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
The India SDR Team Lead is a Player-Coach role with the primary responsibility of driving pipeline creation and qualified sales opportunities (QSOs) across the India & SAARC region.
While coaching and developing a small team of SDRs, this role is expected to make direct individual contributions to opportunity creation through proactive outbound prospecting for new logo acquisition and effective qualification of inbound leads generated through Digital, Web, Events, and Partner-led activities
This role is critical to accelerating early-stage pipeline growth across the region by combining hands-on sales development execution with front-line team leadership. The successful candidate will build and execute strong outbound cadences, maintain high standards of lead follow-up and qualification, and work in close partnership with Account Executives, Sales & Marketing Leadership, and channel stakeholders to maximise conversion into high-quality sales opportunities.
In addition to coaching and developing the team, the SDR Team Lead will help strengthen regional Go To Market execution by improving lead management discipline, supporting targeted campaigns and strategic call-downs, and identifying opportunities to enhance processes, systems, and overall sales development performance.
What You Will Do
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This is an individual contributor role. You will be hands-on, 100% dedicated to pipeline creation, and you will have pipeline and QSO targets to meet as your primary responsibility.
- Work with the local Sales team and the APJ Sales Development Leader on an assigned territory to qualify, develop, and mature marketing-supplied leads and self-created leads, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners.
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Ensure you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level.
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Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible.
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Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive.
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Provide weekly & monthly reporting to the APJ Sales Development Leader and others on individual performance against targets.
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Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.
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Understand and use APJ SDR best practices for operational efficiency and overall success.
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Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.
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Proactively obtain program feedback and initiate plans in response to opportunities for improvement.
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Participate in the review and enhancement of Sales Development processes and practices.
What You Will Bring
Essential
2+ years‚ experience in a Sales Development Role.
Working in a channel-based company, an understanding of the IT channel
Experienced in high-volume outbound, telephone-based lead generation/sales.
Experience with technical products in the hi-tech industry
Process-oriented in lead management
Ability to create a sense of urgency with prospects
Ability to identify needs/pain
Ability to present value-based messaging
Solid Communication skills (written and verbal)
Familiar with CRM system for managing leads
Meeting deadlines and commitments
Active Listening
Influencing skills
Assertiveness
Attention to Detail
Creativity
Driving for Quality
Goal Oriented
Desirable:
Inside sales experience in the Cybersecurity or related industries
Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
SFDC/CRM
IT literate: Word, Excel, PowerPoint
Capacity for rapid learning
Familiar with LinkedIn Sales Navigator, Sales Prospecting tools such as Outreach or Groove, Cognism or Lusha
Relevant degree or similar qualification
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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
