EMEA BDR/SDR Manager - Build Pipeline & Talent

Denodo

United Kingdom

On-site

GBP 60,000 - 90,000

Full time

2 days ago

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Job summary

Denodo is seeking an ambitious BDR/SDR Manager – EMEA to lead and develop the Business Development/ Sales Development organization across key European markets. The role focuses on building a high-performance team, coaching for results and aligning activities with pipeline goals.

The successful candidate will manage inbound/outbound and ABM programs, partner with Account Executives, Marketing and Revenue Operations to optimize performance and talent development across the UK, France, DACH,

Qualifications

Experience in BDR/SDR, inside sales or business development.
Experience coaching, mentoring or managing BDR/SDR professionals.
Track record of achieving or exceeding sales development or pipeline targets.
Strong understanding of outbound prospecting and enterprise account engagement.
Experience working with Account Executives to convert BDR/SDR activity into qualified pipeline.
Data-driven approach to managing performance.

Responsibilities

Lead, coach and motivate a high-performing BDR/SDR team across multiple European markets.
Build a culture of accountability, collaboration, learning and continuous improvement.
Set clear individual and team objectives aligned to pipeline and revenue goals.
Conduct regular 1:1s, team meetings, performance reviews and development planning.
Conduct call reviews, role plays and coaching sessions to improve individual performance.
Identify high-potential team members and support their career development.
Develop BDR/SDRs as a key internal talent pool for future Account Executive and other sales roles.
Support recruitment, onboarding and retention of high-quality BDR/SDR talent.
Own BDR/SDR pipeline generation across inbound, outbound and account-based sales development activities.
Work closely with Account Executives to identify and prioritize target accounts.
Develop effective outbound strategies for enterprise accounts and buying groups.
Ensure the team is focused on creating quality opportunities and pipeline, not simply maximizing activity.
Continuously improve prospecting approaches, messaging, sequences and qualification.
Monitor conversion rates throughout the funnel and identify opportunities for improvement.
Ensure effective handoff and alignment between BDRs/SDRs and Account Executives.
Use Salesforce and other sales technologies to understand team and individual performance.
Analyze activity, conversion, pipeline and meeting data to identify trends, opportunities and risks.
Turn data into clear coaching actions and measurable improvement plans.
Establish and track appropriate BDR/SDR KPIs.
Forecast BDR/SDR-generated pipeline accurately and proactively communicate risks and opportunities.
Provide regular performance insight to Sales Leadership.
Work closely with Account Executives to ensure BDR/SDR activity is aligned with territory and revenue priorities.
Partner with Marketing on campaigns, events, content and demand-generation initiatives.
Provide feedback to Marketing on campaign quality, messaging and prospect response.
Work with Sales and Product Marketing to ensure BDR/SDR messaging clearly communicates Denodo's value proposition.
Support account-based marketing and coordinated sales plays across strategic accounts.
Share market feedback and competitive insights with the wider organization.
Develop and implement BDR/SDR best practices across prospecting, qualification and meeting generation.
Test and implement new approaches to outbound prospecting, messaging and engagement.
Improve processes, technology and workflows to increase productivity and effectiveness.
Help evolve the BDR/SDR operating model as Denodo continues to grow across Europe.
Bring new ideas, energy and a continuous-improvement mindset to the organization.