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Business Development / Sales Development Manager - EMEA

Job Category: Sales

Denodo is a leader in data management. The award-winning Denodo Platform is the leading data integration, management, and delivery platform using a logical approach to enable self- service BI, data science, hybrid/multi-cloud data integration, and enterprise data services. Realizing more than 400% ROI and millions of dollars in benefits, Denodo’s large enterprise and mid-market customers across 30+ industries have received payback in less than 6 months. For more information, visit www.denodo.com .

We are a fast-growing, international organization with teams across four continents and we work with a cutting-edgetechnology, but that's not all we have to offer. At Denodo, we are like a family and it is of the utmost importance to us that we help support your professional growth every step of the way

Job Description

Denodo is looking for an ambitious and hands-on BDR/SDR Manager – EMEA to lead, coach and develop our Business Development/ Sales Development organization across key European markets.This is an exciting opportunity for an experienced BDR/SDR Team Leader ready to step into their first management role, or an existing BDR/SDR Manager with up to approximately three years of management experience who is looking for broader international responsibility.

The successful candidate will lead a team responsible for creating qualified sales pipeline across the UK, France, DACH, the Nordics and Eastern Europe, working closely with Account Executives, Marketing, Sales Leadership and Revenue Operations.The role combines people leadership, coaching, pipeline generation, performance management and sales development strategy.

We are looking for someone who is hands-on, commercially minded and passionate about developing people. You don't need to have managed a large organization. We are particularly interested in leaders who have demonstrated success in sales development and are ready to take the next step in their leadership career.

You will play a key role in building Denodo's future sales organization, with the BDR/SDR team serving both as a significant source of qualified pipeline and as an important talent pipeline for future Account Executives and other sales roles.

Job Responsibilities & Duties

Lead & Develop the BDR/SDR Team

• Lead, coach and motivate a high-performing BDR/SDR team across multiple European markets.
• Build a culture of accountability, collaboration, learning and continuous improvement.
• Set clear individual and team objectives aligned to pipeline and revenue goals.
• Conduct regular 1:1s, team meetings, performance reviews and development planning.
• Conduct call reviews, role plays and coaching sessions to improve individual performance.
• Identify high-potential team members and support their career development.
• Develop BDR/SDRs as a key internal talent pool for future Account Executive and other sales roles.
• Support recruitment, onboarding and retention of high-quality BDR/SDR talent.

Build & Improve Pipeline

• Own BDR/SDR pipeline generation across inbound, outbound and account-based sales development activities.
• Work closely with Account Executives to identify and prioritize target accounts.
• Develop effective outbound strategies for enterprise accounts and buying groups.
• Ensure the team is focused on creating quality opportunities and pipeline, not simply maximizing activity.
• Continuously improve prospecting approaches, messaging, sequences and qualification.
• Monitor conversion rates throughout the funnel and identify opportunities for improvement.
• Ensure effective handoff and alignment between BDRs/SDRs and Account Executives.

Coach Through Data

• Use Salesforce and other sales technologies to understand team and individual performance.
• Analyze activity, conversion, pipeline and meeting data to identify trends, opportunities and risks.
• Turn data into clear coaching actions and measurable improvement plans.
• Establish and track appropriate BDR/SDR KPIs.
• Forecast BDR/SDR-generated pipeline accurately and proactively communicate risks and opportunities.
• Provide regular performance insight to Sales Leadership.
• Work closely with Account Executives to ensure BDR/SDR activity is aligned with territory and revenue priorities.
• Partner with Marketing on campaigns, events, content and demand-generation initiatives.
• Provide feedback to Marketing on campaign quality, messaging and prospect response.
• Work with Sales and Product Marketing to ensure BDR/SDR messaging clearly communicates Denodo's value proposition.
• Support a