Manager, Business Development Representative

Proofpoint is seeking a Business Development leader to scale a high-performing BDR organization and modernize its outbound engine using AI, automation, and data-driven systems. This hybrid role involves owning the strategy, leadership, and day-to-day execution of an Enterprise BDR team across EMEA. The manager will drive quality pipeline, refine processes, and foster an environment of innovation and discipline. Responsibilities include coaching BDRs, optimizing outbound strategies, implementing AI-powered workflows, and ensuring operational excellence to empower the team to engage senior decision-makers effectively.

Must Have

• Scale a high-performing BDR organization
• Modernize outbound engine with AI, automation, and data-driven systems
• Own strategy, leadership, and day-to-day execution of an Enterprise BDR team across EMEA
• Drive quality pipeline and refine processes
• Build an environment where innovation and discipline coexist
• Combine traditional BDR excellence with next-generation AI workflows
• Enhance research, personalization, and productivity
• Empower BDRs to work smarter, convert faster, and open conversations with senior decision-makers
• Hire, onboard, and develop top-tier BDR talent
• Foster a culture of accountability, performance, and innovation
• Coach BDRs on core sales skills, enterprise prospecting, objection handling, messaging, and consultative outreach
• Define and optimize outbound strategies across email, phone, social, events, and multi-threaded account-based workflows
• Ensure the team consistently delivers high-quality sales opportunities
• Partner closely with Sales to align on GTM strategy, ICP refinement, territory planning, and pipeline acceleration initiatives
• Collaborate with Marketing on campaigns, lead flow, attribution, messaging, and conversion insights
• Implement and scale AI-powered research, personalization, and outreach processes using tools such as ChatGPT, Clay, Outreach, Apollo, Lavender, Actively, and Zapier
• Build and maintain playbooks that blend human creativity with AI precision
• Run experiments to test new AI tools, workflows, cadences, and targeting strategies
• Improve operational efficiency through CRM optimization, workflow automation, enrichment tools, and RevOps alignment
• Track and refine performance metrics, using data to identify bottlenecks and elevate conversion rates
• Oversee daily team operations to ensure a high-energy, metrics-driven environment
• Maintain CRM accuracy and integrate automation that supports transparency, forecasting, and reporting
• Deliver regular insights to Sales, Marketing, and leadership on performance, trends, and opportunities for improvement
• Uphold best practices for enterprise outbound across regions, languages, and verticals

Good to Have

• Multilingual ability
• Background in cybersecurity
• Background in complex technology markets

Perks & Benefits

• Competitive compensation
• Comprehensive benefits
• Learning & Development programs (leadership, professional development workshops, stretch project assignments, mentoring opportunities)
• Flexible work environment (Remote options, hybrid schedules, flexible hours)
• Annual wellness and community outreach days
• Always on recognition for your contributions
• Global collaboration and networking opportunities

The Role

Proofpoint is seeking a Business Development leader who can scale a high-performing BDR organisation while modernizing our outbound engine with AI, automation, and data-driven systems. In this hybrid role, you will own the strategy, leadership, and day-to-day execution of an Enterprise BDR team operating across EMEA, driving quality pipeline, refining processes, and building an environment where innovation and discipline coexist.

You will combine traditional BDR excellence with next-generation AI workflows to enhance research, personalization, and productivity. Your leadership will empower BDRs to work smarter, convert faster, and open conversations with senior decision-makers across multiple markets.

Your Day-to-Day

Leadership & Team Development

• Hire, onboard, and develop top-tier BDR talent while fostering a culture of accountability, performance, and innovation.
• Drive team success by coaching BDRs on core sales skills, enterprise prospecting, objection handling, messaging, and consultative outreach.
• Deliver consistent performance by refining KPIs, activity frameworks, compensation levers, and progression paths.
• Mentor senior reps into leadership roles, ensuring a strong pipeline of internal talent.

Outbound Strategy & Execution

• Define and optimize outbound strategies across email, phone, social, events, and multi-threaded account-based workflows.
• Ensure the team consistently delivers high-quality sales opportunities that progress into meaningful pipeline and closed-won revenue.
• Partner closely with Sales to align on GTM strategy, ICP refinement, territory planning, and pipeline acceleration initiatives.
• Collaborate with Marketing on campaigns, lead flow, attribution, messaging, and conversion insights.

AI, Automation & Systems Leadership

• Implement and scale AI-powered research, personalization, and outreach processes using tools such as ChatGPT, Clay, Outreach, Apollo, Lavender, Actively, and Zapier.
• Build and maintain playbooks that blend human creativity with AI precision, ensuring consistent yet authentic engagement.
• Run experiments to test new AI tools, workflows, cadences, and targeting strategies.
• Improve operational efficiency through CRM optimization, workflow automation, enrichment tools, and RevOps alignment.
• Track and refine performance metrics, using data to identify bottlenecks, elevate conversion rates, and inform strategy.

Operational Excellence

• Oversee daily team operations to ensure a high-energy, metrics-driven environment.
• Maintain CRM accuracy and integrate automation that supports transparency, forecasting, and reporting.
• Deliver regular insights to Sales, Marketing, and leadership on performance, trends, and opportunities for improvement.
• Uphold best practices for enterprise outbound across regions, languages, and verticals.

What You Bring

• Solid experience in B2B sales development, demand generation, or inside sales, with experience managing high-performing BDR/SDR teams.
• Proven ability to scale teams, build repeatable processes, and deliver consistent pipeline across multiple regions.
• Strong familiarity with AI tools and modern outbound tech stacks ideally including more than one of the following: Salesforce, Outreach, Apollo, Clay, ChatGPT, Lavender, ZoomInfo, Sales Navigator, Zapier, Gong, Notion.
• Experience coaching teams that operate across languages and cultures; multilingual ability is a plus.
• High emotional intelligence, strategic thinking, and ability to influence cross-functionally.
• Strong analytical skills with a data-first approach to decision-making.
• A background in cybersecurity or complex technology markets is highly advantageous.
• A passion for developing people and building an environment that values creativity, structure, and continuous improvement.

Why Proofpoint?

At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package. Here are just a few reasons you’ll love working with us:

• Competitive compensation
• Comprehensive benefits
• Learning & Development: We are committed to the growth and development of our team members, offering a range of programs including leadership and professional development workshops, stretch project assignments, and mentoring opportunities to help employees reach their full potential.
• Flexible work environment: [Remote options, hybrid schedules, flexible hours, etc.].
• Annual wellness and community outreach days
• Always on recognition for your contributions
• Global collaboration and networking opportunities

Our Culture:

Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone. We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to accessibility@proofpoint.com.