As a EMEA BDR Manager you will be responsible for leading a team of approx 8-10 Business Development Representatives to success by growing demand and supporting the HubSpot sales organization.
This person will also play a critical role in the alignment between sales and marketing by running prescriptive prospecting campaigns throughout the course of each month.
You will be responsible for the training, coaching, and leading of new and established BDRs in a very fast-paced and rapidly changing environment. In this role, you will be working closely with sales and marketing leadership to execute our world class inbound sales process, help better optimize our pipeline generation methodologies, improve the prospect experience, uncover strategies to coach and develop, and create scalable ways to drive team success.
You will work closely with the executive sales management team, sales teams, sales training team, recruiting team, marketing team, and product team on tasks that help move larger company initiatives forward and drive overall business success. This will likely include cross collaboration and feedback on items each group is working on.
As a data-driven organization, you will be required to use a variety of measurement tools including HubSpot dashboards and reports, Excel, LinkedIn, Looker, Greenhouse, scorecards, and eNPS surveys to gauge the effectiveness of your work within your team.
In this role you will:
- Lead by example by demonstrating HubSpot’s core values (HEART) and inspiring a culture of top performing team players
- Develop and coach BDRs to become top performing AEs, ideally within 15 months.
- Manage day to day leads, outbound prospecting activities and tasks for BDRs while driving a culture of high activity, winning, and improving
- Work with sales leadership and rev marketing teams to develop and run campaigns designed to help prospects with timely and critical challenges facing their business throughout the course of each month and quarter.
- Build high performance culture on your team and deliver strong monthly team results.
- Analyze and report results to identify areas for improvement and for replication
- Manage the entire pipeline generation process for EMEA BDRs
- Display an ability to build confidence and trust with as well as provide developmental feedback for continuous improvement
- Develop the sales skill set strategy and map out promotion path planning for the BDR program
- Maintain headcount goals via recruiting, selecting, and training new talent for your team as needed
- Conduct effective one on one coaching sessions
- Maintain a high level of team morale and motivation
- Collaborate cross-functionally within the organization to move projects forward
- Foster open and effective communication between the multiple roles within your team structure
- Work to develop additional sales and inbound marketing training and learning programs that address the needs of the entire sales organization
- Maintain professional and technical knowledge of inbound marketing and HubSpot
What you need to have to qualify:
- 3+ years of closing experience
- 1+ years of management experience
- Prior experience in a high volume prospecting role comparable to HubSpot's BDR position
- Experience coaching and leading a team
- Experience coaching, leading and running a consultative sales process
- Superior coaching skills around sales opportunities
- Detail oriented and possess the ability to manage multiple objectives simultaneously
- Strong analytic skills to identify team, sales, and program trends and results
- You are versed in sales training and coaching best practices
- You have experience with a variety of sales models/methodologies/processes
- You have a good understanding of how technology works from a conceptual standpoint and can effectively and succinctly teach technical information to a non-technical audience
- You love training and coaching. You are excited to make your team more successful and effective
- You can adapt easily to a rapidly-changing environment
- You have the ability to build relationships and command credibility with internal stakeholders
- You have superior communications skills, excellent verbal capacity, incredible writing skills and the ability to capture an audience during a presentation
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events such as your Product Group Summit and other gatherings to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
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About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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