Manager, Sales Development (EMEA)

The role, in a nutshell: As the Manager of Sales Development, you will lead and mentor a team of BDRs responsible for both inbound lead qualification as well as outbound opportunity generation. Your role involves hiring and onboarding new BDRs, developing and implementing strategies to optimize the BDR team's performance, setting and tracking key performance indicators (KPIs), and ensuring alignment with the company’s overall sales goals. You will provide hands-on coaching and development, drive repeatable progress toward pipeline targets, and foster a collaborative environment to enhance productivity and motivation. In addition, you will work closely with the Director of Sales Development and Sales leaders to refine lead generation tactics, manage pipeline generation, and improve top of funnel conversion rates. Your leadership will be crucial in achieving pipeline targets and driving the overall success of the Sales Development function at Chainguard.What you’ll do:Continue to build out our growing BDR function, working with recruiting to identify top talent to hire and onboard Develop your team’s skills for outbound prospecting, qualifying, and opportunity creationProvide ongoing feedback and coaching in recurring weekly 1:1s to ensure BDR team members develop skills and performance over time Work closely with the Demand Generation team to provide feedback on MQLs and campaignsWork closely with the Sales team to improve outbounding strategies and qualification processes while also tackling other areas of improvementWork in collaboration with Marketing/Sales/Product to develop effective messaging to outbound into target accounts and convert inbound interest into qualified pipelineWork closely with Sales leadership to ensure alignment on your team's strategy and execution on account coverage, target personas, opportunity quality and BDR to AE hand-offAccurately forecast weekly, monthly, and quarterly attainmentClosely monitor team performance metrics and KPIs with the goal to increase BDR productivityWhat we're looking for:2+ years leading a team of BDRs (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)Experience with funnel management across multiple channels and focuses (inbound, outbound, upsell, new business)Hands on enablement experience in onboarding, ramping, and developing your teamExperience with sales and marketing tools, including CRM platforms (e.g., Salesforce, HubSpot), lead generation software, and productivity toolsStrong analytical skills and ability to make data driven decisions Proven ability to effectively recruit, hire, and train new peopleProven ability to thrive in a fast-paced, unpredictable environmentAptitude for identifying challenges and developing creative solutions to enhance team efficiency and effectivenessExperience prospecting or selling into Enterprise accountsUnderstanding of B2B software, Open Source software, and the developer product space is preferredExperience growing within a small start-up is preferredCompensation Range: $175,000-$200,000 OTE (based on experience/location)About UsChainguard is the secure foundation for software development and deployment. By providing guarded open source software, built from source and updated continuously, Chainguard helps organizations eliminate threats in their software supply chains.Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default. Chainguard’s mission is to be the safe source for open source.We live and breathe our company values:We are customer obsessed - We focus on delivering solutions to our customers that create value and make their lives better.We have a bias for intentional action - We prioritize, plan, try things, and fail fast.We don’t take ourselves too seriously (but we do serious work) - We are solving an important problem which takes focus, but we also like to enjoy the journey.We trust each other and assume good intentions - We’re transparent with decisions to empower team members to make well informed decisions.A few of the benefits we offer:Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs. Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!). 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck. ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's fi