Team Lead, Sales Development

Sophos

India SDR Team Lead responsible for coaching SDRs while contributing to sales opportunities. Driving pipeline creation and qualification across the India & SAARC region with hands-on leadership.

Posted 4/22/2026full-timeRemote • 🇮🇳 IndiaSeniorWebsite

Tech Stack

Tools & technologies

Cyber SecuritySFDC

About the role

Key responsibilities & impact

This is a Player-Coach role. You will be hands-on, and while not 100% dedicated to pipeline creation, you will have pipeline and QSO targets to meet as your primary responsibility.
Coach and manage a small team of SDRs to successfully grow, develop and achieve the 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, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners.
Ensure the team and you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level.
Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible.
Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive.
You will be a key resource for new starters’ onboarding, ensuring appropriate training, mentoring and coaching is available for all India SDRs and tracking execution against the development plan.
Provide weekly & monthly reporting to the APJ Sales Development Leader and others 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 they are effectively trained on all products and understand and use APJ SDR best practices for operational efficiency and overall success.
Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.
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. Regularly evaluate individual employee job performance through 1 on 1 meetings and call shadowing, providing constructive suggestions for improvement and rewarding accomplishments.

Requirements

What you’ll need

4+ years‚ experience in a Sales Development Role.
Working in a channel-based company, an understanding of the IT channel
Experienced 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 system for managing leads
Meeting deadlines and commitments
Active Listening
Influencing skills
People Management
Assertiveness
Attention to Detail
Creativity
Driving for Quality
Goal Oriented
Inside sales experience in the Cybersecurity or related industries
Experience being a Player/Coach in an SDR or Inside Sales organisation
Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
At least 1 year of experience in managing people
SFDC/CRM
IT literate: Word, Excel, PowerPoint
Capacity for rapid learning
Familiar with LinkedIn Sales Navigator, Sales Prospecting tools such as Outreach or Groove, Cognism or Lusha
Relevant degree or similar qualification

Benefits

Comp & perks

Some travel will be required within this role. Approximately 3-5 trips per year across the SAARC & APAC region.

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales DevelopmentLead GenerationLead ManagementSales CoachingPerformance ReportingPipeline ManagementSales Process EnhancementTechnical Product KnowledgeInside SalesPeople Management

Soft Skills

CommunicationActive ListeningInfluencingAssertivenessAttention to DetailCreativityGoal OrientedAbility to Create UrgencyAbility to Identify NeedsPresentation Skills