

What will you do?

• Based in Sydney, Australia, the primary focus is to identify new business opportunities covering the ANZ Corporate and Enterprise marketplace through outbound prospecting activities.
• Leverage various data sources, qualitative data insights and prospecting information to build a significant ‘target prospect’ pool to nurture into contacts and ultimately into high‑quality sales opportunities for sales.
• Possess the ability to articulate value and sell Cyber Security Technology solutions to Enterprise and Mid‑Market businesses.
• Become an expert on information security to be able to advise prospects and customers.
• Uncover and compose detailed, succinct summaries of prospects' infrastructure, pain and business challenges.
• Create high‑value, well‑qualified sales opportunities from net‑new accounts with 500+ employees.
• Achieve quotas around opportunity generation and pipeline contribution from high daily outbound activity levels.
• Secure appointments with Senior IT Decision Makers.
• Build and nurture a comprehensive prospecting list to ensure continual prospect pipeline.
• Build solid partnerships with the sales team to ensure effective lead handover and follow‑up.
• Capture useful intelligence to drive future new business activity.
• Input information into SFDC and leverage this and 3rd party sources to research prospects.
• Work closely with field marketing to understand and help execute successful Account Based Marketing Programs.
• Develop a strong partnership with the sales team to ensure an enduring and highly productive relationship, based on mutual success.

What will you bring?

• Minimum proven 2 years in outbound/lead generation in new business roles
• Experience in prospecting to IT and/or IT Security decision makers.
• Business Development experience within ANZ region
• Knowledge of CRM systems and productivity tools (current: Salesforce, Outreach, Lusha / Cognism and LinkedIn Sales Navigator)
• The ideal candidate is naturally inquisitive, asks thoughtful questions, and continuously seeks opportunities to learn and improve.
• Technical aptitude and ability to learn new business and technical concepts quickly

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