Mgr, Sales Development @ Employer

Company Summary

As the recognized global standard for project-based businesses, Deltek delivers software and information solutions to help organizations achieve their purpose. Our market leadership stems from the work of our diverse employees who are united by a passion for learning, growing and making a difference. At Deltek, we take immense pride in creating a balanced, values-driven environment, where every employee feels included and empowered to do their best work. Our employees put our core values into action daily, creating a one-of-a-kind culture that has been recognized globally. Thanks to our incredible team, Deltek has been named one of America's Best Midsize Employers by Forbes, a Best Place to Work by Glassdoor, a Top Workplace by The Washington Post and a Best Place to Work in Asia by World HRD Congress.www.deltek.com

Business Summary

The Deltek Global Sales team has a passion for empowering project-based businesses to achieve their goals. We relentlessly focus on our customers’ needs and strive to deliver an exceptional experience for all clients. If you are an enthusiastic, motivated professional who enjoys building and nurturing relationships – join our highly collaborative team to help power project success for our customers.

Position Responsibilities

About the Role

We are looking for an outstanding SDR coach and people leader to lead our Rest of World SDR team. You will be responsible for the development, performance and pipeline contribution of a small, geographically distributed team of SDRs who generate opportunities for our Professional Services business.

Your first priority will be to ramp two new SDRs into effective outbound prospectors, while keeping standards and engagement high among more experienced team members. Alongside this, you will partner closely with Sales, Marketing and Sales Operations to improve lead conversion and drive demand.

You will join a wider global SDR leadership community, including North American peers, with a clear opportunity to grow your scope and influence over time.

Key Responsibilities

Coaching and people development

• Lead and coach a team of SDRs across the UK & Ireland, Nordics, Benelux and India, with coaching as a core priority at all times.
• Run a consistent coaching rhythm: weekly team huddle, weekly one-to-ones, role-play sessions, cold-call reviews and proactive, needs-led training.
• Onboard and ramp new SDRs into effective outbound prospecting representatives, and continue to stretch and challenge experienced team members.
• Diagnose individual and team capability gaps from observed activity, and turn them into targeted training that reflects current market conditions and seasonal objections.
• Develop team leads and senior SDRs so that coaching scales through the team, delegating effectively rather than doing everything personally.
• Coaching and people development: "Maintain and communicate a clear career progression path for SDRs, and partner with Sales leadership to move high performers into Account Executive and other roles across Deltek.

Performance and pipeline

• Own the team’s opportunity-generation performance, monitoring activity, conversion and pipeline metrics and acting on what they show.
• Apply KPIs and conversion expectations that reflect the realities of each territory and segment, including the differences between mid-market and enterprise.
• Adapt coaching, expectations and tactics to the conditions in each territory.
• Work with Marketing to improve the quality, follow-up and conversion of marketing-sourced leads, and feed insight back to improve demand generation.
• Prepare and present data for monthly waterfall business reviews, analyzing funnel, conversion and pipeline performance for the business unit and recommending actions.
• Own the team's use of SalesLoft and the CRM, ensuring data quality and cadence compliance, and deliver monthly KPI and deal performance reporting in partnership with Sales Operations.

Collaboration and stakeholders

• Build strong working relationships with Sales leaders, Marketing, Sales Operations and demand-generation stakeholders.
• Integrate closely with North American SDR leadership, sharing best practice and contributing to the wider SDR leadership culture.
• Represent the team with senior leadership, communicating performance, pipeline and operational issues clearly.
• Bring knowledge of the professional services and consulting sector to improve engagement with this important vertical.
• Join internal project teams and committees focused on process, culture and business growth, representing the Rest of World perspective.

Leadership and culture

• Create cohesion and consistency across a dispersed team through structured virtual management.
• Model accountability, openness and a constructive approach, taking ownership of outcomes and working positively with colleagues across functions.

Qualifications

Essential

• Experience leading and coaching SDR or outbound sales development teams, either as an SDR Manager or as an experienced Team Lead ready to step into management.
• A demonstrable track record of developing inexperienced SDRs into effective outbound prospectors, with specific examples.
• Practical expertise in outbound prospecting, including cold calling, cold email, cadences and objection handling, giving you the credibility to coach the craft.
• A structured approach to coaching, one-to-ones and needs-led training.
• Confidence interpreting pipeline, activity and conversion metrics, and using them to drive performance.
• Experience partnering with Sales, Marketing and Sales Operations.
• Experience leading remotely or across multiple locations.
• Based in, or within commuting distance of, London and able to work from the Hammersmith office on Tuesday, Wednesday and Thursday.

Desirable

• Experience working in, or selling to, the consulting or professional services sector.
• Experience managing an international or geographically dispersed SDR team.
• Experience improving marketing-sourced pipeline or lead conversion.
• Experience using team leads or senior SDRs to scale coaching.
• Knowledge of ideal customer profile (ICP) development, account segmentation and persona targeting.
• Ambition to progress towards Senior Manager and, over time, to lead other managers.
• Experience with CRM and sales engagement platforms (Salesforce and SalesLoft preferred).

Behaviours We Are Looking For

Coach first

Genuinely energised by developing others, and able to show the results.

Leads through others

Sets clear expectations, delegates well, trusts colleagues and avoids becoming the bottleneck.

Collaborative

An open mindset and a team player who values the contribution of other teams.

Accountable

Owns their part in outcomes, is self-aware and humble, and challenges constructively.

Authentic and constructive

Real and straightforward, with a positive approach to solving problems.

Ambitious

Wants to grow their influence and think increasingly like a senior leader.

What We Offer

• A fully staffed team with strong people, including established high performers and a team lead.
• An established coaching and management framework to build on, rather than starting from scratch.
• Exposure to international territories, cross-functional leadership and North American SDR leadership.
• Meaningful commercial challenges: pipeline conversion, Marketing and SDR collaboration, and SDR capability.
• Competitive salary with monthly variable pay linked to team opportunity generation, plus Deltek benefits.

Applicant Privacy Notice

Deltek is committed to the protection and promotion of your privacy. In connection with your application for employment with us at Deltek, it is necessary for us to collect, store and use information about you (“Personal Data”) to administer and evaluate your application. We are the “controller” of the Personal Data you provide us and will process any such Personal Data in accordance with applicable law and the statements contained in this

Candidate Privacy Notice

Additionally, we have not sold and do not sell Personal Data you provide to us through the job application process.

Important: Protect Yourself from Recruitment Scams

Bad actors or scammers may try to impersonate Deltek and send fake job offers to people. Messages from Deltek about employment opportunities will be from an @deltek.com account or [email protected], never from free services like Gmail or Yahoo. Please look carefully at the email address that provides any job offer, as some fake accounts are created to look like a legitimate domain name or email address. We will also never ask you to pay money at any point in the hiring process, whether for training, equipment, background checks, or anything else. If you receive a suspicious offer claiming to be from Deltek, do not share personal or financial information. Report any suspicious communication to [email protected] and consider reporting it to law enforcement.