Sales Development Representative

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.

This is a hybrid role that requires in-office presence in our downtown Dallas office 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 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