Hybrid Manager, Sales Development Representatives

at Sophos

• Job title: Manager, Sales Development Representatives
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: CA$92,400 - CA$154,000 per year
• Degree requirement: Bachelor's Degree
• Tech skills: SFDC
• Location requirements: Hybrid, Vancouver, Canada

About the role

• Sales Development Manager leading a team of SDRs for Sophos' cybersecurity solutions. Responsible for pipeline management and collaboration with Sales and Marketing leadership.

Responsibilities

• 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.
• Support global SDR initiatives by contributing insights, refining processes, and aligning regional execution to global standards.
• Drive continuous improvement through proactive feedback, performance optimization, and recognition of top contributors.

Requirements

• 3+ relevant experience, with at least some leading a Sales Development team.
• 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.
• Process oriented in lead management.
• Working in a channel based company, understanding of the IT channel.

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees.
• 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.