In 2025, we are pursuing our ambitions to continue to enable organizations' digital transformation. We are looking for our new Manager, Business Development - EMEA to join Axway's family. Are you ready? Join us now!!
Together, we can. Together, we will. Axway is an enterprise integration company that's been around for over 20 years to digitally transform businesses of all sizes with more than 11,000 customers in 100 countries. Axway revitalizes IT infrastructures to enable brilliant digital customer experiences to unlock new business innovation and capabilities. Axway puts companies on a secure, future-proof path for growth.
With Axway, you'll go far because we're better together. You'll exchange ideas with a culturally rich global community of over 1,550 members who connect remotely or show up onsite in every time zone. And you'll have the support and camaraderie of your Axway leadership and colleagues to remind you that you're not alone on your journey and have taken one more step forward every day. Together, we can accomplish anything. Learn more: www.axway.com.
Responsibilities
We are seeking a dynamic professional for a hybrid role combining hands-on business development with team leadership responsibilities. Based in Paris, France, and reporting to the Director of Marketing, this position will manage a team of 4 to 5 Business Development Representatives and carry some personal quota responsibility. This role is crucial in driving lead generation through inbound and outbound activities, overseeing field marketing campaigns, and collaborating with Sales to generate high-quality Sales Accepted Leads (SALs) across the European market.
Role Structure
20% Individual Contributor Responsibilities80% Team Leadership and ManagementKey Responsibilities
Individual Contributor ResponsibilitiesManage personal quota of Sales Accepted Lead (SAL) generationConduct high-level prospecting activities for strategic accountsExecute outbound campaigns using Outreach and SalesforceQualify and nurture complex enterprise opportunitiesBuild relationships with key decision-makers in target accountsManagement ResponsibilitiesLead and develop a team of 3 to 4 business development representatives across EMEAProvide daily coaching, mentoring, and performance managementEstablish and monitor KPIs for team performanceCreate and maintain performance dashboardsManage budget and ROI tracking for lead generation activitiesCollaborate with Sales and Marketing teams to align strategiesEnsure consistent lead scoring and qualification criteriaOptimize team's use of Outreach and SalesforceRequired Qualifications3+ years of successful B2B business development experience in enterprise software2+ years of team leadership or mentoring experienceProven track record of consistently achieving personal sales targetsExpert knowledge of Salesforce and OutreachStrong understanding of B2B enterprise software lead generationExcellent communication skills across cultural boundariesFluency in English and French (German and/or Dutch a plus)Experience in middleware, API management, or enterprise integration software preferredQualifications
Key Competencies
Ability to balance personal quota with team managementStrong time management and prioritization skillsSales coaching and mentoringData-driven decision makingCross-functional collaborationPipeline managementTerritory planningSuccess Metrics
The successful candidate will be evaluated based on:
Personal Performance (25% of Variable Compensation)
Personal SAL quota achievementConversion rates from lead to opportunityPipeline contributionActivity metrics (calls, emails, meetings)Management Performance (75% of Variable Compensation)
Team quota achievementTeam member development and retentionProcess improvement and optimizationSales team satisfaction with lead quality
Axway is an AA and EEO Employer
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