Manager, Sales Development Representatives

Sales Development Manager

This position is responsible for managing a Sales Development Representative (SDR) team and contributing to shaping a high-performing, efficient lead-qualification and pipeline-creation function.

The role centers on developing and supporting a diverse team of phone-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 will oversee SDR operations and team management across the America and LATAM regions and is based in Dallas, Texas. This role is hybrid and requires an in-office presence three days per week.

What You Will Do:

1. Partner with Regional Marketing and Sales leadership to drive Americas pipeline strategy, including new-logo development and cross/upsell initiatives.
2. Lead, coach, and develop a geographically dispersed SDR team, ensuring consistent performance and high-quality pipeline generation.
3. Oversee inbound lead qualification and outbound prospecting to deliver sales-ready opportunities that meet monthly and quarterly targets.
4. Build strong relationships with Sales, Channel, and Marketing teams to ensure alignment, smooth handoffs, and effective GTM execution.
5. Collaborate with Marketing Managers to execute targeted call-downs and direct-to-market campaigns that accelerate pipeline creation.
6. Work with Sales/Marketing Operations and IT to enhance SDR tools, workflows, and systems (e.g., SFDC) for greater efficiency.
7. Recruit, onboard, and mentor new SDR team members; manage performance through regular coaching, feedback, and formal reviews.
8. Provide clear, data-driven reporting on team productivity, pipeline contribution, and attainment to regional leadership.
9. Support global SDR initiatives by contributing insights, refining processes, and aligning regional execution to global standards.
10. Drive continuous improvement through proactive feedback, performance optimization, and recognition of top contributors.

What You Will Bring:

• 3+ years relevant experience, with at least some in a Sales Development Role
• Inside sales experience
• Experience leading teams across multiple countries, languages and time zones an asset
• Experienced in a high-volume outbound, phone based lead generation/sales
• Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
• Experience with technical products in the hi-tech industry. Cyber security experience an asset
• Process oriented in lead management
• Working in a channel based company, understanding of the IT channel

In the United States, the base salary for this role ranges from $91,700 to $152,600. 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.