BDR Manager, EMEA

About GitGuardian GitGuardian is a global cybersecurity scale‑up with offices in Paris, New York City and Boston, focusing on Non‑Human Identity security and secret detection for developers worldwide.

About Your Team And Your Mission We are seeking a driven, metrics‑oriented BDR Team Lead/Manager to coach, develop and lead a team of EMEA Business Development Representatives. The role reports to the Head of Business Development in Boston and is responsible for ensuring the BDR team exceeds sales accepted meetings and pipeline generation targets, while maintaining high‑quality engagement with cybersecurity stakeholders.

What You'll Be Doing

Team Leadership & Coaching

• Lead, mentor and motivate a team of BDRs
• Conduct regular 1:1s focused on outbound excellence, persona‑based messaging and enterprise qualification
• Run team meetings and call review sessions to drive accountability and performance
• Provide actionable feedback on campaigns engaging CISOs, AppSec leaders, DevOps and Identity teams

Pipeline & Performance Management

• Monitor KPIs including activity volume, conversion rates, meeting volume, quality and pipeline contribution
• Ensure pipeline aligns with GitGuardian’s enterprise ICP
• Identify performance gaps and implement improvement plans
• Maintain strong CRM hygiene and forecasting discipline
• Partner with RevOps and Sales Leaders to optimise funnel efficiency and regional performance

AppSec, DevSecOps & IAM Alignment

• Coach BDRs on GitGuardian’s core value propositions:
• Secrets detection & remediation
• Non‑Human Identity (NHI) security
• Developer‑first security enablement
• Reducing breach risk caused by exposed credentials
• Ensure messaging resonates with security and engineering personas
• Support strategic outbound initiatives tied to market trends such as AI‑driven development, cloud migration and DevSecOps adoption
• Help position GitGuardian as a proactive security solution aligned with CISO priorities

Strategy & Execution

• Collaborate with the Head of BDR on EMEA expansion strategy
• Refine outbound playbooks specific to cybersecurity buying committees
• Test new messaging frameworks and multi‑threading strategies to align BDRs and Account Executives across enterprise deals

Hiring & Onboarding

• Participate in recruiting BDR talent across EMEA
• Support onboarding focused on GitGuardian product knowledge and security fundamentals
• Help evolve scalable enablement programs around cyber trends, objection handling and enterprise prospecting

About You

• 2+ years of SDR or BDR experience with consistent quota attainment
• 1+ year of sales or BDR lead/management experience
• Strong understanding of outbound prospecting (cold calling, email, LinkedIn, sequencing)
• Prior experience in cybersecurity, DevSecOps or selling into security teams is highly desirable
• Fluent in French and English (required)
• Data‑driven mindset with comfort analysing metrics and trends
• Experience working in CRM platforms (HubSpot) and sales engagement tools (Lemlist, Aircall, Clay, Gong)
• Ability to coach teams on complex technical messaging
• Excellent communication, coaching and leadership skills

Benefits

• Competitive package that includes BSPCE
• Lunch voucher (Swile, 12€ at 50%)
• Sponsored Wellpass membership
• Non‑charged health insurance for children (Sidecare / Generali)
• Up to €300 to improve your home office set‑up
• Yearly holiday allowance
• Referral bonus of 4,000€ for any new Guardian you help hire
• Monthly team‑building budget for activities of your choice

Remote Policy & Career Development

• Hybrid remote policy: 3 days per week at the office in Paris
• Opportunities for long‑term career development within the company