At F5, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation.

Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse F5 community where each individual can thrive.

Role Summary

We are seeking an experienced and strategic BDR Manager to lead, coach, and scale our Business Development Representative (BDR) team covering the Southern & Central Eastern Europe Regions. In this pivotal role, you will oversee a team operating in a hybrid lead model, balancing high efficiency inbound lead qualification with targeted, strategic outbound prospecting.

As the BDR Manager, you will serve as the strategic bridge between Marketing and the Regional Sales organisation. You will partner closely with Marketing to optimise inbound lead conversion, lead SLA execution, and campaign follow up, while simultaneously collaborating with Sales Leadership and Account Managers to build outbound pipeline strategies in target accounts.

Key Responsibilities

Team Leadership & People Management

Hire & Scale: Recruits, interviews, hires, and retains top tier BDR talent.
Coaching & Development: Conduct regular 1 on 1s, call coaching sessions, opportunity reviews, and career development planning for all team members.
Culture & Engagement: Foster a high performance, inclusive, and highly motivated team culture that emphasises continuous learning, accountability, and healthy competition.
Onboarding & Training: Continuously refine onboarding programs to shorten time to productivity for new hires.

Inbound Motion & Marketing Partnership

Marketing SLA Management: Partner closely with Field Marketing, Demand Generation, and Product Marketing teams to ensure strict SLAs on inbound lead follow ups (MQL to SQL workflow).
Feedback Loops: Provide qualitative and quantitative feedback to Marketing on lead quality, campaign conversion rates & persona feedback.
Campaign Execution: Coordinate BDR team participation and lead follow up for webinars, field events, trade shows, and integrated digital marketing campaigns.

Outbound Motion & Sales Partnership

Sales Alignment: Collaborate with Regional Sales Directors and Account Managers to align outbound prospecting campaigns with regional account strategies and Ideal Customer Profiles.
Targeting & Sequence Strategy: Develop structured outbound cadences, messaging scripts, and multi channel outreach strategies (Email, Phone, LinkedIn, Video) targeting key decision makers.
Account Based Prospecting: Work with Sales Operations and Marketing on Account Based Marketing (ABM) execution and strategic account penetrations.

Operations, Analytics & Performance

Metrics & Reporting: Track key performance indicators (KPIs) including activity volume, response rates, meeting conversion rates, pipeline generation, and closed won revenue contribution.
Tech Stack Management: Oversee daily utilisation of sales tech stack tools (Salesforce, Outreach, LinkedIn Sales Navigator, etc.).
Process Optimisation: Continuously test and optimise messaging, call scripts, cadence structures, and qualification frameworks (e.g., MEDDPICC).

Qualifications & Experience

Required Experience

Management Experience: 2+ years of directly managing a team of BDRs, SDRs, or Inside Sales representatives within a B2B SaaS or technology enterprise environment.
Track Record: Proven track record of meeting or exceeding team targets in pipeline generation and qualified opportunity creation.
Hybrid Motion Expertise: Hands on experience driving both inbound lead management workflows and structured outbound prospecting methodologies.
Tool Proficiency: Strong proficiency with Salesforce and Sales Engagement Platforms (e.g., Outreach).

Skills & Competencies

Cross Functional Collaboration: Strong ability to build productive relationships across Marketing, Sales Leadership, Enablement, and Sales Operations.
Data Driven Mindset: Excellent analytical skills to track conversion rates, diagnose pipeline gaps, and forecast pipeline output.
Coaching: Expertise in being able to coach teams in sales methodologies, cold calling techniques, multi touch cadences, and handling buyer objections.
Communication: Exceptional verbal, written, and presentation skills.

Key Performance Indicators (KPIs)

Qualified Pipeline Generated
Opportunity Conversion Rates
Inbound MQL to Qualified Opportunity conversion rate & response time SLAs.
Outbound Account Penetration and Meeting to Opportunity conversion rate.
Lead SLA Compliance, with speed to lead and follow up cadence adherence for inbound marketing leads.

Work Environment

This role is offered under a hybrid working model, balancing remote productivity with in person collaboration in the office

The Job Description is intended to be a general representation of the responsibilities and requirements of the job. However, the description may not be all-inclusive, and responsibilities and requirements are subject to change.

Please note that F5 only contacts candidates through F5 email address (ending with @f5.com) or auto email notification from Workday (ending with f5.com or @myworkday.com).

Equal Employment Opportunity

It is the policy of F5 to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. F5 offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. F5 will assess the need for accommodations in the application process separately from those that may be needed to perform the job. Request by contacting accommodations@f5.com.

Manager - Business Developement

Job Description