Job Specifications
insightsoftware is a global provider of comprehensive solutions for the Office of the CFO. We believe an actionable business strategy begins and ends with accessible financial data. With solutions across financial planning and analysis (FP&A), accounting, and operations, we transform how teams operate, empowering leaders to make timely and informed decisions. With data at the heart of everything we do, insightsoftware enables automated processes, delivers trusted insights, boosts predictability, and increases productivity. Learn more at insightsoftware.com
Job Description
The Director of Business Development, EMEA will lead a team of BDR Managers and Business Development / Account Development Representatives focused on outbound prospecting and pipeline generation across the UK and broader EMEA markets. This role is responsible for building and scaling a high-performing business development organisation that drives qualified pipeline for our enterprise net new and client sales teams. The ideal candidate will have deep experience in B2B software sales development, a data-driven approach to pipeline generation, and proven success leading teams in complex, multi-country environments. This is a hybrid role requiring presence in our London office several times per week.
Key Responsibilities:
Lead, coach, and develop a team of BDR Managers and approximately 24 BDRs focused on enterprise accounts (typically £100m+ in revenue)
Define and execute business development strategies aligned with EMEA go-to-market priorities and sales objectives
Partner with dedicated Sales Enablement teams to create and deliver training frameworks, workshops, and best practice programmes for the business development organisation
Work closely with Sales and Marketing leadership to implement account-based strategies and consistently achieve qualified opportunity and pipeline targets
Partner with sales and marketing operations to optimise processes from MQL to SQL, enhance reporting capabilities, and maximise technology stack utilisation
Provide strategic input on process improvements and go-to-market initiatives through close collaboration with Sales Operations
Drive accurate pipeline forecasting and provide regular updates on team performance and market insights
Set ambitious yet achievable goals for teams and individuals, ensuring alignment with broader organisational objectives and regular performance tracking
Take a data-driven approach to identify trends, uncover opportunities, and drive continuous improvement across the business development function
Present business development strategies, results, and insights at Sales Kick-Off (SKO) events and deliver training sessions to the wider sales organisation
Lead the adoption and application of AI tools and technologies within the business development function to enhance productivity and effectiveness
Manage and optimise the sales development technology stack (Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong, AI-powered tools, etc.)
Recruit, hire, and onboard top business development talent across the UK and EMEA markets
Develop talent pipeline and succession planning, preparing high-performers for advancement into sales roles
Collaborate cross-functionally with regional sales teams, marketing, and operations to ensure alignment and drive performance
Embody and foster a culture of high energy, collaboration, and excellence
Qualifications
Bachelor's degree in a relevant field or equivalent professional experience
Experience of business development in a leadership role
Demonstrated success leading business development teams in the UK/EMEA region
Deep understanding of enterprise B2B software sales development processes
Strong track record of consistently achieving and exceeding pipeline generation targets
Expertise in modern sales development methodologies and account-based marketing strategies
Proficiency with CRM systems (Salesforce preferred) and sales engagement platforms
Excellent communication and presentation skills with ability to influence at all levels
Proven ability to present effectively at large sales meetings and company events
Experience setting and managing complex goal structures across multiple teams and geographies
Analytical mindset with ability to use data to drive decision-making
Experience in fast-paced, high-growth environments
Understanding of AI applications in sales and business development contexts
Preferred Experience:
Experience in Office of the CFO or financial software solutions
Background in private equity-backed software companies
Familiarity with MEDDIC or similar enterprise sales methodologies
Experience building business development functions from scratch or through significant growth phases
Track record of successful AI tool implementation and change management
Experience partnering with Sales Enablement functions to build scalable training programmes
Multi-language capabilities relevant to EMEA markets
Additional Information
All your informa
About the Company
insightsoftware is a global provider of Connected Solutions for the Office of the CFO. We believe an actionable business strategy begins and ends with accessible financial data. With solutions across financial planning and analysis (FP&A), accounting, and operations, we transform how teams operate, empowering leaders to make timely and informed decisions. With data at the heart of everything we do, insightsoftware enables automated processes, delivers trusted insights, boosts predictability, and increases productivity. Learn...
Know more