BDR Manager - EMEA

Inforcer; Richmond (VA); On-site; USD 110,000 - 160,000; Full time

Job summary

Inforcer in Richmond, VA is seeking a Pipeline Generation/BDR Manager to lead outbound-led growth and manage the Business Development team across EMEA markets. You will coach reps, set targets, and ensure a steady flow of qualified opportunities that drive revenue.

This role requires strong leadership, experience mentoring BDRs in SaaS, hands-on execution, data-driven decision making, and collaboration with Sales, Marketing, and Operations to align messaging and campaigns.

Qualifications

• Experience leading BDR teams in SaaS or B2B tech.
• Strong outbound prospecting, qualification and handoff to Sales.
• Ability to coach messaging, call structure, and objections.
• Experience managing targets, activity metrics and performance routines.
• Analytical approach to identify gaps in activity and targeting.

Responsibilities

• Manage and improve EMEA pipeline generation activity with outbound focus.
• Lead, coach and support Business Development Representatives.
• Set clear activity, conversion and pipeline targets aligned to sales priorities.
• Run outbound processes, cadences, tooling and performance routines.
• Review prospecting quality and handoff to Sales to keep pipeline actionable.
• Use data to identify gaps and take practical action.
• Collaborate with EMEA Sales leadership on territory focus and priorities.
• Partner with Marketing to align messaging and campaigns.
• Support onboarding and performance management for BDRs.
• Stay close to market and competitor insights to improve outreach.

Skills

Leadership

SaaS outbound

Mentoring

Outreach strategy

Performance metrics

Analytical thinking

Cross-functional collaboration

EMEA focus

Account research

Target setting

Job description

About Us

inforcer 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. We provide MSPs (Managed Service Providers) with the fundamental technology they need to manage and secure Microsoft 365 at scale and deliver AI services. Our mission is to beinforcedin every MSP!

About the Role

We are looking for a Pipeline Generation/ BDR Manager to join our expanding team. This role is responsible for managing and improving inforcer's 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 inforcer's 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

What We Can Offer You

• Steep Learning curve: We believe people leave organisations when learning stops. We promise a steep and continuous learning curve to both challenge and develop our people. You are responsible for your own learning, but you'll be surrounded by exceptional people and strong enablement, if you choose to lean into it, in an environment where it's safe to make mistakes, try new things, and improve.
• Real impact:We operate in a high-trust and autonomous environment where you can make a real impact and difference in your role and across the company.
• Transparency and Honesty:We believe honest and clear communication creates a highly collaborative culture. It gives you the "why" we make decisions and allows you to effectively make your own. We won't pull the wool over your eyes, we are a fast-growing start-up that comes with its own unique challenges, but we all work hard to solve them, together, as a team.
• A+ Global Team:Our people power every part of our business, and we look for individuals who bring genuine passion to their role and operate at their very best. A-players thrive when surrounded by other A-players. Our level of growth and rate of change can be hard work and challenging, but you'll be surrounded with exceptional people that are always happy to help.
• Regular Team Socials: We celebrate our team, our milestones, promotions and achievements with social events every month.
• Employee Recognition:Programs to recognise and reward our top contributors for their achievementsand efforts. We live our company values every day and reward those people who embody them.

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

Inforcer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.