Pipeline Development Manager (HF1360373)

Flourish; Greater London; On-site; GBP 65,000 - 95,000; Full time

Job summary

Flourish is seeking a Pipeline Generation/BDR Manager to lead the EMEA outbound-focused pipeline expansion. You will coach and manage Business Development Representatives, set targets, and optimize prospecting processes to ensure a steady flow of qualified opportunities for revenue growth in a fast-scaling tech environment.

In this role you’ll collaborate with Sales, Marketing and Operations, align messaging with ICPs, and drive performance routines while remaining hands-on when needed to

Qualifications

• Experience managing, mentoring or leading Business Development Representatives in a SaaS or B2B technology environment.
• Strong understanding of outbound prospecting, pipeline qualification and handoff to Sales.
• Ability to coach representatives on messaging, call structure, objection handling and account research.
• Comfortable managing targets, activity metrics, conversion reporting and regular performance routines.
• Analytical approach with the ability to spot issues across activity, conversion, targeting and pipeline quality.
• Experience working in a fast-growing environment with evolving processes, priorities and targets.
• Clear, direct communicator who can set expectations and drive accountability in a supportive way.
• Strong cross-functional collaboration skills, particularly with Sales, Marketing and Operations.
• Commercial mindset with a focus on building predictable, repeatable pipeline for the EMEA market.
• Comfortable balancing hands-on execution with people management in a scaling team.

Responsibilities

• Manage and improve their EMEA pipeline generation activity, with a primary focus on outbound execution
• Lead, coach and support Business Development Representatives to improve quality, confidence and results
• Set clear activity, conversion and pipeline targets aligned to EMEA sales priorities
• Run consistent outbound processes, cadences, tooling and performance routines across the team
• Review prospecting quality, qualification standards and handoff to Sales to keep pipeline relevant and actionable
• Use data to identify gaps across activity, conversion, messaging and targeting, then take practical action
• Collaborate closely with EMEA Sales leadership on territory focus, account priorities and feedback from the field
• Partner with Marketing to align messaging, ICP insight, campaigns and lead follow-up
• Support onboarding, development and performance management for Business Development Representatives
• Stay close to market and competitor insight to improve outreach, positioning and pipeline effectiveness

Skills

Outbound prospecting

Pipeline qualification

People management

Coaching

Analytical thinking

Cross-functional collaboration

Target setting

Performance tracking

Communication

Job description

The Opportunity

Our client is one of the fastest growing technology organisations in the world and a leading provider of cutting-edge cybersecurity and AI solutions to support to the SMB market. They provide MSPs (Managed Service Providers) with the fundamental technology they need to manage and secure Microsoft 365 at scale and deliver AI services.

About the Role

They are looking for a Pipeline Generation/ BDR Manager to join their expanding team. This role is responsible for managing and improving our EMEA pipeline generation activity, with a primary focus on outbound-led growth. You will lead the day-to-day execution of the Business Development team, coach representatives to improve performance and ensure a consistent flow of well-qualified opportunities that support EMEA revenue growth in a fast-paced and scaling environment.

What you’ll be doing

• Manage and improve their EMEA pipeline generation activity, with a primary focus on outbound execution


• Lead, coach and support Business Development Representatives to improve quality, confidence and results


• Set clear activity, conversion and pipeline targets aligned to EMEA sales priorities


• Run consistent outbound processes, cadences, tooling and performance routines across the team


• Review prospecting quality, qualification standards and handoff to Sales to keep pipeline relevant and actionable


• Use data to identify gaps across activity, conversion, messaging and targeting, then take practical action


• Collaborate closely with EMEA Sales leadership on territory focus, account priorities and feedback from the field


• Partner with Marketing to align messaging, ICP insight, campaigns and lead follow-up


• Support onboarding, development and performance management for Business Development Representatives


• Stay close to market and competitor insight to improve outreach, positioning and pipeline effectiveness

Skills We Need for This Role

• Experience managing, mentoring or leading Business Development Representatives in a SaaS or B2B technology environment


• Strong understanding of outbound prospecting, pipeline qualification and handoff to Sales


• Ability to coach representatives on messaging, call structure, objection handling and account research


• Comfortable managing targets, activity metrics, conversion reporting and regular performance routines


• Analytical approach with the ability to spot issues across activity, conversion, targeting and pipeline quality


• Experience working in a fast-growing environment with evolving processes, priorities and targets


• Clear, direct communicator who can set expectations and drive accountability in a supportive way


• Strong cross-functional collaboration skills, particularly with Sales, Marketing and Operations


• Commercial mindset with a focus on building predictable, repeatable pipeline for the EMEA market


• Comfortable balancing hands-on execution with people management in a scaling team