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Overview:
Mitel is seeking an experienced BDR/SDR Director to build, manage, and optimize our BDR function in Sofia as the pipeline engine for European markets, with DACH as the primary region and also including coverage for UKI, Southern Europe and Northern Europe.
This is a senior leadership role. The primary mandate of this role is to build, manage, and continuously optimize a high-performing BDR/SDR team in Sofia.
The Director is accountable for the pipeline this function generates — the volume and quality of qualified meetings, sourced opportunity value, and their conversion into qualified, forecasted pipeline, as well as for running the operation efficiently as it scales. The Director will own the investment case for the function, architect how modern teleprospecting best practices are followed, and determine how AI tools and automation reshape the outbound and inbound motion over the next 18–24 months. This role will serve as the BDR leadership face of Revenue Marketing to EMEA Sales leadership and the ELT.
The successful candidate combines sales development expertise with the pipeline creation discipline, change management capability, and leadership presence required to operate at the Director level. Fluency in German and English is required, along with deep experience in the DACH market and the ability to operate effectively across UK, France, and broader European geographies.
This role requires the ability to speak fluent German.
Responsibilities:
Building, Managing & Optimizing the BDR/SDR Team
- Recruit, hire, onboard, and retain a high-performing multilingual BDR team to support European growth, including recruitment of team leads and front-line managers as the function scales
- Build the leadership bench — develop team leads and senior BDRs into the next generation of managers through structured coaching, stretch assignments, and succession planning
- Conduct regular 1:1s, performance reviews, and ongoing coaching to improve individual and team capability
- Define, track, and report on KPIs to ensure consistent attainment of pipeline, conversion, and productivity targets
- Accurately forecast weekly, monthly, and quarterly pipeline and performance metrics with transparent commentary on risk and upside
Financial Ownership & ROI
- Own the BDR function's operating budget — headcount, tooling, contractor spend, and program investment — and deliver against defined cost-per-meeting and expense-to-pipeline ratio targets benchmarked to industry standards
- Partner with Finance and RevOps to forecast pipeline contribution, reconcile BDR spend to sourced and influenced revenue quarterly, and flag variance with corrective action plans
- Make buy/build/consolidate decisions across the BDR tech stack with full accountability for tooling P&L and rationalization
Strategic Roadmap, AI & Change Management
- Design and lead the multi-year roadmap for the BDR function, including how AI-driven prospecting, conversational intelligence, and agentic outbound workflows might be integrated into the daily motion
- Evaluate, pilot, and operationalize emerging AI and automation capabilities — AI BDR agents, intent-signal orchestration, auto-personalization, call and email analytics — with clear hypotheses, success criteria, and a fail-fast methodology for what doesn’t work.
- Lead change management across the BDR organization and adjacent Sales and Marketing teams as workflows evolve, including rep enablement, manager coaching frameworks, and stakeholder communication
- Establish the operating model for how human BDRs, AI-assisted workflows, and website conversational marketing might coexist, including role redesign, skill development, and team structure as automation absorbs routine tasks
Executive Stakeholder Leadership
- Present BDR performance, strategy, and investment recommendations to the ELT and Sales leadership on a regular cadence, including quarterly business reviews and annual planning
- Serve as the executive face of the BDR function with regional Sales VPs across DACH, UKI, and Southern Europe — including defensible pushback when alignment breaks down on territory coverage, new business meeting quality changes, or handoff discipline falls short of SLA’s
- Represent Mitel's demand engine in cross-functional strategic planning, board-level pipeline reviews, and joint sessions with Marketing, RevOps, and Channel leadership
Cross-Functional Alignment & Demand Partnership
- Partner with Sales leadership across DACH and broader Europe to continuously improve opportunity qualification frameworks, handoff SLAs, and conversion rates
- Work closely with Demand Generation, Campaign Management, and Marketing Operations to optimize lead flow and campaign effectiveness across European markets
- Provide structured feedback on MQL and meeting quality, SLA adherence, campaign performance, and regional targeting strategies
- Collaborate with Regional Marketing on localized messaging, outreach sequences, and ABX motion design for key European segments
- Act as a key liaison between Sales, Marketing, and Operations across Europe, resolving cross-functional friction at the leadership level
Systems, Process & Data Discipline
- Own the BDR technology stack — CRM (Salesforce), sales engagement (Salesloft, LinkedIn Sales Navigator), intent and data (6sense, ZoomInfo), and marketing automation (Marketo) — including adoption, utilization, and rationalization decisions
- Design and continuously improve lead management, qualification, and handoff processes in partnership with Sales Operations and Marketing Operations
- Maintain high standards of data accuracy, hygiene, and reporting discipline across the function
- Identify and execute efficiency gains through automation, tooling consolidation, and process redesign
Requirements:
- Fluency in German (native) and English (professional), both written and spoken — required
- Strong experience operating within the German (DACH) market and working across multi-country European environments
- Demonstrated experience building, managing, and optimizing a high-performing BDR/SDR team, not just running an established one
- 10+ years of sales development experience with 5+ years leading BDR teams of 10 or more, including leader-of-leaders experience preferred
- Experience managing team compensation spend (largely variable comp tied to monthly goal attainment) with accountability for the cost-efficiency of pipeline generated
- Experience presenting to C-level stakeholders and defending strategic recommendations to executive audiences
- Prior experience deploying AI or automation into a sales development motion preferred
- Deep expertise with Salesforce, sales engagement platforms, intent data tools, and marketing automation
- Strong analytical skills including forecasting, unit economics, and performance reporting
- Proven ability to lead through change, navigate cross-functional tension, and drive organizational adoption of new processes and tools
Additional Skills (Advantageous):
- Experience in technology, telecommunications, SaaS, or B2B enterprise environments
- Understanding of European markets and both direct customer as well as partner-led / channel-influenced sales models
- Exposure to ABX programs, enterprise buying cycles (9–18 months), and MEDDPICC or equivalent qualification frameworks
- Experience integrating AI-native tooling or agentic workflows into a sales development function
Key Competencies
- Financial ownership and ROI discipline
- Strategic roadmap development and change management
- Executive presence and stakeholder leadership
- Team building, coaching, and leadership development
- Pipeline generation and lead qualification
- Sales, Marketing, and Operations alignment
- Process optimization and data discipline
- CRM, sales technology, and AI tooling proficiency
- Forecasting, KPI design, and performance reporting
What we offer?
- Professional Growth in a Global Company
- Individual Career Path
- Knowledge Sharing Programs and Trainings
- Mentor Support
- Flexible Working Hours
- Home Office
- 26 Paid Vacation Days
- 5 Wellness Fridays Vacation
- Medical Care including Dental Care, Glasses, etc.
- Referral Bonus
- Food Vouchers
- Multisport Card
- Store Discounts
- Team Buildings and Company Events
- Lounge and Game Areas
- Metro Station next to the Office
#LI-SS3
#LI-Office
To ensure our hiring process is fair, efficient, and transparent, we want to inform all applicants that we may use Artificial Intelligence (AI) technologies, including third party tools to screen resumes and match candidates to job opportunities based on their skills and experience. All applications are also reviewed by our hiring team, and final decisions are made by our hiring managers. Kindly review our privacy policy (Mitel Privacy Policy) for more information and to understand how to exercise any of your rights.
For more information, visit Why Mitel or follow us on LinkedIn here.
Mitel is committed to achieving workforce diversity and creating an inclusive working environment. Diversity makes sense for us, for our customers and for our future. We value different perspectives, skills and experiences, and welcome applications from all sections of the community.
