Sales Development Manager EMEA - Hybrid

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Instructure seeks an experienced Sales Development Manager for EMEA to lead eight SDRs from its London hybrid office, driving outbound campaigns across Higher Ed and K-12 with 25% travel. The role centers on coaching, career progression, hiring, and delivering high quality pipeline through a data driven approach using Salesforce and Tableau, while collaborating with Sales, Marketing and RevOps. You will manage time zones and craft creative outbound strategies. Two or more years in SaaS sales, strong coaching and executive presence, experience with Outreach, Demandbase and Salesforce, and a strategic coachable mindset are ideal. To apply, quantify impact, tailor your resume to regional growth, and show leadership aligned with Instructure culture and the ownership program.

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.
We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

We are looking for an experienced Sales Development Manager to lead our international team of eight Outbound SDRs. This team introduces our SaaS products to prospective client accounts through strategic, territory-based outreach across multiple regions, spanning our HigherEd, K-12, and Business & Government segments. This role is hybrid, based in our London office, and reports to the Director of Sales Development.

What you will be doing:

• Manage all day-to-day operations of an eight-person SDR team across multiple regions and time zones

• Coach and mentor your team members on a regular basis

• Manage internal career path opportunities for your SDRs and help support promotions

• Hire and onboard new, high-performing SDRs as needed

• Focus on generating high quality pipeline for our Sales team that will contribute to bookings

• Be data-driven. Be comfortable building targets for team members, forecasting pipeline generation, analyzing data, and building and reviewing reports in Salesforce and Tableau

• Build relationships cross-functionally with Sales, Marketing, RevOps, and other teams

• Manage multiple projects and strategies simultaneously

• Develop and implement creative outbound strategies to continue driving high performance

• 25% travel across EMEA/Local

Here's what you will need to know/have:

• Two or more years of experience in software or SaaS sales with a proven track record of success

• Passion for coaching and mentoring emerging talent

• Demonstrated ability to work cross-functionally with several teams simultaneously, including teams in different regions

• Hands-on experience with sales tools such as Outreach, Demandbase, and Salesforce

• Executive presence: comfortable leading meetings with senior leadership

• Coachable: actively listens to and implements manager feedback

• Exceptional written and verbal communication skills

• Strategic thinker: able to create, prioritize, and implement new outbound strategies

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.

• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.

• Comprehensive wellness programs and mental health support

• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth

• The technology and tools you need to do your best work

• Motivosity employee recognition program

• A culture rooted in inclusivity, support, and meaningful connection

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.