SDR Manager, EMEA & APJ in London

What You'll Do Daily

• Team Leadership & Development
  • Recruit, onboard, and manage SDRs across EMEA and APJ regions.
  • Foster a high-performance culture with a strong emphasis on coaching, continuous learning, and accountability.
  • Assign and manage SDRs directly aligned to Account Executives (AEs) in each territory, ensuring close collaboration, shared goals, and seamless territory coverage.
  • Inspire SDRs to exceed pipeline creation goals through consistent execution and relationship building.
• Outbound Pipeline Generation (Primary Focus)
  • Lead the team in developing and executing outbound strategies that identify, engage, and convert prospects into qualified opportunities.
  • Establish frameworks for account research, personalized outreach, and multi-threaded engagement across calls, emails, and social.
  • Ensure outbound activity translates into meetings and pipeline through rigorous coaching and inspection of quality.
• Inbound Lead Qualification
  • Oversee the qualification of inbound leads from Marketing, ensuring rapid follow-up and effective conversion.
  • Align with Marketing on campaign execution, event follow-up, and inbound lead routing.
• Activity & Analytics-Driven Management
  • Set clear expectations for activity levels (calls, emails, chat engagement) that drive predictable pipeline generation.
  • Use data from Salesloft, Salesforce and Qualified to monitor performance, identify trends, and optimize team effectiveness.
  • Provide regular reporting on KPIs such as activity metrics, conversion rates, meetings booked, and pipeline contribution.
  • Continuously refine processes using analytics to improve efficiency, effectiveness, and ROI.
• Cross-Functional Collaboration
  • Build and maintain strong relationships with AEs to drive alignment on target accounts, messaging, and opportunity handoffs.
  • Partner with Regional Sales Directors on territory plans and pipeline coverage.
  • Collaborate with Demand Generation and Product Marketing to share insights from the field and improve campaign targeting.

The Experience You Will Need

• 5+ years of experience in Sales Development, with 2+ years managing SDR or BDR teams (preferably across multiple regions).
• Demonstrated success leading outbound-focused teams and consistently exceeding pipeline creation targets.
• Strong expertise in Salesloft, Salesforce, Qualified, and ideally Gong.
• Highly data-driven with the ability to analyze performance metrics, extract insights, and take action to improve outcomes.
• Proven ability to build strong working relationships between SDRs and AEs, fostering trust and alignment.
• Excellent communication, coaching, and interpersonal skills.
• Experience managing across EMEA and/or APJ regions, with cultural awareness and adaptability.
• Fluency in English required; additional languages (French, German, Japanese, etc.) a plus.

Benefits of working with Sonar

• 100% coverage of employee premiums through BUPA for medical, dental, and Employee Assistance Programs.
• Vision benefit through Sun Life which includes an annual vision exam and vision hardware benefits.
• 28 days of annual leave for employees based out of our London hub, plus additional days based on seniority and matching contribution pension scheme for up to 5%.
• Gymflex: savings of up to 40% on memberships at over 4k gyms, leisure centres, yoga and pilates studios, health clubs and boot camps.
• Discretionary Company Growth Bonus, paid annually.
• Public transport reimbursement of 60% for annual subscription.
• Global workforce with employees in 20+ countries representing 35+ unique backgrounds.
• Annual kick-off somewhere in the world to build relationships and set goals for the company.

We Value Diversity, Equity, and Inclusion

At Sonar, we believe that our diversity is our strength. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date. We do not currently support visa candidates in the US. Applications submitted through agencies or third party recruiters will not be considered.