Senior Manager, Sales Development - EMEA


London, GB
  • Job Type: Full-Time
  • Function: Operations
  • Post Date: 01/02/2021
  • Website:
  • Company Address: 201 3rd Street, 3rd Floor, San Francisco, CA, 94103

About ON24

ON24 is the global leader in webinar-based marketing solutions that drive demand generation and customer engagement.

Job Description

The Sales Development Manager will be a key member of ON24’s EMEA Sales team and global SDR function, with highly relevant experience, tremendous drive, intelligence and capability. The SDR Manager should be highly motivated and will have the ability to impact our key growth across EMEA. Based in our London Kings Cross office, this person will manage and continue to build a fast-growing SDR team that prospects for new customers and new buying centers in our existing customer base. 

Reporting to both the VP EMEA and VP of Global Sales Development in Charlotte, this is a great opportunity for a high-energy, ambitious hands-on sales leader with around 3-5 years of management experience in a fast-paced, high growth SaaS company who can drive consistent results and have a real impact on the growth and strategy of the organization.

Job Responsibilities

  • The SDR Manager will provide the leadership necessary to scale and develop the SDR team.
  • Deliver on targets and exceeds objectives, ensuring that monthly, quarterly and annual goals.
  • Recruiting, managing, and motivating a SDR team to attain goals.
  • Work closely with reps, peers, management and executive team to ensure overall team success in relation to defined metrics.
  • Manage a team of 11+ reps; focusing in driving sales through prospecting process and participating in joint prospecting calls with reps.
  • Set individual team member goals, provide performance feedback on daily, weekly, monthly, and annual performance reviews.
  • Manage lead flow and forecast to ensure accurate data is provided to executive team and predict lead overflow to ensure appropriate coverage.
  • Daily coaching focused on success of the rep and team.
  • Manage alignment between SDR reps and field AEs to ensure close collaboration.
  • Identify and implement new ideas and opportunities to improve sales processes, drive accountability, and raise the standard of team performance to increase revenue generation and customer satisfaction.


  • Must possess excellent management skills to manage & scale an SDR team.
  • Experience and previous success managing inside sales teams to over-quota performance.     
  • Minimum 3+ years software sales or technical sales experience, with a minimum 3 years of successful leadership experience. Experience selling a marketing technology solution highly preferred.
  • Experience working for a US tech company with leadership both in-region and in the US.
  • Experience of supporting sales across EMEA preferred.
  • Proven success in a quota-carrying role.
  • Experience in CRM,, and related reporting & analysis platforms.
  • Motivated by individual and team achievement, proven ability to drive the team environment and contribute to team’s success at all levels.
  • Ability to contribute to the successful environment for a developing a best-in-class and diverse team.
  • Be a mentor to other people who are not direct reports.
  • Strong organizational and time management skills, ability to juggle multiple projects and priorities.   
  • Excellent communication and interpersonal skills.
  • Bachelor’s degree required
  • Light travel required (when possible).
  • Role is currently ‘working from home’ but the expectation is the SDR  team will be significantly office-based post COVID19.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.