Sales Development Manager (EMEA)

Instructure; Greater London; On-site; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Educator community

Mentoring and coaching access

Community engagement

Impactful culture

Equity ownership programs

Recognition programs

Growth opportunities

Job summary

Instructure seeks a Sales Development Manager to lead our international outbound SDR team. You will drive strategy, coach engineers and reps, hire top talent, and ensure high-quality pipeline generation while coordinating with Sales, Marketing and RevOps across multiple regions.

You will be responsible for forecasting, reporting in Salesforce/Tableau, and traveling up to 25% across EMEA as needed to optimize performance and outcomes.

Qualifications

• Experience leading a sales development or outbound team in software/SaaS.
• Able to build targets, forecast pipeline, and analyze data in Salesforce/Tableau.

Responsibilities

• Lead and manage an eight-person outbound SDR team across multiple regions/time zones.
• Coach and mentor SDRs; hire/onboard new SDRs as needed.
• Generate high-quality pipeline for the sales team; own outbound strategy.
• Collaborate cross-functionally with Sales, Marketing, RevOps and others.
• Build and review reports; forecast and track performance.

Skills

Leadership

Coaching

Hiring

Pipeline generation

Data-driven

Cross-functional collaboration

Project management

Outbound strategies

Executive presence

Communication

Strategic thinking

Tools

Outreach

Demandbase

Salesforce

Job description

• We are looking for an experienced Sales Development Manager to lead our international team of eight Outbound SDRs


• This team introduces our SaaS products to prospective client accounts through strategic, territory-based outreach across multiple regions, spanning our HigherEd, K-12, and Business & Government segments


• This role reports to the Director of Sales Development


• Manage all day-to-day operations of an eight-person SDR team across multiple regions and time zones


• Coach and mentor your team members on a regular basis


• Manage internal career path opportunities for your SDRs and help support promotions


• Hire and onboard new, high-performing SDRs as needed


• Focus on generating high quality pipeline for our Sales team that will contribute to bookings


• Be data-driven. Be comfortable building targets for team members, forecasting pipeline generation, analyzing data, and building and reviewing reports in Salesforce and Tableau


• Build relationships cross-functionally with Sales, Marketing, RevOps, and other teams


• Manage multiple projects and strategies simultaneously


• Develop and implement creative outbound strategies to continue driving high performance


• 25% travel across EMEA/Local

Benefits

• Join a passionate community of educators and the people working to support them


• Access to a large course library, mentoring and coaching opportunities, and regular feedback


• Community engagement (partnerships, volunteering, free learning resources, and ongoing outreach efforts)


• Office culture that values outcomes and impact above all


• Equity and ownership programs give every employee a stake in our future


• Ownership, recognition, and celebrations of shared success


• Growth opportunities (we’re all about helping our people move into (and thrive in) new roles)

• Coachable: actively listens to and implements manager feedback


• Hands-on experience with sales tools such as Outreach, Demandbase, and Salesforce


• Executive presence: comfortable leading meetings with senior leadership


• Exceptional written and verbal communication skills


• Two or more years of experience in software or SaaS sales with a proven track record of success


• Strategic thinker: able to create, prioritize, and implement new outbound strategies


• Passion for coaching and mentoring emerging talent


• Demonstrated ability to work cross-functionally with several teams simultaneously, including teams in different regions


• All employees must pass a background check as part of the hiring process