Head of SDR, Europe

Sumup

ABOUT THE TEAM SumUp's outbound sales engine is growing fast, and the French market is one of our biggest opportunities. Based in our Barcelona office, our SDR team is the frontline of that growth — generating pipeline, opening doors, and building the outbound motion that fuels Field Sales across France and beyond. This role sits at the heart of that expansion: you'll lead a growing team of French-speaking SDRs, shape how we sell into the French SMB market, and help write the playbook that scales to new markets over time. If you're energised by building something from the ground up and want real ownership over a team and a market, this is the role for you. 🎬 Take a look at our Barcelona office ---------------------------------------------------------------------------------------------------------------------------------- WHAT YOU'LL DO * Lead daily team rituals — pipeline reviews, coaching sessions, and stand-ups — keeping the team focused, motivated, and hitting targets * Coach SDRs on cold calling, outbound sequencing, and objection handling, modelling best practice alongside them in the field * Define territory and target account lists in collaboration with the Head of SDRs and Field Sales leadership * Support the hiring and onboarding of new French-speaking SDRs as the team scales through 2026 * Build and document the French outbound playbook, creating a repeatable model that can expand into Belgium and beyond * Evaluate and embed AI-assisted prospecting tools into the team's workflow as they're rolled out ---------------------------------------------------------------------------------------------------------------------------------- YOU'LL BE GREAT FOR THIS ROLE IF… * Proven track record in outbound sales, with strong command of cold calling, sequencing, and pipeline management. * Experience leading or coaching an SDR team, whether inherited or built from scratch, with a clear coaching mindset and a focus on raising the bar through direct feedback. * Fluency in French (native or near-native) and strong communication skills in English. * Comfort building outbound processes in a new or ambiguous environment, with the ability to operate autonomously and make decisions without constant oversight. * Familiarity with SMB sales, ideally in fintech, payments, or a similarly competitive market. ---------------------------------------------------------------------------------------------------------------------------------- WHY YOU SHOULD JOIN SUMUP * 🌎 Opportunity to work with SumUppers globally on large-scale fintech products used by millions of businesses worldwide, from our Barcelona office. This involves an office-first setup * 🌈 Commitment to Diversity and Inclusion: be part of a workplace that values and promotes diversity, fostering an inclusive environment where everyone's perspectives are respected and embraced * 🚀 Enrolment onto our Virtual Stock Option programme: you will own a stake in SumUp's future success * 📚 A dedicated annual L&D budget of €2000 for your individual development, which can be used to attend conferences and/or advance your career through further education * 🏖 Generous time off: enjoy 23 days of paid leave plus public holidays and special leave days * 🥗 Subsidised restaurant tickets (Edenred) and office breakfast on Mondays * 🌴 Break4me: 1-month sabbatical after 3 years of service * 🔗 Referral Bonus: earn additional rewards by referring talented individuals to join the SumUp team ---------------------------------------------------------------------------------------------------------------------------------- ABOUT SUMUP Be empowered to do more that matters. At SumUp, we're on a mission to empower small businesses across the globe by providing simple and affordable tools that allow them to thrive. Today, over 4 million businesses in 37 markets rely on SumUp as their financial partner to manage payments, finance and customer relationships. Our commitment to small businesses is reflected in our diverse team of over 3,000 SumUppers from over 90 nationalities, united by global collaboration and an innovative mindset. Our core values lay the foundation for who we are and what we stand for, shaping our work culture and driving our success. We foster inclusivity and a continuous learning culture, providing a safe space for personal and professional growth. Our differences make us unique and strong as we strive to create an environment where everyone belongs and feels supported, no matter how they identify. SumUp is proud to be an Equal Employment Opportunity employer, actively seeking and embracing diversity in our workforce. We don't make hiring or employment decisions based on race, colour, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender identity, sexual orientation, disability, age or any other basis protected by applicable laws or prohibited by company policy. Our commitment extends beyond recruitment to creating a safe and respectful workplace where harassment of any form is strictly prohibited. Discover more about our culture and opportunities on our careers website, and follow our journey on LinkedIn, Instagram, and TikTok. Job Application Tip We recognise that candidates feel they need to meet 100% of the job criteria in order to apply for a job. Please note that this is only a guide. If you don’t tick every box, it’s ok too because it means you have room to learn and develop your career at SumUp.

Stripe

WHO WE ARE About Stripe Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. ABOUT THE TEAM As a Sales Development Manager at Stripe, you will drive Stripe’s future growth engine by leading a team of inbound and/or outbound SDRs. You will be working with the Stripe’s Sales teams to build Stripe’s sales pipeline. As a Sales Development manager, you’ll lead and coach a group of high-performing SDRs, helping them deliver on ambitious targets, as well as roll up your sleeves to work directly with the team. We are looking for a self-starter who has demonstrated success dealing with ambiguity, operating in a high-growth environment, and solving problems with limited oversight. Ideal candidates will have management experience scaling a technology Sales Development team and superior communication skills. We take a data-driven, analytical approach to Sales Development, and are looking for someone who enjoys building – who will actively participate in the development of sales processes, the articulation of Stripe’s value proposition, and the creation of key tools and assets to measure success. Stripe is not a typical company, and this is not a typical sales development function. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you!   WHAT YOU’LL DO RESPONSIBILITIES This role requires a blend of long-range strategic vision and high-leverage execution YOU WILL: * Define and execute the strategic vision for our SMB, Commercial segments as well as Inbound , carrying accountability for delivering pipeline quality and productivity growth * Managing 5 teams and 45 SDR's. Reporting the Head of EMEA.     * Drive long-range planning and business impact, influencing results over the next 6–24 months, while preparing the organization to scale sustainably over 2–3+ years. * Design and evolve organizational structures, developing and mentoring managers who in turn build healthy, high-performing teams, while ensuring succession plans and resources are in place. * Act as a trusted partner to regional segment leadership, consistently bringing market knowledge, insights, and credibility that shape future growth strategies. * Deliver accurate and reliable forecasting, proactively identifying trends, risks, and opportunities while driving cross-functional changes to sustain multi-quarter growth. * Champion operational excellence, ensuring Salesforce hygiene, data integrity, and innovative metrics that optimize business performance and enable scale. * Build and deepen cross-functional partnerships with Marketing, Sales Ops, Enablement, and Product Marketing to design and execute regional campaigns and strategies. * Play an active role in attracting and retaining top talent, while coaching and mentoring managers and SDRs to develop consultative, solution-oriented skills. * Inspire career growth for team members by identifying transformational development opportunities and preparing future leaders for broader impact. * Lead with innovation, curiosity, and discipline, piloting new processes, tools, and playbooks that refine how SDR teams forecast, execute, and deliver business outcomes. WE’RE LOOKING FOR SOMEONE WHO HAS: * 5+ years of experience leading high-performance Sales Development, Inside Sales, or lead qualification teams, including managing managers, with a proven record of consistently exceeding targets. * Demonstrated success designing and scaling organizations in high-growth, ambiguous environments, ideally within technology or SaaS. * Strong strategic planning skills, with the ability to shape 6–24 month outcomes while preparing the business for long-term growth. * Exceptional cross-functional influence, with a track record of driving alignment and results across Sales, Marketing, Product, and Operations. * Expertise in operational excellence, including Salesforce discipline, data integrity, accurate forecasting, and performance metrics. * A strong analytical mindset with the ability to leverage data to inform decisions, optimize processes, and track impact. * A passion for building AI-enabled processes and cultures, with curiosity to pilot new technologies that enhance SDR productivity and pipeline generation. * Proven ability to hire, coach, and develop managers and SDRs into future leaders, fostering a culture of growth and performance. * Genuine passion for innovation, start-ups, and technology, with a bias toward experimentation and continuous improvement. * Fluency in English; additional European languages strongly preferred.

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. We are looking for a builder, not just a manager. As the Team Lead for Business Development based in Berlin, you will hold a dual mandate: Coach the talent and Engineer the GTM strategy. You will lead the team responsible for the DACH, CEE, and Nordics regions, markets that require distinct strategies and precision. We are moving beyond standard "SDR" motions. We need a leader who can analyze signal patterns, partner with RevOps to automate workflows, and provide our Heads of Sales with predictive insights on which verticals will trend next. What you’ll do * Lead & Develop (The People): Recruit, hire, and coach a high-performing team of 9 Business Development Representatives (BDRs). You won’t just track KPIs; you will dissect calls, refine commercial judgment, and help BDRs "create their own path" toward closing roles. * GTM Architecture (The Engine): Act as the "GTM Engineer" for your region. Work with RevOps to optimize lead routing, data enrichment, and dashboarding. If the process is broken, you don't just report it: you fix it. * Strategic Forecasting: Partner with Sales, Marketing and Product Marketing to tailor our go-to-market strategy per vertical. You will identify future trending sectors in DACH/CEE/Nordics before they hit the mainstream news. * Data-Driven Experimentation: Embed a culture of A/B testing. Use data to refine messaging and targeting. You will be the bridge between the qualitative feedback of the BDRs and the quantitative rigor of our systems. * Cross-Border Collaboration: Champion the "Global License to Operate." Ensure your team collaborates effectively with Industry Leads, Head of Sales and Country Managers, adhering to our rules of engagement and Salesforce hygiene is non-negotiable. Who you are * You have 3+ years in Sales/Business Development, with at least 1+ year leading a team or driving complex GTM projects. * You are comfortable with the "Ops" side of sales. You understand that Salesforce is the source of truth and know how to leverage tools to uncover bottlenecks. * You drive performance through empathy and radical candor ("Talk straight without being rude"). You build teams that win together. * You can look at a list of 100 accounts and explain why we should prioritize the top 10 based on market signals, not just guesswork. * You are fluent in English and German. Experience working across CEE or Nordic markets is a significant plus.   Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility.   This role is based out of our Berlin office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.