Enterprise Business Development Representative - Anz

Sophos; Toowoomba Regional; Remote; AUD 70,000 - 90,000; Full time

Benefits offered by this job

Remote-first culture

Volunteering days

Wellbeing programs

Sustainability initiatives

Fitness & trivia events

Job summary

Sophos is seeking a Business Development Representative in Australia to accelerate growth across ANZ by proactively generating high-value opportunities for the Customer sales team. The BDR will uncover and nurture prospects from organisations with 500+ employees, mapping them to sales colleagues for closure.

The role requires outbound prospecting, IT/IT security stakeholder engagement, and strong CRM proficiency. Remote-first, with collaboration across marketing and sales teams.

Qualifications

• 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 (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.

Responsibilities

• Identify new business opportunities across the ANZ Corporate and Enterprise marketplace through outbound prospecting.
• Leverage data sources and insights to build a strong target prospect pool for sales opportunities.
• Articulate value and sell Cyber Security Technology solutions to Enterprise and Mid-Market businesses.
• Uncover and summarize prospects' infrastructure, pain points and business challenges.
• Create high-value, well-qualified sales opportunities from net-new accounts with 500+ employees.
• Secure appointments with Senior IT Decision Makers and hand over to sales for closure.
• Input information into SFDC and use 3rd party sources to research prospects.
• Collaborate with field marketing on Account Based Marketing programs.

Skills

Outbound/lead generation

Prospecting IT security

ANZ business development

CRM systems

Data-driven prospecting

Sales Navigator / LinkedIn

Tools

Salesforce

Outreach

Lusha / Cognism

LinkedIn Sales Navigator

Job description

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 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.

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.

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 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.