We are looking for our new Manager, Business Development - EMEA to join Axway's family. Are you ready? Join us now!!
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.
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 qualityCompany Overview
At Axway, we’re more than a company—we’re a pioneer. For 25 years, we’ve been empowering organizations to achieve digital transformation and unlock innovation. With a presence in 100 countries, 11,000+ customers, and a global team of over 1,400+ passionate professionals, Axway is driving the future of enterprise integration.
We’re on a mission to a be the leader in our space, empowering our customers with secure, mission-critical software to manage and deliver impactful business outcomes from all their digital business interactions.
Why Axway?
We believe in the power of togetherness. When you’re part of Axway, you’re part of a culturally rich and globally connected community that thrives on exchanging ideas and tackling challenges head-on. Whether working remotely or onsite, you’ll find camaraderie, collaboration, and the support of leadership to inspire you daily.
Here, you’ll grow, innovate, and succeed because we’re better together. Each step forward in your personal journey is one we take as a team. Join us, and let’s accomplish extraordinary things together.
Axway is a proud member of 74Software. Learn more about how Axway is transforming the future: https://www.axway.com/en.
Ready to shape the future? Let’s get started—because at Axway, together, we can. Together, we will.
Axway is an AA and EEO Employer
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