Manager, Business Development Representatives - Northern Europe

proofpoint; Reading; On-site; GBP 90,000 - 140,000; Full time

Job summary

Proofpoint is seeking a Business Development leader to scale a high-performing BDR organisation across Northern Europe (UKI, Nordics, Benelux). You will own strategy, leadership, and day-to-day execution, driving quality pipeline and building processes where innovation meets discipline.

You’ll partner with Account Management and Marketing to define an account-based sales approach, blend traditional BDR excellence with AI workflows, and empower teams to engage senior decision-makers across

Qualifications

• Experience leading high-performing BDR/SDR teams in B2B sales.
• Proven ability to scale teams, build repeatable processes, and drive pipeline across regions.
• Familiarity with AI tools and modern outbound tech stacks (e.g., Salesforce, Outreach, ChatGPT, Lavender, ZoomInfo, LinkedIn Sales Navigator).
• Experience coaching multilingual teams across languages and cultures.
• Strong analytical skills and data-driven decision making.
• Background in cybersecurity or complex technology markets is advantageous.
• Passion for developing people and building a disciplined, creative environment.

Responsibilities

• Hire, onboard, and develop top-tier BDRs across regions.
• Define and optimize outbound strategies across email, phone, social, events, and multi-threaded workflows.
• Align GTM with Sales, ICP refinement, territory planning, and pipeline acceleration initiatives.
• Collaborate with Marketing on campaigns, lead flow, attribution, messaging, and conversion insights.
• Implement and scale AI-powered research, personalization, and processes to optimise BDR productivity and conversion rate.
• Maintain CRM accuracy and provide regular performance insights to leadership.

Job description

About Us:

Proofpoint is a global leader in human- and agent-centric cybersecurity. We protect how people, data, and AI agents connect across email, cloud, and collaboration tools. Over 80 of the Fortune 100, 10,000 large enterprises, and millions of smaller organizations trust Proofpoint to stop threats, prevent data loss, and build resilience across their people and AI workflows. Our mission is simple: safeguard the digital world and empower people to work securely and confidently. Join us in our pursuit to defend data and protect people.

How We Work:

At Proofpoint you'll be part of a global team that breaks barriers to redefine cybersecurity guided by our BRAVE core values:

• Bold in how we dream and innovate
• Responsive to feedback, challenges and opportunities
• Accountable for results and best in class outcomes
• Visionary in future focused problem-solving
• Exceptional in execution and impact

The Role

Proofpoint is seeking a Business Development leader who can scale a high-performing BDR organisation while modernizing our outbound engine with AI, automation, and data-driven systems. In this role, you will own the strategy, leadership, and day-to-day execution of the BDR team operating across Northern Europe (UKI, Nordics and Benelux), driving quality pipeline, refining processes, and building an environment where innovation and discipline coexist.

You will work closely with both Account Management and Marketing to define and execute a successful account-based sales strategy. You will combine traditional BDR excellence with next-generation AI workflows to enhance research, personalization, and productivity. Your leadership will empower BDRs to work smarter, convert faster, and open conversations with senior decision-makers across multiple markets.

Your Day-to-Day

Leadership & Team Development

• Hire, onboard, and develop top-tier BDR talent while fostering a culture of accountability, performance, and innovation.
• Drive team success by coaching BDRs on core sales skills, enterprise prospecting, objection handling, messaging, and consultative outreach.
• Deliver consistent performance by refining KPIs, activity frameworks, compensation levers, and progression paths.

Outbound Strategy & Execution

• Define and optimize outbound strategies across email, phone, social, events, and multi-threaded account-based workflows.
• Ensure the team consistently delivers high-quality sales opportunities that progress into meaningful pipeline and closed-won revenue.
• Partner closely with Sales to align on GTM strategy, ICP refinement, territory planning, and pipeline acceleration initiatives.
• Collaborate with Marketing on campaigns, lead flow, attribution, messaging, and conversion insights.
• Implement and scale AI-powered research, personalization, and processes to optimise BDR productivity and opportunity conversion rate

Operational Excellence

• Oversee daily team operations to ensure a high-energy, metrics-driven environment.
• Maintain CRM accuracy and integrate automation that supports transparency, forecasting, and reporting.
• Deliver regular insights to Sales, Marketing, and leadership on performance, trends, and opportunities for improvement.
• Uphold best practices for enterprise outbound across regions, languages, and verticals.

Qualifications

• Solid experience in B2B sales development, demand generation, or inside sales, with experience managing high-performing BDR/SDR teams.
• Proven ability to scale teams, build repeatable processes, and deliver consistent pipeline across multiple regions.
• Familiarity with AI tools and modern outbound tech stacks ideally including more than one of the following: Salesforce, Outreach, ChatGPT, Lavender, ZoomInfo & LinkedIn Sales Navigator
• Experience coaching teams that operate across languages and cultures; multilingual ability is a plus.
• High emotional intelligence, strategic thinking, and ability to influence cross-functionally.
• Strong analytical skills with a data-first approach to decision-making.
• A background in cybersecurity or complex technology markets is highly advantageous.
• A passion for developing people and building an environment that values creativity, structure, and continuous improvement.

Why Proofpoint?

At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package. Here are just a few reasons you'll love working with us:

• Competitive compensation
• Comprehensive benefits
• Career success on your terms
• Flexible work environment
• Annual wellness and community outreach days
• Always on recognition for your contributions
• Global collaboration and networking opportunities

Our Culture:

Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone.

We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to [e-mail] .