BDR Manager - EMEA

Responsibilities

• Coaching: Run live and recorded call coaching, group coaching pods and weekly deal reviews. Build genuine depth in discovery and qualification so reps listen and uncover pain rather than deliver a script. This is where we most want a new leader to make their mark.
• Targeting & Pipeline Quality: Own who the team goes after and who they get in the room with. Hold the bar on account selection and seniority of contact, and get reps working the full buying group instead of the one title they find easiest to reach.
• Enablement & Ramp: Own onboarding, ramp and the BDR playbook: sequences, messaging, rules of engagement, CRM discipline. We want reps producing sooner, and enablement material that reflects how we actually win today. There is plenty here ready to be rebuilt properly and you will have the latitude to do it.
• Performance & Standards: Set targets, run the weekly rhythm and manage performance honestly and early. As the region grows, help bring in people who raise the bar rather than fill a seat. Forecasting across the pipeline, from meetings booked, to sales accepted opportunities, to closed won, our leaders must have a clear view on gaps and potential wins at all times.
• AE Partnership: BDRs here are not finished when the meeting is booked. Build the working relationship with our AEs that keeps opportunities moving, and feed back to marketing and leadership on what is landing in market and what is not.

Requirements

• Credible on the Floor: You have carried a number and hit it. You can still get on a call and show a rep how it is done.
• Specific as a Coach: You can listen to a call, name the two things that would have changed the outcome, and get the rep to change them. "Good energy, more activity" is not enough.
• Conversion-Minded: You identify funnel leaks before you ask for more dials, and you are comfortable working through the data to find it.
• A Point of View on Quality: You would rather have fewer, better conversations, and you can hold that line in a tight month.
• A Builder: You are comfortable where the process does not exist yet, and you would rather write it than wait for it.
• Direct: You communicate early and you do not sit on bad news.
• Able to Lead Across Markets: You can coach reps working in different languages, cultures and buying norms, and you adapt rather than apply one template everywhere. Experience selling or coaching across European markets is key. French or Spanish is an advantage, not a requirement.
• Fun in the sun (and rain): You are able to drive a culture of fun and engagement with the team when things are going well, and when they aren't. We want you to take your work very seriously, but yourself a bit less so!

Final things to note