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Director of Sales Development
Job summary
A dynamic B2B SaaS company in Munich is seeking a Director of Sales Development to lead and scale the EMEA SDR organization, blending inbound and outbound sales strategies. The ideal candidate has extensive experience in B2B SaaS, particularly in SDR/BDR leadership roles, and is fluent in German and English. This full-time position offers a hybrid work model and a salary range of 100K - 150K base with a variable component up to 200K OTE.
Benefits
Qualifications
- 5+ years of B2B SaaS experience including 3+ years in SDR/BDR leadership.
- Experience building or transforming outbound teams.
- Strong understanding of inbound and PLG motions.
Responsibilities
- Lead and scale the EMEA SDR organization.
- Develop strategy and execution for refined inbound and outbound processes.
- Mentor SDR leadership and enhance team growth across regions.
Skills
Tools
Company : Checkmk
Role : Director of Sales Development (EMEA)
Location : Munich (Hybrid minimum 3 days per week onsite)
Language : German & English
Industry : B2B SaaS / IT Monitoring
Product : Checkmk IT infrastructure and application monitoring platform
- HQ in Munich with Sales & Marketing EMEA
- 6 SDRs: 3 DACH and 3 EMEA
- SDR & AE teams both have team leads
- North American sales office in Atlanta
Checkmk is hiring a Director of Sales Development to lead and scale the EMEA SDR organization balancing inbound excellence with the creation of a scalable outbound motion.
You’ll own both strategy and execution refining the inbound flywheel with Marketing and AE leadership while building outbound from the ground up.
- Build a predictable structured outbound motion (currently underdeveloped)
- Optimize inbound performance in EMEA to match DACH
- Align Sales Marketing and AEs on lead flow and qualification
- Shape processes toolstack cadences and campaign playbooks
- Develop and mentor SDR leadership; grow the team across regions
- Combine strategic planning and operational leadership
Low-end Large Enterprise (ACV 3080k) IT buyer persona in DACH & EMEA
- Current split: 95% inbound (organic paid and open-source)
- 1 / 3 of leads come from open-source adoption
- Limited calling today; focus mainly on inbound qualification
- Going forward: 2 of 6 SDRs to focus on outbound potential to hire or rebalance team
- Flexibility to decide org structure (separate inbound / outbound or hybrid model)
- Methodology: MEDDIC / MEDDPICC to be formalized under VP Sales
- Strong PLG foundation large open-source user base drives pipeline
- Modern hybrid monitoring solution (on-prem cloud)
- Competes against legacy on-prem players: PRTG Zabbix Nagios Centron OP5 BMI Microsoft SCOM
- Different from RMM tools like TeamViewer or NinjaOne Checkmk focuses purely on monitoring not device management
- Security advantage: no remote access or patching capabilities; fully compliant for segregated networks
- Extensible platform supports thousands of devices easy to build new agents
- Autonomy to build and lead outbound strategy from scratch
- Munich HQ with strong engineering and product DNA
- Short term: Build and stabilize outbound while improving EMEA inbound flow
- Mid term: Scale SDR operations and integrate outbound strategy across geographies
- Long term: Transition into strategic GTM leadership owning full pipeline generation across regions
- Reports directly to Richard Rinkenburger (VP Sales EMEA)
- Natural career path into Sales Director EMEA as Checkmk grows
- 56 years B2B SaaS experience including 34 years in SDR / BDR leadership
- Proven success building or transforming outbound teams
- Strong grasp of inbound / PLG motions
- CRM & data-driven mindset (Salesforce HubSpot Gong etc.)
- Fluent in German and English
- Experience selling complex software to IT departments
- Familiarity with monitoring infrastructure or DevOps software
- Background in companies with hybrid go-to-market models (PLG outbound)
- Additional European languages (French Spanish Italian) are a plus
- Base: 100K 150K
- Variable: 30% (up to 200K OTE)
- Hybrid working: 3 days per week in Munich HQ
- Full-time permanent position
- Intro Call (30 min) with Richard (fit motivation initial alignment)
- Deep Dive Interview (45 min) with Richard (sales metrics outbound experience strategy)Case Study & Presentation (in-person 2 hrs) 30 / 60 / 90-day plan for building an outbound motion
- Culture Fit (same day) informal lunch or discussion with peers and team members
- Candidate introductions first discussed shared with Lars. If approved intro to Slack and into ats email.
Employment Type : Full Time
* The salary benchmark is based on the target salaries of market leaders in their relevant sectors. It is intended to serve as a guide to help Premium Members assess open positions and to help in salary negotiations. The salary benchmark is not provided directly by the company, which could be significantly higher or lower.