Director, Business Development - EMEA in London

A career that’s the whole package! At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard. Conga accelerates the customer’s journey to becoming a more connected and intelligent business. The Conga Advantage Platform is recognized worldwide for enhancing this journey, bringing together Configure, Price, Quote, Contract Lifecycle Management, and Document Automation capabilities on a single open platform. It integrates seamlessly with any ERP, CRM, and Cloud. Powered by a unified data model and purpose‑built AI, Conga helps companies achieve a unique advantage—one built on seamless connection, actionable intelligence, and scalable growth.

Our approach is grounded in the Conga Way, a framework that reflects our values and drives everything from hiring to decision‑making, as well as key programs including recognition. Created with direct input from our colleagues, the Conga Way forms the foundation of our vibrant culture.

A Quick Snapshot: The primary responsibility of this role is to manage and coordinate the tactical and strategic direction of sales development representatives engaged in promoting Conga solutions. You will work with other sales leaders and marketing to define & build client‑tailored messaging.

Why it’s a big deal: Our pipeline is our lifeline. In this role, you’ll have the opportunity—and autonomy—to innovate how Conga sells, while scaling a high‑performing Sales Development organization that fuels long‑term revenue growth. Your leadership directly impacts pipeline health, sales efficiency, and how Conga engages prospective customers across EMEA.

• Sales Development Leadership & Execution: You’ll lead, coach, and develop a team of SDRs focused on generating qualified pipeline for Conga’s Sales organization. You’ll ensure consistent execution against goals while modeling Conga best practices and methodologies.
• This Includes:

• Managing a team of SDRs selling Conga solutions
• Achieving pipeline creation at or above stated quota and performance goals
• Adhering to Conga sales methodologies, processes, and best practices
• Continuously upgrading sales techniques and procedures based on performance insights and modern selling approaches
• Monitoring, supporting, and coaching BDRs and SDRs across cold calling, prospecting, follow‑up activities, and meeting booking

Software Sales & Pipeline Management: You bring deep experience in software sales environments and understand what it takes to build and scale predictable pipeline. You are comfortable owning pipeline health through territory planning, forecasting, and process optimization, and you know how to translate activity into measurable results.

Leadership, Communication & Collaboration: You are a clear, deliberate, and collaborative communicator. You actively participate in—and often initiate—cross‑functional discussions, communicate with clarity and confidence in both written and verbal settings, and engage effectively with senior leaders and C‑level executives. Your presentation and listening skills enable alignment and momentum across teams.

Adaptability & Mindset: You thrive in fast‑paced, continuously evolving environments and are comfortable leading through change. You balance structure with flexibility and know how to adjust quickly as priorities shift.

Passion: We know it when we see it. Passion isn’t about saying how much you love what you do—it’s reflected in what you’ve accomplished, how you think, and how you show up. It’s demonstrated through your ideas, your philosophies, and your actions. You believe in what you do, where you work, and the impact you’re making—and that matters.

Related experience:

• Strong background in business development, including aggressive cold and warm calling, prospecting, and pipeline creation
• 5+ years of experience in software sales, including hands‑on experience cold calling and building pipeline within a SaaS organization
• 5+ years of experience managing, coaching, and mentoring sales development or lead generation teams
• Experience managing pipelines, territories, forecasting, and sales development processes

Here’s What Will Give You An Edge:

• Industry expertise. Experience in enterprise software is a strong advantage. Familiarity with pricing optimization, CPQ, CLM, and/or the Salesforce platform will allow you to ramp quickly and make an immediate impact.

Did we pique your interest? If this sounds like the kind of job you would love in the kind of environment where you would thrive, please click apply. We’d love to hear from you!

Preferred Resume Format: We accept resumes in any format, we suggest using PDF or plain text. These formats help ensure that your resume’s formatting remains intact, making it easier for our recruiters to review your application promptly.

Don’t meet every requirement for the role? Studies have shown that women and members of ethnic minorities are less likely to apply to jobs unless they meet every single qualification. At Conga we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You just might be the right candidate for this or other roles.

Additional Information: Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. We understand interviewing can be stressful for those with disabilities. If reasonable accommodation is needed to allow you to show us your best self, please let your recruiter know as soon as possible. All your information will be kept confidential according to EEO guidelines.

Conga is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary.

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