EMEA Manager - Business Development

Reporting to the Director of Business Development EMEA, the Business Development Representative (BDR) Manager will lead a team of 8-10 hybrid working 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 lastest 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 accurates 

• 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.