Director of Business Development, insightsoftware

• The ideal candidate will have deep experience in B2B software sales development, a data-driven approach to pipeline generation, and proven success leading teams in complex, multi-country environments
• Bachelor's degree in a relevant field or equivalent professional experience
• Experience of business development in a leadership role
• Demonstrated success leading business development teams in the UK/EMEA region
• Deep understanding of enterprise B2B software sales development processes
• Strong track record of consistently achieving and exceeding pipeline generation targets
• Expertise in modern sales development methodologies and account-based marketing strategies
• Proficiency with CRM systems (Salesforce preferred) and sales engagement platforms
• Excellent communication and presentation skills with ability to influence at all levels
• Proven ability to present effectively at large sales meetings and company events
• Experience setting and managing complex goal structures across multiple teams and geographies
• Analytical mindset with ability to use data to drive decision-making
• Experience in fast-paced, high-growth environments
• Understanding of AI applications in sales and business development contexts

Desirable

• The Director of Business Development, EMEA will lead a team of BDR Managers and Business Development / Account Development Representatives focused on outbound prospecting and pipeline generation across the UK and broader EMEA markets
• This role is responsible for building and scaling a high-performing business development organisation that drives qualified pipeline for our enterprise net new and client sales teams
• Lead, coach, and develop a team of BDR Managers and approximately 24 BDRs focused on enterprise accounts (typically £100m+ in revenue)
• Define and execute business development strategies aligned with EMEA go-to-market priorities and sales objectives
• Partner with dedicated Sales Enablement teams to create and deliver training frameworks, workshops, and best practice programmes for the business development organisation
• Work closely with Sales and Marketing leadership to implement account-based strategies and consistently achieve qualified opportunity and pipeline targets
• Partner with sales and marketing operations to optimise processes from MQL to SQL, enhance reporting capabilities, and maximise technology stack utilisation
• Provide strategic input on process improvements and go-to-market initiatives through close collaboration with Sales Operations
• Drive accurate pipeline forecasting and provide regular updates on team performance and market insights
• Set ambitious yet achievable goals for teams and individuals, ensuring alignment with broader organisational objectives and regular performance tracking
• Take a data-driven approach to identify trends, uncover opportunities, and drive continuous improvement across the business development function
• Present business development strategies, results, and insights at Sales Kick-Off (SKO) events and deliver training sessions to the wider sales organisation
• Lead the adoption and application of AI tools and technologies within the business development function to enhance productivity and effectiveness
• Manage and optimise the sales development technology stack (Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong, AI-powered tools, etc.)
• Recruit, hire, and onboard top business development talent across the UK and EMEA markets
• Develop talent pipeline and succession planning, preparing high-performers for advancement into sales roles
• Collaborate cross-functionally with regional sales teams, marketing, and operations to ensure alignment and drive performance
• Embody and foster a culture of high energy, collaboration, and excellence

• Background checks are required for employment with insightsoftware, where permitted by country, state/province