Senior Manager, Sales Development

Business Development Amsterdam, Netherlands

Ekata, a Mastercard company, is the global standard in identity verification, providing businesses worldwide the ability to link any digital transaction to the human behind it. Our Ekata Identity Engine, the first and only of its kind, uses complex machine learning to combine features derived from the billions of transactions within our proprietary network and the data from our graph to deliver industry leading risk assessment solutions. Businesses around the world including Alipay, Stripe, Airbnb, and Microsoft leverage our solutions to approve more good transactions, reduce friction, and find fraud. 


Ekata is looking for a dynamic and supportive Senior Manager, Sales Development to lead and scale a team of senior enterprise BDRs. This role will work out of our Amsterdam office and cover both APAC and EMEA BDR teams. You will provide daily coaching and leadership to a team of BDRs. This team will have primary responsibility for servicing inbound sales MQLs and prospecting outbound to target accounts. BDR team members focus on engaging and qualifying prospective customers for our enterprise sales team and generating pipeline of new business opportunities.

You will report to our Sr. Director, Global Sales Development, located in our Seattle, WA office.

As Senior Manager, Sales Development you will:

  • Manage and optimize the performance of the BDR team with coaching and mentoring, key activity measurement, and conversion/pipeline creation analysis
  • Own the entire inbound and outbound leads process making recommendations for improvements around efficiency and productivity
  • Grow the team of Sales Development Representatives by hiring and retaining strong performers.
  • Work closely with Marketing and the Sales leaders to ensure messaging and processes are aligned to get the most out of the demand funnel.
  • Develop, monitor, and optimize outbound lead strategies to accelerate growth.
  • Support BDRs through stages of lead engagement and qualification
  • Craft messaging and outbound sequences for effective prospecting efforts
  • Acquire and maintain a working knowledge of Ekata's complete capabilities
  • Manage day-to-day schedules of the team
  • Be an active coach through call reviews and feedback sessions
  • Motivate individuals to succeed through impassioned leadership, coaching, creative incentives, and celebration of results
  • Develop incentive plans and SPIFFs to foster an environment that values competition and collaboration
  • Guide program and participant success; invest in the success of the team and mentor a team in their sales career
  • You are not afraid to roll up your sleeves and work alongside your team members as a player-coach


As Senior Manager, Sales Development you will have:

  • 3-5 years SaaS leadership experience in a pre-sales function / 2+ years pre-sales experience
  • Experienced, motivated and with a "roll-up-the-sleeves" attitude
  • Passion for coaching and mentoring emerging sales talent
  • Experience giving both positive and constructive feedback
  • Excellent communication skills; listening and writing skills
  • Passion for developing talent and coaching a team to success
  • Ability to work collaboratively with other departments
  • Demonstrated ability to collaborate with sales, partnership, marketing, product, and leadership teams
  • Capability to understand customer pain points and requirements, capacity to respond with value of Ekata products and services
  • Strong leadership and sales acumen along with a hands-on, ‘get it done’ mentality that is a hallmark of other successful leaders at Ekata
  • Strong sales operations background in funnel management, driving specific Key Performance Indicators (KPIs), and leveraging Salesforce CRM
  • Proven track record and commitment to building engagement across a virtual sales team, while recruiting, retaining, and cultivating top sales talent. 
  • Authentic dedication to investing in your team and developing future leaders