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About the Role

We're looking for an exceptional EMEA Business Development Manager to help scale and lead the next phase of our Business Development organization across Europe.

This is a highly strategic leadership role responsible for leading a team of Outbound and Inbound Business Development Representatives (BDRs) across multiple regions throughout EMEA. You will play a critical role in driving quality pipeline growth, developing top talent, optimizing processes, and scaling a world-class BDR engine that fuels company growth.

The ideal candidate is a proven people leader who is results-driven, passionate about coaching and development, and brings a relentless focus on operational excellence, accountability, and continuous improvement. You will work closely with Sales, Marketing, Operations, and Enablement leaders to ensure the BDR organization delivers measurable business impact while creating an outstanding employee experience.

This role will report to the Director, Business Development. 

The Impact You’ll Make

This is more than a people management role. You will help shape the future of the EMEA go-to-market strategy by building a scalable pipeline generation engine, developing future sales talent, and creating the processes and programs that enable sustained growth. If you're passionate about leadership, operational excellence, and driving measurable business impact, this is an opportunity to make a lasting mark on a growing team.

What You'll Do:

Lead and Scale the EMEA BDR Organization

• Lead the day-to-day performance, coaching, and development of Outbound and Inbound BDRs across multiple EMEA regions (including DACH, UK&I, France, Spain, Benelux, and META).

• Onboard, develop, and retain high-performing BDR talent.

• Foster a culture of accountability, collaboration, learning, and excellence.

• Create career development pathways that help BDRs grow into future sales and leadership roles.

Drive Pipeline Growth

• Partner closely with regional Sales and Marketing leaders to align on priorities, target accounts, and pipeline goals.

• Ensure consistent execution of inbound lead management and outbound prospecting programs.

• Monitor pipeline generation, conversion rates, and productivity metrics to drive predictable results.

• Identify opportunities to improve efficiency, increase pipeline creation, and accelerate growth.

Build Operational Excellence

• Own key BDR KPIs and establish a disciplined, metrics-driven operating rhythm.

• Analyze performance data and translate insights into actionable improvements.

• Standardize processes, best practices, reporting, and execution across regions.

• Partner with Operations and Enablement to improve systems, workflows, tooling, and reporting.

Drive Continuous Improvement

• Evaluate existing programs and implement scalable improvements that enhance productivity and effectiveness.

• Test new approaches, messaging strategies, outreach motions, and lead management practices.

• Bring innovative ideas and a growth mindset to continually evolve the BDR function.

• Help shape the long-term strategy for the EMEA BDR organization.

Cross-Functional Leadership

• Serve as a trusted partner with Sales, Marketing, Operations, and Enablement teams.

• Ensure strong alignment between marketing programs, sales priorities, and BDR execution.

What We're Looking For

• 5+ years of experience leading Business Development, Sales Development, or Sales teams.

• Proven track record of building, scaling, and coaching high-performing BDR or SDR teams.

• Strong analytical and metrics-driven mindset with experience managing performance through data.

• Experience supporting complex, multi-stakeholder sales cycles within enterprise IT organizations.

• Deep understanding of prospecting, opportunity qualification, territory planning, and pipeline generation.

• Demonstrated ability to lead across multiple priorities, regions, and stakeholder groups.

• Strong communication, presentation, coaching, and leadership skills.

• Experience partnering closely with Sales, Marketing, and Operations teams to drive business results.

• Experience leading geographically distributed or multinational teams is strongly preferred.

• Proficiency with Salesforce.com and modern sales technology platforms.