BDR Manager

BDR Manager (Southern Europe)

Mimecast is a cybersecurity provider at the forefront of mitigating the risks that matter most – attacks targeted at humans and breaches caused by human behaviors.  Our industry-leading protection extends beyond just email into collaboration tools like Microsoft Teams, detecting malicious content, identifying sensitive data that violates policy, and even evaluating sentiment to provide security teams with comprehensive visibility into the way their users are collaborating at work.

Mimecast’s human risk management platform brings together intelligence to provide organisations with visibility into human risk within an organization, so they can begin to understand where risk lies and start to target their efforts where they are needed most.

Mimecast brings decades of experience in protecting collaboration, and our platform processes billions of signals each day, giving us the intelligence to understand human risk and the leading indicators to mitigate that risk. A single platform offers streamlined administration, unified data, and hundreds of integrations to make connected security a reality. Our commitment to innovation keeps over 40,000 organizations safe, bringing together the latest in detection and AI, keeping organisations one step ahead.

About the Position

The Manager will work with and report directly to the Senior Director of BDR (EMEA) and work closely with other BDR managers, Marketing, Sales Leaders, Enablement, Channel Leaders & Partners across EMEA and globally. They will be responsible for BDR pipeline generation within the Southern Europe region (France, Italy & Spain), while contributing more generally to target achievement across the EMEA Theatre.

What You’ll Do:

Performance & Order of Operations

• Achieve pipeline generation targets (SALs & ARR) for assigned regions.
• Effectively contribute to overall EMEA Theatre target attainment.
• Foster strong working relationships with senior regional stakeholders to align strategy and execution.
• Ensure team meets and exceeds min standard of quality required for opportunity qualification.
• Create and maintain high-level of urgency within the team, meeting all SLAs, benchmarks and KPI metrics related to BDR daily activity for Leads, Booked/Attended meetings, and Sales Accepted leads.
• Effective team forecasting and Reporting on team performance.
• Create, implement, and regularly review action plans for achievement of goals.
• Drive and maintain best practices while upholding Mimecast Values across the team.

Collaboration

• Help develop, manage, and drive an interlock framework between BDRs, Sales & Channel for the purpose of strategic target list development, outbound prospecting, and Prospecting as a Service.
• Partners with Marketing to ensure the BDR team follow up on marketing campaigns, share the results and provide suggestions to improve the success of future campaigns
• Participates as a team member in strategic and tactical planning for the organization

Recruitment, Onboarding & Continuous Development

• Consistent profiling and recruitment of talent to stay ahead of team progression & attrition.
• Consult and work closely with TA and HR business partners on hiring, promotions, & performance management.
• Partner with Enablement to execute a consistent, regimented & measurable onboarding process
• Provide team with regular coaching, reviews, and career development.

Extended EMEA Responsibilities

• Work with the Marketing & Sales teams aligned to your regional team(s) to ensure alignment of teams to both Strategic Growth Initiatives and regional campaigns/requirements.
• Support the roll out and maintenance of EMEA operational/performance/skill development standards and the inspection thereof across your assigned team(s).
• Collaborate with our leaders and Partners to provide BDR support to Channel pipeline generation.
• Attend Marketing and Operational meetings with a view of providing feedback to the wider business on EMEA regional requirements.

What You’ll Bring:

• Relevant, transferrable, and previous management experience working closely with a sales team (SaaS experience is a plus)
• Experience in prospecting/selling into European regions
• Fluent in English plus 2nd Language skills (French, Italian, or Spanish)
• High energy, results oriented, and driven professional
• Mentoring, training, coaching and feedback skills
• Excellent business judgment and growth mindset
• Capacity to prioritize effectively and work independently
• Ability to work in teams to develop strategies and action plans, and to share results
• Desirable applicants will have knowledge of sales methodologies, processes, and working within a Channel ecosystem.
• Familiarity with a CRM system and prospecting tools such as SalesLoft, Demandbase & Cognism

DEI Statement

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.