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As the Manager of Sales Development, you will lead and mentor a team of BDRs responsible for both inbound lead qualification and outbound opportunity generation. Your role involves hiring, onboarding, and developing new BDRs, optimizing team performance, setting and tracking KPIs, and ensuring alignment with the company’s overall sales goals. You will provide hands-on coaching, drive repeatable progress toward pipeline targets, and foster a collaborative environment. Additionally, you will work closely with Demand Generation and Sales leaders to refine lead generation tactics, manage pipeline generation, and improve top-of-funnel conversion rates, crucial for achieving pipeline targets and driving the overall success of the Sales Development function at Chainguard.

Senior Solutions Architect - EMEA (Professional Services)

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.What you’ll do:<ul class="list-disc list-inside my-5 pl-5 space-y-2 text-gray-700"><li class="leading-relaxed">Continue to build out our growing BDR function, working with recruiting to identify top talent to hire and onboard</li><li class="leading-relaxed">Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation</li><li class="leading-relaxed">Provide ongoing feedback and coaching in recurring weekly 1:1s to ensure BDR team members develop skills and performance over time</li><li class="leading-relaxed">Work closely with the Demand Generation team to provide feedback on MQLs and campaigns</li><li class="leading-relaxed">Work closely with the Sales team to improve outbounding strategies and qualification processes while also tackling other areas of improvement</li><li class="leading-relaxed">Work in collaboration with Marketing/Sales/Product to develop effective messaging to outbound into target accounts and convert inbound interest into qualified pipeline</li><li class="leading-relaxed">Work 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-off</li><li class="leading-relaxed">Accurately forecast weekly, monthly, and quarterly attainment</li><li class="leading-relaxed">Closely monitor team performance metrics and KPIs with the goal to increase BDR productivity</li></ul>What we're looking for:<ul class="list-disc list-inside my-5 pl-5 space-y-2 text-gray-700"><li class="leading-relaxed">2+ years leading a team of BDRs (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)</li><li class="leading-relaxed">Experience with funnel management across multiple channels and focuses (inbound, outbound, upsell, new business)</li><li class="leading-relaxed">Hands on enablement experience in onboarding, ramping, and developing your team</li><li class="leading-relaxed">Experience with sales and marketing tools, including CRM platforms (e.g., Salesforce, HubSpot), lead generation software, and productivity tools</li><li class="leading-relaxed">Strong analytical skills and ability to make data driven decisions</li><li class="leading-relaxed">Proven ability to effectively recruit, hire, and train new people</li><li class="leading-relaxed">Proven ability to thrive in a fast-paced, unpredictable environment</li><li class="leading-relaxed">Aptitude for identifying challenges and developing creative solutions to enhance team efficiency and effectiveness</li><li class="leading-relaxed">Experience prospecting or selling into Enterprise accounts</li><li class="leading-relaxed">Understanding of B2B software, Open Source software, and the developer product space is preferred</li><li class="leading-relaxed">Experience growing within a small start-up is preferred</li></ul>Compensation 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:<ul class="list-disc list-inside my-5 pl-5 space-y-2 text-gray-700"><li class="leading-relaxed">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.</li><li class="leading-relaxed">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!).</li><li class="leading-relaxed">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.</li><li class="leading-relaxed">∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.</li><li class="leading-relaxed">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 first year.</li></ul>If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians'' with unique backgrounds, perspectives, and experiences.Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with <a href="https://www.chainguard.dev/legal/privacy-notice" target="_blank" rel="noopener noreferrer" class="text-blue-600 hover:text-blue-800 hover:underline transition-colors duration-200">Chainguard’s Privacy Policy</a>.©2025 Chainguard. All Rights Reserved.Apply for this job------------------<ul class="list-disc list-inside my-5 pl-5 space-y-2 text-gray-700"><li class="leading-relaxed">indicates a required field</li></ul>First Name*Last Name*Preferred First Name*Email*PhoneCountry*Phone*Location (City)*Locate meResume/CV*AttachAttachEnter manuallyEnter manuallyAccepted file types: pdf, doc, docx, txt, rtfCover LetterAttachAttachEnter manuallyEnter manuallyAccepted file types: pdf, doc, docx, txt, rtf<ul class="list-disc list-inside my-5 pl-5 space-y-2 text-gray-700"><li class="leading-relaxed">* *</li></ul>Are you based in the UK?*Select...Do you have 2+ years experience leading teams of BDR's?*Select...Do you have experience selling into Enterprise-level accounts?*Select...Do you have experience working in a rapidly growing startup/scaleup?*Select...LinkedIn Profile*WebsiteAt this time, Chainguard is unable to provide employment sponsorship. Will you now, or in the future, require Chainguard to provide employment sponsorship for the country in which you are applying? (for example, H-1B, or other employment-based visas)*Voluntary Self-Identification-----------------------------For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.As set forth in Chainguard’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.GenderSelect...Are you Hispanic/Latino?Select...<a href="https://job-boards.cdn.greenhouse.io/docs/2023/RaceEthnicityDefinitions.pdf" target="_blank" rel="noopener noreferrer" class="text-blue-600 hover:text-blue-800 hover:underline transition-colors duration-200">Race & Ethnicity Definitions</a>If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.Veteran StatusSelect...Voluntary Self-Identification of Disability-------------------------------------------Form CC-305Page 1 of 1OMB Control Number 1250-0005Expires 04/30/2026Why are you being asked to complete this form?We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at <a href="https://www.dol.gov/ofccp" target="_blank" rel="noopener noreferrer" class="text-blue-600 hover:text-blue-800 hover:underline transition-colors duration-200">www.dol.gov/ofccp</a>.How do you know if you have a disability?A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:<ul class="list-disc list-inside my-5 pl-5 space-y-2 text-gray-700"><li class="leading-relaxed">Alcohol or other substance use disorder (not currently using drugs illegally)</li><li class="leading-relaxed">Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS</li><li class="leading-relaxed">Blind or low vision</li><li class="leading-relaxed">Cancer (past or present)</li><li class="leading-relaxed">Cardiovascular or heart disease</li><li class="leading-relaxed">Celiac disease</li><li class="leading-relaxed">Cerebral palsy</li><li class="leading-relaxed">Deaf or serious difficulty hearing</li><li class="leading-relaxed">Diabetes</li><li class="leading-relaxed">Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders</li><li class="leading-relaxed">Epilepsy or other seizure disorder</li><li class="leading-relaxed">Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome</li><li class="leading-relaxed">Intellectual or developmental disability</li><li class="leading-relaxed">Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD</li><li class="leading-relaxed">Missing limbs or partially missing limbs</li><li class="leading-relaxed">Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports</li><li class="leading-relaxed">Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)</li><li class="leading-relaxed">Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities</li><li class="leading-relaxed">Partial or complete paralysis (any cause)</li><li class="leading-relaxed">Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema</li><li class="leading-relaxed">Short stature (dwarfism)</li><li class="leading-relaxed">Traumatic brain injury</li></ul>Disability StatusSelect...PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.Submit application

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