- Company Name
- insightsoftware
- Job Title
- Director, Business Development - EMEA
- Job Description
-
Job Title: Director, Business Development – EMEA
Role Summary: Lead and scale a high‑performance BDR organization focused on enterprise accounts (≥£100 M) across the UK and broader EMEA. Drive qualified pipeline for net new and client sales teams, collaborate with sales, marketing, enablement, and operations, and implement data‑driven, AI‑enhanced processes.
Expectations: • Manage 3‑5 BDR Managers and ~24 BDRs; set ambitious yet achievable team and individual goals. • Consistently meet or exceed qualified opportunity and pipeline targets. • Deliver accurate forecasting, performance reporting, and market insights. • Champion talent acquisition, development, and succession planning. • Spearhead adoption of AI tools and optimise the sales tech stack.
Key Responsibilities:
1. Lead, coach, and develop BDR managers and representatives.
2. Design and execute BDR strategies aligned with EMEA go‑to‑market priorities.
3. Partner with Sales Enablement to develop training frameworks, workshops, and best‑practice programs.
4. Collaborate with Sales and Marketing leaders on account‑based strategies and performance goals.
5. Work with Sales & Marketing Operations to refine MQL‑to‑SQL pipelines, reporting, and technology utilization.
6. Provide strategic input on process improvements and GTM initiatives.
7. Forecast pipeline accurately and update leadership on performance and market insights.
8. Present BDR strategies and results at Sales Kick‑Off and training events.
9. Manage and optimize sales development technology stack (Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong, AI tools).
10. Recruit, hire, onboard, and develop top BDR talent across the UK and EMEA.
11. Develop talent pipeline and succession planning for high‑performers.
12. Collaborate cross‑functionally with regional sales, marketing, and operations.
13. Foster a culture of high energy, collaboration, and excellence.
Required Skills:
• Proven leadership in BDR or business development, ideally in UK/EMEA.
• Deep understanding of enterprise B2B software sales development and account‑based marketing.
• Track record of consistently exceeding pipeline generation targets.
• Expertise in modern sales development methods (MEDDIC, ANZ, SPIN, Challenger, etc.).
• Strong analytical mindset; data‑driven decision making.
• Proficiency with CRM (Salesforce preferred) and sales engagement platforms.
• Excellent communication, presentation, and influencing skills.
• Experience with AI tools in sales/business development and change management.
• Ability to set and manage complex goal structures across multiple teams and geographies.
• Multi‑language capability relevant to EMEA markets (preferred).
Required Education & Certifications:
• Bachelor’s degree in business, marketing, finance, or related field (or equivalent professional experience).
• Certifications in sales methodology (MEDDIC, SPIN, etc.) or AI tools are advantageous but not mandatory.