Mgr, Sales Development in London

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work.

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.

We are looking for an outstanding SDR coach and people leader to lead our Rest of World SDR team. You will be responsible for the development, performance and pipeline contribution of a small, geographically distributed team of SDRs who generate opportunities for our Professional Services business.

Your first priority will be to ramp two new SDRs into effective outbound prospectors, while keeping standards and engagement high among more experienced team members. Alongside this, you will partner closely with Sales, Marketing and Sales Operations to improve lead conversion and drive demand.

You will join a wider global SDR leadership community, including North American peers, with a clear opportunity to grow your scope and influence over time.

Key Responsibilities

• Coaching and people development
• Lead and coach a team of SDRs across the UK & Ireland, Nordics, Benelux and India, with coaching as a core priority at all times.
• Run a consistent coaching rhythm: weekly team huddle, weekly one-to-ones, role-play sessions, cold-call reviews and proactive, needs-led training.
• Onboard and ramp new SDRs into effective outbound prospecting representatives, and continue to stretch and challenge experienced team members.
• Diagnose individual and team capability gaps from observed activity, and turn them into targeted training that reflects current market conditions and seasonal objections.
• Develop team leads and senior SDRs so that coaching scales through the team, delegating effectively rather than doing everything personally.
• Maintain and communicate a clear career progression path for SDRs, and partner with Sales leadership to move high performers into Account Executive and other roles across Deltek.
• Performance and pipeline
• Own the team’s opportunity-generation performance, monitoring activity, conversion and pipeline metrics and acting on what they show.
• Apply KPIs and conversion expectations that reflect the realities of each territory and segment, including the differences between mid-market and enterprise.
• Adapt coaching, expectations and tactics to the conditions in each territory.
• Work with Marketing to improve the quality, follow-up and conversion of marketing-sourced leads, and feed insight back to improve demand generation.
• Prepare and present data for monthly waterfall business reviews, analyzing funnel, conversion and pipeline performance for the business unit and recommending actions.
• Own the team's use of SalesLoft and the CRM, ensuring data quality and cadence compliance, and deliver monthly KPI and deal performance reporting in partnership with Sales Operations.
• Collaboration and stakeholders
• Build strong working relationships with Sales leaders, Marketing, Sales Operations and demand-generation stakeholders.
• Integrate closely with North American SDR leadership, sharing best practice and contributing to the wider SDR leadership culture.
• Represent the team with senior leadership, communicating performance, pipeline and operational issues clearly.
• Bring knowledge of the professional services and consulting sector to improve engagement with this important vertical.
• Join internal project teams and committees focused on process, culture and business growth, representing the Rest of World perspective.
• Leadership and culture
• Create cohesion and consistency across a dispersed team through structured virtual management.
• Model accountability, openness and a constructive approach, taking ownership of outcomes and working positively with colleagues across functions.

QualificationsEssential

• Experience leading and coaching SDR or outbound sales development teams, either as an SDR Manager or as an experienced Team Lead ready to step into management.
• A demonstrable track record of developing inexperienced SDRs into effective outbound prospectors, with specific examples.
• Practical expertise in outbound prospecting, including cold calling, cold email, cadences and objection handling, giving you the credibility to coach the craft.
• A structured approach to coaching, one-to-ones and needs-led training.
• Confidence interpreting pipeline, activity and conversion metrics, and using them to drive performance.
• Experience partnering with Sales, Marketing and Sales Operations.
• Experience leading remotely or across multiple locations.
• Based in, or within commuting distance of, London and able to work from the Hammersmith office on Tuesday, Wednesday and Thursday.

Desirable

• Experience working in, or selling to, the consulting or professional services sector.
• Experience managing an international or geographically dispersed SDR team.
• Experience improving marketing-sourced pipeline or lead conversion.
• Experience using team leads or senior SDRs to scale coaching.
• Knowledge of ideal customer profile (ICP) development, account segmentation and persona targeting.
• Ambition to progress towards Senior Manager and, over time, to lead other managers.
• Experience with CRM and sales engagement platforms (Salesforce and SalesLoft preferred).

Behaviours We Are Looking For

• Coach first: Genuinely energised by developing others, and able to show the results.
• Leads through others: Sets clear expectations, delegates well, trusts colleagues and avoids becoming the bottleneck.
• Collaborative: An open mindset and a team player who values the contribution of other teams.
• Accountable: Owns their part in outcomes, is self-aware and humble, and challenges constructively.
• Authentic and constructive: Real and straightforward, with a positive approach to solving problems.
• Ambitious: Wants to grow their influence and think increasingly like a senior leader.

What We Offer

• A fully staffed team with strong people, including established high performers and a team lead.
• An established coaching and management framework to build on, rather than starting from scratch.
• Exposure to international territories, cross-functional leadership and North American SDR leadership.
• Meaningful commercial challenges: pipeline conversion, Marketing and SDR collaboration, and SDR capability.
• Competitive salary with monthly variable pay linked to team opportunity generation, plus Deltek benefits.