[Hiring] Team Lead, Sales Development @Sophos

Role Description

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.

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:

• Coach and manage a small team of SDRs to successfully grow, develop and achieve targets outlined by APJ Sales Leadership.
• 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.
• Ensure the team meets and/or exceeds daily and monthly performance targets for outbound calls, qualified leads passed, and pipeline contribution.
• Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system efficiently.
• Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales.
• Be a key resource for new starters’ onboarding, ensuring appropriate training, mentoring, and coaching is available for all India SDRs.
• Provide weekly & monthly reporting to the APJ Sales Development Leader on individual and team performance against targets.
• Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.
• Work with in-region sales & technical managers and in-country SDRs to ensure effective training on all products.
• Work with Marketing Operations, Sales Operations, and IT to enhance processes and systems to support smooth lead and opportunity handling.
• Proactively obtain program feedback and initiate plans in response to opportunities for improvement.
• Participate in the review and enhancement of Sales Development processes and practices.
• Manage individual team member performance and team productivity through regular evaluations and constructive feedback.
• Some travel will be required within this role, approximately 3-5 trips per year across the SAARC & APAC region.

Qualifications

• 4+ years of experience in a Sales Development Role.
• Understanding of the IT channel in a channel-based company.
• Experience 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 systems for managing leads.
• Meeting deadlines and commitments.
• Active listening skills.
• Influencing skills.
• People management skills.
• Assertiveness.
• Attention to detail.
• Creativity.
• Driving for quality.
• Goal-oriented.

Requirements

• Inside sales experience in the Cybersecurity or related industries.
• Experience being a Player/Coach in an SDR or Inside Sales organization.
• Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes.
• At least 1 year of experience in managing people.
• Familiarity with SFDC/CRM.
• IT literate: Word, Excel, PowerPoint.
• Capacity for rapid learning.
• Familiar with LinkedIn Sales Navigator and Sales Prospecting tools such as Outreach or Groove, Cognism or Lusha.
• Relevant degree or similar qualification.

Company Description