Director, Business Development (EMEA)

About the team:

In this role you will oversee the business development function at Klaviyo in EMEA of 5+ Managers and 30+ Business Development Representatives. The goal of the business development team is to effectively qualify self sourced leads and provide a world class experience to prospective clients.

You will be part of the EMEA Sales Leadership team working with the wider business to continue to inspire success across the whole region. Your team will also be instrumental in developing Klaviyo’s future salespeople and sales leaders utilizing our career mapping in sales.

About the role:

In this role you will be responsible for;

• Developing and guiding the team through all of our inbound and outbound business development initiatives in EMEA.
• Shaping ongoing strategy for the business development team from a long term perspective to daily practical improvement.
• Hiring best in class talent across the Business Development team as well as coaching and developing a team of managers.
• Collaborating closely with colleagues across the business but particularly within the sales leadership team, our marketing function and partnerships to identify key trends and opportunities.
• Thorough career planning and mapping building the foundation for the future generation of sales professionals at Klaviyo in EMEA.
• Putting the customer first and creating strategies to optimise the customer journey
• Finding new ways to shorten the sales cycle and creating smooth connection between the BDR team and their respective sales teams.
• Introducing new tools and processes into the workflow, as well as optimising on existing tools and playbooks, and helping the team to adapt to change and adhere to best practices.
• Being a vocal thought leader for your team and region.

How you’ll have an impact:

Team;

• Regular tactical and developmental 1:1’s with your team of managers and the wider BDR function.
• Setting both quantitative and qualitative goals and targets for the team to both hit business goals as well as support career development within the team.
• We are a great place to work and our leaders set the tone. You will need to ensure team morale remains high, people feel energised by their work, and we maintain a high standard for performance.
• Klaviyos deliver work that is deemed ‘remarkable’ by our peers, our customers, and the market. You will focus on the quality of work, then learn how to do it faster, frugally, and more efficiently but never compromising on the quality.

Leadership;

• Working closely with the sales leadership team you will provide thought leadership and strategic direction on our pipeline development, maturity and quality across the whole of EMEA.
• Working cross functionally you will collaborate radically across all functions but particularly sales, marketing, partnerships and success both here in EMEA and in the US.
• Inspire and coach BDR Managers and BDRs, alike, to fulfill their potential and serve as the foundation for future generations of Klaviyos.

Operationally;

• You will be able to understand and compile data, using it to support your strategic direction for the team. Data will be both external in the market and internal tracking team activity and impact. You will be able to clearly and concisely communicate key trends in data to your peers and key stakeholders.
• You will work to assess and introduce new tools and processes into the workflow and manage the change to ensure success.

Customers;

• Klaviyos start with the customer and work backward. With this in mind you will put the customer first when thinking about the strategies being put in place for the team.

What you'll need:

• Proven leadership experience within a BDR, SDR, inside sales or market development function, preferably within a SaaS business
• Proven success in developing and / or nurturing a sales progression program from entry level through to client facing sales roles.
• In line with our value of always learning you will need to show a growth mindset both for yourself and a vision for your team of managers and individual contributors. You define yourself as an energetic self-starter who is results-oriented works effectively in an entrepreneurial environment
• Top-class presentation and communication skills
• Excellent analytical, problem-solving and decision making skills
• Detail-oriented and persuasive
• A global perspective and willingness to be a hands-on manager, developing, coaching and nurturing team members (both managers and ICs)
• Ability to build relationships with internal (sales, marketing, services etc.) and external (clients, prospects, agencies etc.) stakeholders.
• An in-depth understanding of the lead management process from awareness to close; a strong command of sales operations and processes.
• Can work as part of a wider selling and business team in the region with a focus on being a great partner.
• Strong sense of ownership over annual and quarterly planning.
• Strong sense of curiosity with a bias towards action.
• Proficiency with tools such as Salesforce, Outreach, ZoomInfo, Gong, and Tableau.
• Use of, implementation and understanding of sales methodologies.
• Full authorisation to work in Ireland without any restrictions.

Nice to have;

• Second line management experience, i.e. you are a manager of managers.
• Experience with selling ecommerce-focused solutions.
• Fluent French or German language skills.

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