Business Development Manager (EMEA)

Requirements

• 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, Dev

  Sec

  Ops, 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

What the job involves

• 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 the US (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 (NHI) 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
• 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, App

  Sec leaders, Dev

  Ops, 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
• App

  Sec, Dev

  Sec

  Ops & 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, Dev

  Sec

  Ops 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
• Support onboarding focused on GitGuardian product knowledge and security fundamentals
• Help evolve scalable enablement programs around cyber trends, objection handling, and enterprise prospecting