Director of Business Development (EMEA)

Planhat; City Of London; On-site; GBP 70,000 - 90,000; Full time

Job summary

A dynamic sales-driven company in London seeks a Business Development Lead to build and scale a high-performing team. The ideal candidate will have 5+ years in BDR/SDR roles with proven success in sales leadership. You will optimize processes and drive revenue through effective sales strategies. This role requires a hands-on approach, with responsibilities including team coaching and data analysis.

Qualifications

• 5+ years in BDR/SDR roles, with 2+ years in leadership.
• Track record of scaling sales teams to achieve targets.
• Strong understanding of sales qualification methodologies.
• Expertise in CRM and sales automation tools.

Responsibilities

• Build and scale a high-volume BDR team to hit targets.
• Ensure pipeline creation translates into high-quality revenue.
• Design scalable prospecting processes for multiple markets.
• Coach BDRs on sales techniques to boost performance.

Skills

Sales Leadership

Team Building

Sales Process Optimization

Data-driven Decision Making

Strong Communication

Coaching Skills

Tools

CRM (e.g., Planhat, HubSpot)

Sales Engagement Tools (e.g., Outreach)

Job description

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About the Role

We seek a sales-focused Business Development Lead with a proven track record in building and scaling high-performing BDR/SDR/Sales organizations. This role sits at the intersection of sales execution, process optimization, and team leadership, ensuring our outbound engine consistently produces predictable and high-quality pipeline. The ideal candidate is both a sales operator and strategist: a leader who can inspire others to get the work done, always leading from the front. This is not a high level management role; you are also expected to do the work. The candidate is also deeply comfortable with CRM, engagement platforms, and sales operations infrastructure to optimize efficiency.

Key Responsibilities

• Sales Leadership & Team Scaling
  • Build, lead, and scale a high-volume BDR team capable of consistently hitting aggressive pipeline targets.
  • Recruit, train, and retain top sales talent while establishing a structured performance framework (KPIs, quotas, comp models, promotion paths).
  • Foster a competitive, metrics-driven, and coaching-oriented sales culture.
  • Establish repeatable playbooks and frameworks to enable fast onboarding and predictable performance across geographies/markets/verticals.
• Revenue Generation & Alignment
  • Own responsibility for pipeline creation, ensuring that outbound efforts consistently translate into high-quality pipeline and ultimately revenue.
  • Partner closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoff, and campaign execution.
  • Set clear productivity and conversion benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and manage the team rigorously against them.
• Process, Systems & Operations
  • Design and implement scalable prospecting processes across multiple segments and markets in close collaboration with the Revenue Operations team.
  • Leverage CRM (e.g., Planhat, HubSpot) and sales engagement tools (e.g., Outreach, Orum) to maximize workflow efficiency and output quality.
  • Partner with RevOps to ensure accurate reporting, and performance metrics to monitor leading/lagging indicators.
  • Continuously evaluate and improve existing and new potential workflows to drive volume, personalization, and conversion at scale.
• Execution & Hands-On Involvement
  • Lead from the front, personally supporting high-value prospecting campaigns and modeling best practices in outreach.
  • Coach BDRs on objection handling, messaging, and qualification to improve sales acumen and confidence.
  • Drive continuous experimentation in outbound sequences, multichannel engagement, and sales messaging to maximize ROI.

Qualifications

• 5+ years of experience in high-volume BDR/SDR (Outbound), AE, or Business Development, with 2+ years in leadership roles.
• Proven track record of scaling sales development teams (e.g., from single digits to 20-50+ reps) while achieving ambitious pipeline/revenue contribution targets.
• Strong sales pedigree: deep understanding of sales qualification methodologies (BANT, MEDDIC, SPICED, etc.) and outbound prospecting best practices.
• Systems-savvy: expert in CRM, engagement tools, and sales automation; ability to architect efficient workflows, reporting, and dashboards.
• Data-driven operator with a demonstrated ability to optimize for conversion, productivity, and ROI at scale.
• Excellent communicator, motivator, and coach, capable of building trust with both executives and front-line reps.
• Growth-oriented, entrepreneurial mindset with the resilience to thrive in a fast-paced, high-expectation sales environment.

Success in This Role

• Scaling a high-volume BDR organization that consistently outperforms pipeline and revenue contribution targets.
• Implementing systems, processes, and playbooks that enable predictable, repeatable performance.
• Building a culture of sales excellence, career development, and accountability across the team.
• Driving significant top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps.