Director, Business Development – EMEA

Conga

full-time

Posted on: 2/4/2026

Location Type: Remote

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About the role

You’ll lead, coach, and develop a team of SDRs focused on generating qualified pipeline for Conga’s Sales organization.
Managing a team of SDRs selling Conga solutions.
Achieving pipeline creation at or above stated quota and performance goals.
Adhering to Conga sales methodologies, processes, and best practices.
Continuously upgrading sales techniques and procedures based on performance insights and modern selling approaches.
Monitoring, supporting, and coaching BDRs and SDRs across cold calling, prospecting, follow-up activities, and meeting booking.
You are comfortable owning pipeline health through territory planning, forecasting, and process optimization, and you know how to translate activity into measurable results.
You thrive in fast-paced, continuously evolving environments and are comfortable leading through change.
You are a clear, deliberate, and collaborative communicator.

5+ years of experience in software sales, including hands-on experience cold calling and building pipeline within a SaaS organization
5+ years of experience managing, coaching, and mentoring sales development or lead generation teams
Experience managing pipelines, territories, forecasting, and sales development processes
Strong background in business development, including aggressive cold and warm calling, prospecting, and pipeline creation
Experience in enterprise software is a strong advantage.
Familiarity with pricing optimization, CPQ, CLM, and/or the Salesforce platform will allow you to ramp quickly and make an immediate impact.

Benefits

We accept resumes in any format, we suggest using PDF or plain text.
Studies have shown that women and members of ethnic minorities are less likely to apply to jobs unless they meet every single qualification. At Conga we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You just might be the right candidate for this or other roles.
Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. We understand interviewing can be stressful for those with disabilities. If reasonable accommodation is needed to allow you to show us your best self, please let your recruiter know as soon as possible. All your information will be kept confidential according to EEO guidelines.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

pipeline managementterritory planningforecastingsales development processescold callingprospectingbusiness developmentpricing optimizationCPQCLM

Soft Skills

leadershipcoachingmentoringcommunicationcollaborationadaptabilityperformance insightssales techniquesprocess optimizationchange management