Manager – Business Development

We are looking for our new Manager, Business Development - EMEA to join Axway's family. Are you ready? Join us now!!

We are seeking a dynamic professional for a hybrid role combining hands-on business development with team leadership responsibilities. Based in Paris, France, and reporting to the Director of Marketing, this position will manage a team of 4 to 5  Business Development Representatives and carry some personal quota responsibility. This role is crucial in driving lead generation through inbound and outbound activities, overseeing field marketing campaigns, and collaborating with Sales to generate high-quality Sales Accepted Leads (SALs) across the European market.

Role Structure

• 20% Individual Contributor Responsibilities;
• 80% Team Leadership and Management;

Key Responsibilities

1. Individual Contributor Responsibilities:
   • Manage personal quota of Sales Accepted Lead (SAL) generation;
   • Conduct high-level prospecting activities for strategic accounts;
   • Execute outbound campaigns using Outreach and Salesforce;
   • Qualify and nurture complex enterprise opportunities;
   • Build relationships with key decision-makers in target accounts;
2. Management Responsibilities:
   • Lead and develop a team of 3 to 4 business development representatives across EMEA;
   • Provide daily coaching, mentoring, and performance management;
   • Establish and monitor KPIs for team performance;
   • Create and maintain performance dashboards;
   • Manage budget and ROI tracking for lead generation activities;
   • Collaborate with Sales and Marketing teams to align strategies;
   • Ensure consistent lead scoring and qualification criteria;
   • Optimize team's use of Outreach and Salesforce;
3. Required Qualifications:
   • 3+ years of successful B2B business development experience in enterprise software;
   • 2+ years of team leadership or mentoring experience;
   • Proven track record of consistently achieving personal sales targets;
   • Expert knowledge of Salesforce and Outreach;
   • Strong understanding of B2B enterprise software lead generation;
   • Excellent communication skills across cultural boundaries;
   • Fluency in English and French (German and/or Dutch a plus);
   • Experience in middleware, API management, or enterprise integration software preferred;

Key Competencies:

• Ability to balance personal quota with team management;
• Strong time management and prioritization skills;
• Sales coaching and mentoring;
• Data-driven decision making;
• Cross-functional collaboration;
• Pipeline management;
• Territory planning;

Success Metrics:

The successful candidate will be evaluated based on:

Personal Performance (25% of Variable Compensation):

• Personal SAL quota achievement;
• Conversion rates from lead to opportunity;
• Pipeline contribution;
• Activity metrics (calls, emails, meetings);

Management Performance (75% of Variable Compensation):

• Team quota achievement;
• Team member development and retention;
• Process improvement and optimization;
• Sales team satisfaction with lead quality;

Company Overview 

At Axway, we’re more than a company—we’re a pioneer. For 25 years, we’ve been empowering organizations to achieve digital transformation and unlock innovation. With a presence in 100 countries, 11,000+ customers, and a global team of over 1,400+ passionate professionals, Axway is driving the future of enterprise integration. 

We’re on a mission to a be the leader in our space, empowering our customers with secure, mission-critical software to manage and deliver impactful business outcomes from all their digital business interactions. 

Why Axway? 

We believe in the power of togetherness. When you’re part of Axway, you’re part of a culturally rich and globally connected community that thrives on exchanging ideas and tackling challenges head-on. Whether working remotely or onsite, you’ll find camaraderie, collaboration, and the support of leadership  to inspire you daily. 

Here, you’ll grow, innovate, and succeed because  we’re better together. Each step forward in your personal journey is one we take as a team. Join us, and let’s accomplish extraordinary things together. 

Axway is a proud member of 74Software. Learn more about how Axway is transforming the future: https://www.axway.com/en. 

Ready to shape the future? Let’s get started—because at Axway, together, we can. Together, we will. 

Axway is an AA and EEO Employer
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