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Inforcer is a fast-growing cybersecurity and AI solutions provider serving the SMB market, specifically enabling Managed Service Providers (MSPs) to manage and secure Microsoft 365 at scale and deliver AI services.
You will lead the EMEA pipeline generation and Business Development team, responsible for managing outbound-led growth and ensuring a consistent flow of well-qualified opportunities. This is a hands-on management role where you'll balance direct execution with team leadership.
Key responsibilities include:
- Manage and improve EMEA pipeline generation activity with a primary focus on outbound execution
- Lead, coach, and support Business Development Representatives to improve quality, confidence, and results
- Set clear activity, conversion, and pipeline targets aligned to EMEA sales priorities
- Run consistent outbound processes, cadences, tooling, and performance routines across the team
- Review prospecting quality and qualification standards; manage handoff to Sales to keep pipeline relevant and actionable
- Use data to identify gaps across activity, conversion, messaging, and targeting, then take practical action
- Collaborate closely with EMEA Sales leadership on territory focus, account priorities, and field feedback
- Partner with Marketing to align messaging, ICP insight, campaigns, and lead follow-up
- Support onboarding, development, and performance management for Business Development Representatives
- Stay close to market and competitor insight to improve outreach, positioning, and pipeline effectiveness
Inforcer emphasizes a steep learning curve, real impact in a high-trust autonomous environment, transparency, and a collaborative A-player culture with regular team socials and employee recognition programs.
Requirements:
- Experience managing, mentoring, or leading Business Development Representatives in a SaaS or B2B technology environment
- Strong understanding of outbound prospecting, pipeline qualification, and handoff to Sales
- Ability to coach representatives on messaging, call structure, objection handling, and account research
- Comfortable managing targets, activity metrics, conversion reporting, and regular performance routines
- Analytical approach with ability to spot issues across activity, conversion, targeting, and pipeline quality
- Experience working in a fast-growing environment with evolving processes, priorities, and targets
- Clear, direct communicator who can set expectations and drive accountability in a supportive way
- Strong cross-functional collaboration skills, particularly with Sales, Marketing, and Operations
- Commercial mindset with focus on building predictable, repeatable pipeline for the EMEA market
- Comfortable balancing hands-on execution with people management in a scaling team
