Business Development / Sales Development Manager - EMEA

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.

Partner Across Sales & Marketing

• 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 account-based marketing and coordinated sales plays across strategic accounts.
• Share market feedback and competitive insights with the wider organization.

Continuously Improve

• • Develop and implement BDR/SDR best practices across prospecting, qualification and meeting generation.
  • Test and implement new approaches to outbound prospecting, messaging and engagement.
  • Improve processes, technology and workflows to increase productivity and effectiveness.
  • Help evolve the BDR/SDR operating model as Denodo continues to grow across Europe.
  • Bring new ideas, energy and a continuous-improvement mindset to the organization.

Desired Skills & Experience

We are looking for a people-focused sales development leader with strong BDR/SDR foundations.

You may currently be:

• A BDR/SDR Team Leader ready for your first Manager role
• A Senior BDR/SDR with demonstrable leadership or mentoring experience
• A BDR/SDR Manager with up to approximately three years of management experience
• A Business Development professional who has successfully stepped into people leadership

What matters most is your ability to develop people, create pipeline and build a high-performance culture.

You should have:

• Proven experience in BDR, SDR, inside sales or business development.
• Experience in B2B technology, SaaS, enterprise software or a similarly complex sales environment.
• Experience coaching, mentoring or managing BDR/SDR professionals.
• A track record of achieving or exceeding sales development or pipeline targets.
• Strong understanding of outbound prospecting and enterprise account engagement.
• Experience working with Account Executives and sales teams to convert BDR/SDR activity into qualified pipeline.
• A data-driven approach to managing performance.
• Experience using Salesforce or a comparable CRM.
• Excellent communication, coaching and interpersonal skills.
• Confidence engaging with senior stakeholders and enterprise decision-makers.
• A hands-on approach — comfortable getting involved in the detail as well as setting direction.
• Resilience, curiosity and a genuine desire to continuously improve.
• The ability to operate effectively across different cultures and European markets.

Language Skills

• Fluent English is essential.
• Fluency in French or German would be highly advantageous given the geographical scope of the role.
• Additional European languages are also welcome.

Desired Experience

• Approximately 3–6 years' experience in BDR/SDR, inside sales, business development or sales development, including some leadership, coaching or people-management experience.
• Experience within enterprise software, SaaS, data, cloud, cybersecurity, infrastructure or other B2B technology markets is strongly preferred.
• Demonstrated experience building pipeline through outbound prospecting.
• Experience managing or supporting both inbound and outbound BDR/SDR motions.
• Experience with enterprise accounts and complex buying groups.
• Experience with Salesforce or a comparable CRM.
• Experience with sales engagement, prospecting, intent or data platforms is desirable.
• Strong understanding of sales development KPIs, funnel analytics and forecasting.
• Experience implementing structured coaching and performance-management practices.
• Bachelor's degree preferred, but equivalent professional experience will be considered.