Manager, Sales Development Representatives

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 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 mid-market segments in North America region and is based in Dallas, Texas. This role is hybrid and requires an in-office presence three days per week.

What You Will Do

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

What You Will Bring

• 1-2 years minimum relevant SDR Management experience
• Prior inside sales / sales development experience would be an asset
• 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

Pay

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.