Sales Development Representative

Sophos Group; Vancouver; Hybrid; CAD 46,000 - 76,000; Full time

Benefits offered by this job

Remote-friendly policy

Job summary

Sophos Group in Vancouver, Canada, is hiring a Sales Development Representative to generate new business opportunities across Sophos product lines. Hybrid role requiring in-office presence Tue–Thu in Vancouver.

You will exceed quotas, manage inbound leads, and hunt for new business using tools like DiscoverOrg, LinkedIn Sales Navigator, and ABM; you will also map organizations and engage decision makers with targeted outreach.

Qualifications

• Must be a strong communicator, both written and spoken.
• Exceptional active listening skills.
• Fearlessly takes action on new challenges.
• Fast learner and quick to learn from mistakes.
• Results oriented, highly competitive and target-driven.
• Understands how businesses and finances drive decisions.
• Adapts approach in real time to situations.
• Confident under pressure and resilient.
• Maintains a positive attitude and supports teammates.
• Unafraid to challenge prospects to uncover pain.
• Unquestionable ethics and integrity.
• Adept at learning new skills to maximize tools and processes.
• Concise articulation of value propositions.

Responsibilities

• Exceed monthly quota for creation of qualified opportunities.
• Manage inbound leads and respond per SLAs.
• Hunt for new opportunities using outbound prospecting with DiscoverOrg/LinkedIn/ABM.
• Meet daily outbound call/email activity targets.
• Communicate with prospects via phone, email, LiveChat, SMS, Outreach.io.
• Communicate with passion, conviction and integrity.
• Articulate value and uncover needs during conversations.
• Research target companies for lead generation and qualification.
• Map organizations and make cold calls to decision makers.
• Ask probing questions to reveal business pain solvable by cybersecurity.
• Develop summaries of leads for Sales Reps and Partners.
• Update CRM (Salesforce) with key notes and decisions.
• Attend weekly/monthly Sales team meetings.
• Provide feedback to Marketing and Sales to improve prospecting.

Skills

Strong communicator (written & spoken)

Active listening

Action oriented

Fast learner

Results oriented

Business and financial understanding

Adaptability in real time

Under pressure resilience

Positive attitude

Challenging prospects

Ethics and integrity

Learning new tools quickly

Articulate value proposition

Tools

DiscoverOrg

LinkedIn Sales Navigator

ABM

Salesforce.com

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

As a Sales Development Representative, you will be responsible for generating new business opportunities for the entire Sophos product line through the qualification of inbound leads and through outbound prospecting efforts.

Must reside in Vancouver market as this role is hybrid and requires in-office presence every Tuesday, Wednesday, Thursday.

What You Will Do

• Exceed monthly quota for creation of qualified sales opportunities
• Manage a funnel of inbound leads and prioritize responses based on SLAs
• Hunt for new business opportunities using outbound prospecting techniques and making use of tools such as DiscoverOrg, LinkedIn Sales Navigator, and Account Based Marketing Services (ABM)
• Meet daily standards for number of outbound calls, emails, and other prospecting activities
• Effectively communicate with Sophos prospects and customers using phone, email, LiveChat, SMS, and our Sales Engagement Platform (Outreach.io)
• Communicate authentically with passion, conviction, and integrity
• Ability to articulate value and uncover needs during LiveChat conversations, phone calls, and email exchanges
• Perform research on companies as a component of lead generation and qualification utilizing the web and other research tools
• Effectively map out organizations and make cold calls to decision makers
• Ask probing, business-oriented questions and challenge prospects to reveal pain in their business that might be solved with improved cybersecurity
• Develop detailed summaries of qualified leads for Sales Reps and our Partners to understand their business pain, stakeholders, decision process, and motivation
• Update CRM (Salesforce.com) with conversations, competitive information, company size, decision making criteria and other pertinent information.
• Attend and participate in weekly/monthly assigned Sales team meetings
• Provide feedback to Marketing and Sales that will help improve our prospecting and demand generation programs

What You Will Bring

• Must be a strong communicator, both written and spoken
• Demonstrates exceptional active listening skills
• Fearlessly takes action on new challenges
• Fast learner, unafraid to take educated risk and learns quickly from mistakes
• Results oriented, highly competitive and is compelled to exceed targets
• Understands how businesses work and how financial objectives drive the decision-making process
• Adapts approach and demeanor in real time to match the situation, picking up on situational cues and adapting in the moment
• Confident under pressure, rebounds from setbacks and sees adversity as a challenge to be overcome
• Maintains a positive attitude and is always supportive of colleagues
• Unafraid to challenge prospects in order to uncover their real business pain, drivers, and motivations
• Unintimidated by a prospects’ job title, experience, or demeanor
• Unquestionable ethics and integrity
• Adept at learning new skills to maximize tools, processes, and infrastructure in pursuit of objectives
• Ability to concisely articulate a value proposition

In Canada, the base salary for this role ranges from $45,500 to $75,600. 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.

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