Director, Business Development - Europe

About the role

Mitel is seeking an experienced Director of Business Development to build, lead, and scale our BDR function in Sofia as the pipeline engine for European markets, with DACH as the primary region and also including coverage for UKI, Southern Europe and Northern Europe. This is a senior leadership role accountable for the financial performance, strategic contribution to Sales pipeline, and efficient and innovative operation of Mitel's European BDR organization. The Director will own the investment case for the function, architect how modern teleprospecting best practices are followed, and determine how AI tools and automation reshape the outbound and inbound motion over the next 18-24 months. This role will serve as the BDR leadership face of Revenue Marketing to EMEA Sales leadership and the ELT. The successful candidate combines sales development expertise with the financial discipline, change management capability, and executive presence required to operate at the Director level. Fluency in German and English is required, along with deep experience in the DACH market and the ability to operate effectively across UK, France, and broader European geographies.

Responsibilities

• Financial Ownership & ROI
• Own the BDR function's operating budget - headcount, tooling, contractor spend, and program investment - and deliver against defined cost-per-meeting and expense-to-pipeline ratio targets benchmarked to industry standards
• Build and defend the annual BDR investment case, including ramp models, tooling ROI analysis, and multi-year scaling scenarios
• Partner with Finance and RevOps to forecast pipeline contribution, reconcile BDR spend to sourced and influenced revenue quarterly, and flag variance with corrective action plans
• Make buy/build/consolidate decisions across the BDR tech stack with full accountability for tooling P&L and rationalization
• Strategic Roadmap, AI & Change Management
• Design and lead the multi-year roadmap for the BDR function, including how AI-driven prospecting, conversational intelligence, and agentic outbound workflows might be integrated into the daily motion
• Evaluate, pilot, and operationalize emerging AI and automation capabilities - AI BDR agents, intent-signal orchestration, auto-personalization, call and email analytics - with clear hypotheses, success criteria, and a fail-fast methodology for what doesn't work.
• Lead change management across the BDR organization and adjacent Sales and Marketing teams as workflows evolve, including rep enablement, manager coaching frameworks, and stakeholder communication
• Establish the operating model for how human BDRs, AI-assisted workflows, and website conversational marketing might coexist, including role redesign, skill development, and team structure as automation absorbs routine tasks
• Executive Stakeholder Leadership
• Present BDR performance, strategy, and investment recommendations to the ELT and Sales leadership on a regular cadence, including quarterly business reviews and annual planning
• Serve as the executive face of the BDR function with regional Sales VPs across DACH, UKI, and Southern Europe - including defensible pushback when alignment breaks down on territory coverage, new business meeting quality changes, or handoff discipline falls short of SLA's
• Represent Mitel's demand engine in cross-functional strategic planning, board-level pipeline reviews, and joint sessions with Marketing, RevOps, and Channel leadership
• Team Leadership & Development
• Recruit, hire, onboard, and retain a high-performing multilingual BDR team to support European growth, including recruitment of team leads and front-line managers as the function scales
• Build the leadership bench - develop team leads and senior BDRs into the next generation of managers through structured coaching, stretch assignments, and succession planning
• Conduct regular 1:1s, performance reviews, and ongoing coaching to improve individual and team capability
• Define, track, and report on KPIs to ensure consistent attainment of pipeline, conversion, and productivity targets
• Accurately forecast weekly, monthly, and quarterly pipeline and performance metrics with transparent commentary on risk and upside
• Cross-Functional Alignment & Demand Partnership
• Partner with Sales leadership across DACH and broader Euro

Additional Information

At Mitel, you will have the opportunity to help businesses connect, collaborate and provide better experiences for our customers. You will deliver valuable contributions in creating business success within our global organization utilizing your unique attributes, skills and experience. Please take a moment to look over this opportunity and if interested, feel free to send us your application. If this is not the right opportunity for you, you can also sign up for Job Alerts by creating an account. This will give you a profile that you can use for all future applications, and you will be notified whenever a new position that matches your criteria becomes available.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at mitel? Share your experience