BDR Manager, EMEA
About Your Team and Your Mission
We are seeking a driven, metrics-oriented BDR Team Lead/Manager to coach, develop, and operationally support a team of EMEA Business Development Representatives at GitGuardian.
The role reports to the Head of Business Development based in Boston.
This role bridges frontline execution and leadership, ensuring the BDR team consistently exceeds sales accepted meetings and pipeline generation targets while maintaining high-quality engagement with Application Security, SOC teams, DevOps, and executive stakeholders.
As a global leader in secrets detection and Non-Human Identity security, GitGuardian operates at the intersection of cybersecurity and developer-first innovation. The BDR Team Lead will play a critical role in expanding GitGuardian’s presence across EMEA, driving pipeline within enterprise security teams, and supporting our mission to prevent secrets sprawl.
What You’ll Be Doing
Team Leadership & Coaching
- Lead, mentor, and motivate a team of BDRs
- Conduct regular 1:1s focused on outbound excellence, strong 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 optimize funnel efficiency and regional performance
AppSec, DevSecOps & IAM Alignment
- Coach BDRs on GitGuardian’s core value propositions:
- Secrets detection & remediation
- NHI (Non-Human Identity) 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 (AI-driven development, cloud migration, DevSecOps adoption)
- Help position GitGuardian as a proactive security solution aligned with CISO 2026 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; ensure strong alignment between 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
If you think you match at least 70% of these criteria, please apply!
- 2+ year of SDR or BDR experience with consistent quota attainment
- 1+ years 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 analyzing 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
- Package that includes BSPCE
- Lunch voucher (Swile, 12€ at 50%)
- Sponsored Wellpass (gymlib)
- Non-charged health insurance for children (Sidecare / Generali)
- Up to €300 to improve your home office set-up
- Yearly holiday allowance
- Referral bonus of 4000€ for any new Guardian we might hire thanks to you
- Team building: monthly budget dedicated to each employee to spend as you wish with colleagues
- Remote policy: hybrid (3 days/week at the office in Paris)
- Opportunities for career development in the long term