Director - Business Development; EMEA

Overview

We are looking for a Director of Business Development to lead EMEA Business Development across UK&I, DACH, Middle East, RSA, Southern Europe, and Northern Europe. You will drive pipeline generation through high‑performing BDR teams, data‑driven prospecting strategies, and deep partnerships with Sales, Marketing, and Growth Marketing. You will leverage AI and modern sales technology to automate execution, optimize performance, and deliver measurable revenue impact.

• Build and scale the EMEA BDR organization across all regions, adapting strategies to market dynamics, cultural nuances, and language requirements. Develop comprehensive inbound/outbound prospecting strategies that reduce cost per opportunity while improving lead quality and pipeline contribution.
• Partner with EMEA Sales leadership to support account progression and regional targets. Collaborate with Marketing, Growth Marketing, Digital, Events, and Field Marketing teams on lead generation, demand generation programs, and event follow‑up to maximize lead‑to‑opportunity conversion.
• Implement AI‑powered tools and automated prospecting playbooks using 6sense, Demand Base, Gong Engage, SFDC, Common Room, Sales Loft, and data enrichment platforms. Drive AI strategies for personalized outreach at scale, improved lead scoring, and enhanced BDR productivity through intelligent automation.
• Monitor and optimize key BDR metrics (activity levels, booking rates, meeting‑to‑opportunity conversion, pipeline contribution, cost per opportunity). Utilize SFDC and analytics platforms to identify trends, diagnose gaps, and implement data‑driven improvements. Present business results, forecasts, and strategic recommendations to Sales, Finance, and Marketing executives with clarity and confidence.
• Coach and develop BDR managers and teams, creating feedback‑rich environments that foster continuous improvement. Partner with Enablement teams on training and content. Maintain talent programs with clear career pathways. Plan team capacity to support business growth while optimizing efficiency.
• Embody and champion Mimecast's cultural framework and serve as a role model of our values with a clear commitment to action, collaboration, innovation, accountability and customer‑centricity.
• Foster a team culture that balances aggressive pipeline generation with consultative, value‑driven engagement. Model data‑driven decision making, cross‑functional partnership, and commitment to both individual and team success.

• Extensive Business Development/Sales leadership in software/SaaS, with 3+ years managing EMEA business development operations.
• Proven track record building and scaling high‑performing BDR teams across multiple EMEA countries, driving pipeline generation and meeting revenue targets.
• Strong AI background with demonstrated implementation of AI‑powered prospecting, conversational intelligence, predictive analytics, and automated personalization.
• Deep expertise with 6sense, Demand Base, Gong Engage, SFDC, Common Room, Sales Loft, and similar platforms.
• Strong command of BDR metrics and analytics, translating data into strategic insights and productivity improvements.
• Proven partnership with Marketing, Growth Marketing, Digital, Events, and Field Marketing teams to execute integrated campaigns.
• Excellent executive presence with experience presenting to C‑level executives on business results, forecasts, and strategy.
• Experience designing automated prospecting playbooks that reduce cost per opportunity while improving conversion rates.
• Strong business acumen including financial metrics, capacity planning, forecasting, and ROI analysis.
• Exceptional coaching and development skills with track record of retaining top talent in fast‑paced, high‑growth environments.
• Cultural awareness to navigate diverse EMEA markets, languages, and business practices.

• Cybersecurity or security software industry experience.
• Background in Growth Marketing, Marketing Operations, or Revenue Operations.
• Multilingual capabilities (German, French, or other EMEA languages).
• Second‑line leadership experience managing distributed teams.
• Experience…