Director, Sales Development - EMEA

About Rimini Street, Inc.

Rimini Street, Inc. (Nasdaq: RMNI), a Russell 2000® Company, is a proven, trusted global provider of end-to-end, mission-critical enterprise software support, managed services and innovative Agentic AI ERP solutions, and is the leading third-party support provider for Oracle, SAP and VMware software.

Our comprehensive portfolio of unified solutions help run, manage, support, customize, configure, connect, protect, monitor, and optimize enterprise application, database and technology software, enabling our clients to achieve better business outcomes, significantly reduce costs and reallocate resources towards strategic projects.

The Company has signed thousands of contracts with Fortune Global 100, Fortune 500, midmarket, public sector and government organizations who selected Rimini Street as their trusted, proven mission-critical enterprise software solutions provider and achieved better operational outcomes, realized billions of US dollars in savings and funded AI and other innovation investments.

We are actively seeking a Director, Sales Development - EMEA.  This is a remote position that is based in the Greater London, UK.

Position Summary

This role will lead a team of Sales Development Representatives (SDRs) across EMEA and serve as a key partner to Marketing, Inside Sales, Renewals, and Sales teams. Reporting to the VP Marketing EMEA, this is a critical role with responsibility and ownership for setting and measuring the SDR strategy to deliver qualified leads and pipeline, helping grow the EMEA business. This is a highly collaborative role, working closely with Sales, Business and Marketing leaders and colleagues across the global business.

The ideal candidate is an analytical, strategic and critical thinker with a proven track record of building high-performing SDR teams in a B2B software or services environment. As Director, Sales Development, you will enable predictability, scalability, and efficiency, paired with a positive, high-energy outlook that inspires and motivates the team to deliver results above and beyond targets. Ideally, you have experience in implementing AI-powered solutions to empower and scale SDR teams. In-depth knowledge of Salesforce and SDR/Marketing metrics, alongside business acumen and leadership skills, is essential. EMEA country experience is also essential. You know what it takes to deliver pipeline across multiple countries and languages in the region.

You will be a proactive SDR leader who knows what it takes to successfully grow a business, who is excited about the opportunity to contribute to a scaling business and who thrives in a fast-paced, challenging environment. The ideal candidate is up to speed with modern marketing tactics, tools, and metrics, and can contribute to the success of the entire EMEA marketing team through a collaborative approach.

Essential Duties & Responsibilities

Prospecting

• Collaborate with sales and marketing teams to build outbound prospecting campaigns
• Ensuring timely follow-up, including account matching, lead routing and assignment of inbound leads
• Regular communications with sales teams on lead and pipeline metrics and attainments
• Analyze and segment target markets and develop appropriate messaging and tools for the SDR team to use
• Passionately engage with the SDR team in day-to-day, hands-on prospecting activities to demonstrate best practices and proactively show how results can be achieved

Lead and pipeline management

• Define and maintain operational dashboards for SDR teams, enabling the team with full visibility into assigned territories, inbound/outbound flows and make sure no lead is left behind
• Develop and maintain a set of dashboards/analytics packages for SDR and cross-functional management, measuring the success of the sales development organization
• Work with Sales leadership on lead escalation procedures, ensuring consistent follow-up as well as data consistency globally
• Work with Marketing leadership on maintaining and fine-tuning Rimini Street’s lead scoring model to continually improve conversion rates
• Own and resolve attribution issues between Marketing, SDRs, and Sales
• Work hand in hand with IT as well as Marketing and Sales Operations team on alignment around data initiatives and ensure SDR processes are aligned with global data standards
• Define and deploy best practice prospecting methodologies and processes across all aspects of the lead generation workflow
• Contribute to the overall improvement of Marketing

People management

• Manage, lead and support a mix of experienced and new SDR team members to over-achieve assigned lead and pipeline quotas
• Own the EMEA SDR compensation process; work with the global operations team to maintain compensation plans, work with Finance on reconciliation and ensure correct payment for reps in EMEA
• Manage, lead and support a lead generation team who are remote, covering for example but not exclusively, UKI, France, DACH, Benelux, Nordics, Israel and the Middle East
• Attract and hire top talent to join the SDR team
• Onboard and train new sales development representatives with process, content, and system skills
• Coach and mentor individual contributors to ensure the team delivers above targets

Strategy, planning, and reporting

• Support quarterly and annual strategic planning – including headcount, compensation, technology, territory assignment/balancing, etc.
• Manage Salesforce data to enable accurate reporting
• Bring industry best practices and thought leadership to the Marketing and SDR organization
• Leverage marketing operations for metric reporting and systems update needs
• Monitor and report on lead quota and qualified pipeline attainment on a weekly, monthly, quarterly and annual basis
• Stay abreast of industry best practices, technologies and methodologies and ensure these are adopted as appropriate into our lead generation processes

Location

• Greater London, UK

Education

• BA/BSc degree required

Experience

• 10+ years of technology-related sales or business development experience
• 7+ years of people management experience
• Experience leading a team of SDRs/BDRs focusing on enterprise solutions

Desired Experience

• Sales experience, including carrying a quota as an individual contributor
• Extensive client network
• Strong verbal and written communication skills
• Strong leadership skills
• Fluency in multiple languages is a plus

Why Rimini Street?

We are looking for talented, passionate people to help us build our future at Rimini Street. We hire only the best, the most extraordinary professionals and provide compensation, bonuses, and benefits to match the skills of our top-performing team members. Do you thrive in a fast-paced environment, enjoy growing together, and get excited about learning new skills? Are you looking for an opportunity to make a true impact as part of a team of extraordinary professionals? This is the place for you.

Our work is challenging and meaningful. We start and end each day with a sense of achievement and purpose guided by our core values, the Four Cs: 

• Company
  • We dream big and innovate boldly.  

• Colleagues
  • We work with extraordinary people who create a culture of mutual respect and collaboration. 

• Clients
  • We relentlessly pursue solutions that help clients achieve their goals. Our unmatched client care is rooted in our passion for exceptional service. 

• Community 
  • We believe in leaving the world a better place than we found it. With the Rimini Street Foundation, we’ve made positive impacts in six continents for over 425 charities.

Accelerating Company Growth

• Nasdaq-listed under ticker symbol RMNI since October 2017 
• Over 6,300+ signed contracts to date, including Fortune 500 and Global 100 companies
• Over 2,000 team members in 23 countries
• US and international recognition for industry leadership and philanthropic efforts. See all of our awards and recognitions here: https://www.riministreet.com/company/awards/ 

Rimini Street is committed to creating a diverse and inclusive environment and is proud to be an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, national origin, sexual orientation, gender or gender identity, disability, protected veteran status, or any other characteristic protected by law. 

To learn more about how Rimini Street is redefining the enterprise software support industry, visit http://www.riministreet.com 

Please Note: Rimini Street does not accept resumes submitted by recruiting/staffing firms unless specifically requested by Human Resources.  Unsolicited resumes will be ineligible for referral fees.