Senior Director, EMEA Sales Development

perk; España; Presencial; EUR 180.000 - 280.000; Jornada completa

Descripción de la vacante

Perk is seeking a Senior Director, Sales Development to own the strategy, structure, and performance of the SDR organization across global markets outside North America. You will lead close to 140 reps and a team of 20 managers, reporting directly to the Chief Revenue Officer, shaping how the function is built, resourced, and coached as the business scales.

You will drive hiring decisions, career paths, and compensation strategy, partnering with Marketing and RevOps to optimize lead quality and

Formación

• Track record of leading a multi-region SDR or sales development function at meaningful scale.
• Experience hiring and firing decisions for a large function and building succession plans.
• Evidence of redesigning operating models (career path, coaching model, territory structure) in response to business needs.

Responsabilidades

• Define and evolve outbound and inbound prospecting strategy to optimize pipeline quality and coverage against revenue targets.
• Own the SDR operating model: cadences, playbooks, tooling, and centralised inbound function.
• Decide org structure, territories, and resource changes as the business evolves.
• Own SDR tech stack, engagement tools, intent data, call intelligence, and automation of non-selling work.
• Set standards for tool adoption and AI-assisted workflows balancing productivity and quality.
• Lead, coach, and develop SDR managers and leaders across regions.
• Own hiring, termination decisions, and partnering with TA on headcount and comp positioning.
• Build SDR career paths and succession plans.
• Drive culture of accountability and performance with coaching cadence and fair action on underperformance.
• Ensure high-quality pipeline with KPIs and conversion benchmarks.
• Own SDR productivity, ramp metrics, and pipeline generation.
• Create leadership-level reporting on performance, capacity, risk; drive decisions based on data.
• Partner with Marketing and RevOps on lead quality, routing, and tooling.
• Be a trusted partner to regional Sales leadership and the Revenue Leadership Team; align on priorities and governance across regions.
• Collaborate with TA on hiring capacity and process.

Descripción del empleo

About Us

Perk (formerly TravelPerk) is the intelligent platform for travel and spend management. Built to tackle the time-consuming, manual work that gets in the way of real work, our tools automate everything from travel bookings to expenses, invoice processing, and more. By eliminating this shadow work that wastes hours, erodes morale, and saps innovation, we're on a mission to power real work, with real impact.

We're trusted by more than 12,000 companies worldwide, including On Running, Breitling, and Fabletics, and we're tackling the 7 hours of lost productivity per employee each week, a $1.7 trillion problem.

Founded in 2015, Perk has grown into a global company of more than 1,800 people across 12 offices globally, with headquarters in London and Boston. We combine innovation, control, and simplicity to transform how businesses work and how people feel at work.

At Perk, we're driven by our values, like being an owner, delivering a 7-star experience, and working as one team. We value curiosity, purpose, and mindset, not just knowledge, to unlock the power in your potential. Our talent team brings together leading minds from the travel, fintech, and SaaS industries, representing over 70 countries. If you're excited about having a real impact and shaping how millions of people experience work, we'd love you on the team.

Visit www.perk.com to learn more.

About the Role

As Senior Director, Sales Development, you'll own the strategy, structure, and performance of Perk's Inbound and Outbound SDR organisation across all global markets outside North America. You'll lead close to 140 reps and a team of 20 first and second-line managers.

Reporting directly to the Chief Revenue Officer, you'll shape how the organisation is built, resourced, and coached as the business scales. You'll set the standard for SDR hiring, performance, and process across every region you lead.

What You'll Do

Strategy & Operating Model

• Define and evolve the outbound and inbound prospecting strategy, balancing net-new generation with lead recycling to optimize pipeline quality and coverage against revenue targets.
• Own the SDR operating model: cadences, playbooks, tooling, and ways of working, and redesign it as priorities shift (e.g., the current Launchpad/Nursery ramp program, the SDR-to-SE career path, and the shift to a centralised inbound function).
• Decide how the org is structured and resourced: where managers sit, how territories are split, and when to add, remove, or reshape roles as the business changes.

Process, Tooling & AI Adoption

• Own decisions on the SDR tech stack and how the team uses it, sequencing and engagement tools, intent/enrichment data, call intelligence, and automation of non-selling work.
• Set the bar for how the team evaluates and adopts new tools and AI-assisted workflows, balancing productivity gains against quality and compliance

People Leadership & Talent Development

• Lead, coach, and develop the SDR managers and team leaders across all regions, and build the leadership bench beneath them.
• Own hiring and termination decisions for the SDR function, partnering with TA on headcount needs, hiring strategy, sourcing capacity, hiring process, and comp positioning.
• Build and maintain SDR career paths (SDR → Senior SDR → SE and adjacent tracks) and succession plans for both individual contributors and managers.
• Drive a culture of accountability and performance: clear expectations, consistent coaching cadence, and fast, fair action on underperformance.

Pipeline, Performance & Reporting

• Ensure high-quality pipeline generation across all regions, with clear KPIs, activity standards, and conversion benchmarks by segment and channel (inbound/outbound).
• Own SDR productivity and ramp metrics and act on the data. This role is accountable for pipeline generation and rep productivity.
• Build and maintain leadership-level reporting on team performance, capacity, and risk, and use it to drive decisions rather than just track status.

Cross-Functional Partnership

• Partner closely with Marketing and RevOps on lead quality, routing, RoE definitions, and tooling (sequencing, intent data, dialler, CRM).
• Act as a trusted partner to regional Sales leadership (Senior Managers/VPs) and the Revenue Leadership Team, aligning on priorities, resourcing, and governance across regions.
• Partner with TA on hiring capacity, process design, and comp positioning for the function.

What We're Looking For

• A track record of leading a multi-region SDR or sales development function at meaningful scale, you can point to specific decisions you made about org structure, coverage, or resourcing and what happened as a result.
• Demonstrated ownership of hiring and performance decisions for a function this size, including how you've handled underperformance and built succession plans.
• Evidence that you've redesigned or meaningfully changed an operating model (career path, coaching model, territory structure, tooling) in response to a business n