Director, Business Development - EMEA

insightsoftware is a global provider of comprehensive solutions for the Office of the CFO. We believe an actionable business strategy begins and ends with accessible financial data. With solutions across financial planning and analysis (FP&A), accounting, and operations, we transform how teams operate, empowering leaders to make timely and informed decisions. With data at the heart of everything we do, insightsoftware enables automated processes, delivers trusted insights, boosts predictability, and increases productivity. Learn more at insightsoftware.comJob DescriptionThe Director of Business Development, EMEA will lead a team of BDR Managers and Business Development / Account Development Representatives focused on outbound prospecting and pipeline generation across the UK and broader EMEA markets. This role is responsible for building and scaling a high-performing business development organisation that drives qualified pipeline for our enterprise net new and client sales teams. The ideal candidate will have deep experience in B2B software sales development, a data-driven approach to pipeline generation, and proven success leading teams in complex, multi-country environments. This is a hybrid role requiring presence in our London office several times per week. Key Responsibilities:Lead, coach, and develop a team of BDR Managers and approximately 24 BDRs focused on enterprise accounts (typically £100m+ in revenue) Define and execute business development strategies aligned with EMEA go-to-market priorities and sales objectives Partner with dedicated Sales Enablement teams to create and deliver training frameworks, workshops, and best practice programmes for the business development organisation Work closely with Sales and Marketing leadership to implement account-based strategies and consistently achieve qualified opportunity and pipeline targets Partner with sales and marketing operations to optimise processes from MQL to SQL, enhance reporting capabilities, and maximise technology stack utilisation Provide strategic input on process improvements and go-to-market initiatives through close collaboration with Sales Operations Drive accurate pipeline forecasting and provide regular updates on team performance and market insights Set ambitious yet achievable goals for teams and individuals, ensuring alignment with broader organisational objectives and regular performance tracking Take a data-driven approach to identify trends, uncover opportunities, and drive continuous improvement across the business development function Present business development strategies, results, and insights at Sales Kick-Off (SKO) events and deliver training sessions to the wider sales organisation Lead the adoption and application of AI tools and technologies within the business development function to enhance productivity and effectiveness Manage and optimise the sales development technology stack (Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong, AI-powered tools, etc.) Recruit, hire, and onboard top business development talent across the UK and EMEA markets Develop talent pipeline and succession planning, preparing high-performers for advancement into sales roles Collaborate cross-functionally with regional sales teams, marketing, and operations to ensure alignment and drive performance Embody and foster a culture of high energy, collaboration, and excellence QualificationsBachelor's degree in a relevant field or equivalent professional experience Experience of business development in a leadership roleDemonstrated success leading business development teams in the UK/EMEA region Deep understanding of enterprise B2B software sales development processes Strong track record of consistently achieving and exceeding pipeline generation targets Expertise in modern sales development methodologies and account-based marketing strategies Proficiency with CRM systems (Salesforce preferred) and sales engagement platforms Excellent communication and presentation skills with ability to influence at all levels Proven ability to present effectively at large sales meetings and company events Experience setting and managing complex goal structures across multiple teams and geographies Analytical mindset with ability to use data to drive decision-making Experience in fast-paced, high-growth environments Understanding of AI applications in sales and business development contextsPreferred Experience: Experience in Office of the CFO or financial software solutions Background in private equity-backed software companies Familiarity with MEDDIC or similar enterprise sales methodologies Experience building business development functions from scratch or through significant growth phases Track record of successful AI tool implementation and change management Experience partnering with Sales Enablement functions to build scalable training programmes Multi-language capabilities relevant to EMEA markets Additional InformationAll your information will be kept confidential according to EEO guidelines** At this time insightsoftware is not able to offer sponsorship to candidates who are not eligible to work in the country where the position is located. **insightsoftware About Us: Hear From Our Team - InsightSoftware (wistia.com)Background checks are required for employment with insightsoftware, where permitted by country, state/province.At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.