Business Development Manager, Learning Platforms EMEA

About the role 

Mindtools Kineo helps organisations build capable people through learning platforms, content, AI coaching and learning services. Our Totara learning platform business is where we are investing to grow recurring revenue, and we are hiring a specialist hunter to lead that growth across EMEA. 

This is a new logo role. You will find, open and close new LMS customers, mostly on Totara, then grow those accounts into the rest of our range when the customer's need is there. You own your pipeline from first conversation to signed contract. The pay plan is built for people who close: a modest base and uncapped commission. 

Reports to: Global Business Development Director, working day to day with the Head of BD, EMEA. 

What you will do 

• Build and work your own pipeline of mid-market and enterprise organisations that need a new or replacement LMS. Outbound prospecting is part of every week. 

• Run consultative, question-led discovery that gets to the business problem, who owns it, and what it costs them to leave it unsolved. 

• Lead LMS sales cycles end to end: discovery, demo, solution design with our technical teams, commercial proposal, negotiation and close. 

• Run Totara demos yourself, bringing in our platform specialists for complex requirements. 

• Lead LMS tenders and RFPs in your region with the Head of BD, EMEA and bid support. 

• Open the next sale in every account you win: Mindtools M:Suite, Kineo Courses, AI Skills Practice and bespoke learning services. 

• Build relationships with Totara and its partner network that turn into referrals and shared deals. 

• Keep HubSpot current and accurate, with a forecast your regional lead can commit to. 

What you bring 

• A track record of winning new LMS or learning technology customers, with closed deals you can walk us through. Totara, Moodle or a competing enterprise LMS is ideal. 

• Experience at Totara, a Totara partner or another LMS vendor is a strong advantage. 

• 5+ years in B2B SaaS sales, selling multi-year subscription contracts into complex organisations with HR, L&D, IT and procurement at the table. 

• Self-directed hunting. You generate most of your own pipeline and do not wait for leads. 

• Enough technical fluency on integrations, HRIS, single sign-on, hosting and data migration to earn an IT buyer's trust, and the judgement to know when to bring in a specialist. 

• Commercial judgement on pricing, scope and contract terms. 

• The drive a commission-led plan rewards. 

How success is measured 

• New recurring revenue from new logos against target. 

• Pipeline you created yourself. 

• Forecast accuracy. 

• Additional products sold into the accounts you opened. 

• First 90 days: running Totara demos on your own, with a self-built pipeline of qualified LMS opportunities. 

What we offer 

• Base salary

• On-target commission:  uncapped, under the company commission plan. 

• Real support to sell: platform specialists, ready-built Totara demo environments, marketing and bid support. 

• Pension, Private Medical Cover

Location and market 

• Location: Remote. 

• Territory: All of EMEA. 

• Regional lead: Head of BD, EMEA. 

• Market: EMEA is our largest market, and current coverage is mostly UK. Corporate and UK public sector buyers, where LMS purchases often run through tenders and frameworks. 

• Pay currency: GBP.