EMEA Manager - Business Development in London

Reporting to the Director of Business Development EMEA, the Business Development Representative (BDR) Manager will lead a team of 8-10 hybrid Business Development Representatives focused on outreach to prospects that are typically £50 Million+ in revenue. This is a modern, AI‑augmented leadership role. You will be expected to embed AI tools into every layer of your team’s workflow – from prospecting and outreach to pipeline management, performance analysis and coaching – to drive consistent overperformance against pipeline and bookings targets.

Responsibilities

• Coach and develop a team of high performing BDRs, using Gong call recordings and AI‑generated performance summaries to identify coaching moments, track messaging quality, and run data‑driven 1:1s.
• Work closely with sales and marketing leadership to design AI‑enhanced prospecting strategies, leveraging the latest AI technology for account intelligence to continuously exceed qualified opportunity and pipeline goals.
• Take a data‑driven approach to uncover trends and opportunities for improvement, building AI‑assisted dashboards in Salesforce to monitor BDR activity, pipeline contribution, and conversion rates in real time.
• Hire and onboard new BDR team members with a structured, AI‑tooling‑first enablement programme to minimise ramp time and maximise early pipeline contribution.
• Be able to forecast monthly pipeline generation for multiple countries to a high level of accuracy.
• Help the BDRs plan and prepare for their future career at insightsoftware, supporting progression through structured goals, MEDDPICC‑aligned skill development, and regular AI‑powered performance reviews.

Qualifications

• Experience in Software; proven track record of leading a Business Development or Sales Development team in a B2B SaaS environment.
• Hands‑on experience with an AI‑enabled sales tech stack including Salesforce, Gong, SalesLoft, ZoomInfo, and 6Sense; familiarity with Clay, Orum, or AI writing tools (e.g. Claude, ChatGPT) is a strong advantage.
• A track record of building strong peer and professional relationships, acting as a trusted bridge between BDRs, Sales, Marketing, and RevOps.
• You possess grit and don’t shy away from challenges – you embrace AI tools not as a shortcut, but as a force multiplier for your team’s effort and output.
• An agile team player—you thrive in a fast‑paced, collaborative environment and are energised by testing new AI‑driven approaches to prospecting and outreach.
• Passionate about coaching and developing a team, with the ability to use data and AI‑generated insights to make every coaching conversation specific, evidence‑based, and actionable.
• You have experience and ideas on managing hybrid‑located teams to complete objectives, with the ability to maintain team cohesion and performance visibility through digital‑first workflows and AI‑assisted reporting.
• You have experience setting metrics for teams and holding them accountable for exceeding them, building Salesforce dashboards and weekly AI‑generated reporting cadences that make performance transparent and self‑correcting.

The salary range in United Kingdom for this position is 97,000.00 to 122,000.00 GBP Annual. Your specific offer within this range will be determined by your skills, experience, and qualifications. For sales roles this range includes a commission target. We are committed to pay transparency and fair compensation practices.

All your information will be kept confidential according to EEO guidelines. At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or any other class protected by applicable law. We are proud to be an equal opportunity workplace.