Regional BDR Manager, UK in London

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest independent consumer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust!

As the Regional BDR Manager for the UK & Ireland, you will be the dedicated, hands-on owner for ensuring high performance and revenue generation across all outsourced commercial activities within your region. This role is responsible via the vendor for the lead generation performance, revenue targets, and the end-to-end management of vendor services for the UK & Ireland. The role is also responsible for driving continuous improvement in vendor sales performance, return on investment, and optimising process efficiency to meet regional commercial objectives. You will act as a key liaison between the regional commercial teams and the vendor to effectively execute and grow outsourced activities. This is an individual contributor role with no direct reports.

What you’ll be doing:

• Revenue & Performance Management
  • Own pipeline generation targets delivered by the outsourced ADR/SDR partner, measured by qualified opportunities, conversion to sales pipeline, and revenue attribution.
  • Define, track, and review quantitative KPIs (e.g. SQLs, meeting-to-opportunity ratio, cost per lead).
  • Partner with internal Sales and Marketing teams to align demand generation campaigns with ADR output.
  • Identify performance gaps and implement corrective actions to ensure attainment of revenue-linked targets.
  • Build dashboards and monthly performance reviews focused on ROI and impact on closed revenue.
• Vendor Relationship & Governance
  • Act as the single point of contact for the vendor at operational and leadership levels.
  • Lead quarterly business reviews of vendor performance (QBRs).
  • Ensure adherence to SLAs and KPIs, including quality standards, compliance, and data accuracy.
  • Manage overall vendor budget, cost optimisation and incentivization while protecting revenue performance.
• Process, Quality & Enablement
  • Standardize and optimise processes and messaging across vendor teams to ensure brand consistency.
  • Monitor and coach on qualification quality, discovery depth, and opportunity handover hygiene.
  • Collaborate with Enablement and Sales Ops to embed best practices and data-driven decision-making.
• Reporting & Insights
  • Support forecast accuracy with vendor to lock and plan quarterly and monthly lead volume aligned to business needs.
  • Produce executive-level insights and recommendations on pipeline trends, performance vs. targets, and ROI by program or region.
  • Benchmark vendor productivity vs. internal benchmarks and industry standards.

Key Metrics of Success

• % of total pipeline generated by vendor partner vs. target.
• SQL-to-Opportunity and Opportunity-to-Revenue conversion rates.
• ROI: Revenue generated / Cost of vendor program.
• Lead quality scores and SLA compliance.
• Partner satisfaction and internal stakeholder satisfaction.

Who you are:

• Experience: 3+ years of experience in vendor management, supplier relationship management, or a similar commercial role (e.g. SDR/ADR), with a strong focus on optimizing the performance of external service providers to drive revenue growth.
• Commercial Expertise: Proven experience managing vendors across sales and commercial activities, including lead generation, SDR/BDR, or other revenue-generating functions, directly contributing to sales pipeline and achievement of commercial targets.
• Contract Acumen: Demonstrated success in managing performance-based commercial relationships to maximize ROI, quality and increase revenue contribution.
• Data-Driven: Strong analytical and data-driven mindset, able to interpret performance trends to optimize vendor activities and maximize revenue generation and ROI.
• Technical Tools: Experienced with CRM systems (e.g., Salesforce), sales engagement platforms, and marketing automation tools to ensure vendors are leveraging technology effectively for maximum revenue impact.
• Communication: Exceptional communication, interpersonal, and stakeholder management skills, capable of influencing vendor performance and internal stakeholders to align and proactively manage activities with revenue goals.
• Project Management: Highly organized with strong project management skills and the ability to manage multiple vendor continuous projects to ensure timely execution and realization of revenue benefits in a fast-paced environment.

We are:

• Our sales teams are highly collaborative. We’re a great place to work if you enjoy seeing your contributions recognised.
• Our culture is dynamic, and our employees grow as we do. You’ll have plenty of personal development opportunities thanks to our in-house L&D team and individual career mapping.
• Creative thinkers. We want our employees to be creative and always champion new ways of working.

What’s in it for you:

• A hybrid work set-up (2-3 days in the office, 2-3 days remote).
• Competitive base salary with an uncapped commission structure + company bonus.
• 25 days holiday per year, increasing to 28 days after 2 years of continuous employment.
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community.
• Rich learning and development opportunities supported through the Trustpilot Academy and Blinkist.
• Pension and life insurance.
• Health cash plan, online GP, 24/7, Employee Assistance Plan.
• Full access to Headspace, a popular mindfulness app to promote positive mental health.
• Paid parental leave.
• Season ticket loan and a cycle-to-work scheme.
• Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for.
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials.
• Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts and more.
• Independent financial advice and free standard professional mortgage broker advice (worth £495 in waived fees).

Still not sure? We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences along with how you will contribute to our working culture. Even if you don’t feel you meet all the requirements, we'd still really like to hear from you!