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Director of Sales Development Representatives, Europe

SumUpMilan, Italy
On-site Full-time

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Experience Level

Senior Level Manager

Qualifications

Qualifications Proven experience leading an SDR or outbound sales function at scale, with direct people management of large teams across multiple markets. A track record of building sales teams or SDR functions from scratch, including establishing processes, playbooks, and performance frameworks. Strong analytical and strategic thinking skills, with the ability to translate data into clear decisions and communicate them with confidence. Comfort operating in a fast-moving, evolving environment where structures are still being built and priorities can shift. Ability to communicate with clarity and conviction across all levels — whether coaching a team, aligning with peers, or presenting to senior leadership.

About the job

Director of Sales Development Representatives, Europe

Join our Go-To-Market team based in Milan, Italy

About the Team

At SumUp, our field sales division is rapidly expanding across Europe, with the Sales Development Representative (SDR) function playing a pivotal role in our growth. Our SDRs are responsible for generating qualified sales pipelines for top-performing field representatives in key markets including the UK, France, Germany, and Italy. We are now seeking a visionary leader to establish and develop a European SDR organization from the ground up. This is a unique opportunity to define strategies, create operational playbooks, and scale a team that will significantly impact SumUp's ability to acquire new business at scale. You will collaborate with senior sales leadership in Europe, the Outbound Growth Lead, and RevOps to capitalize on the value we are already generating and unlock its full potential.

Your Responsibilities

  • Build and lead a dynamic SDR function, scaling the team to over 80 members located in Barcelona and Milan, operating across Europe and supporting market expansion into the UK, Italy, Germany, France, and beyond.
  • Develop and implement a comprehensive operating playbook encompassing commission structures, tools, daily and performance rituals, ensuring teams deliver consistent and high-quality performance.
  • Oversee the daily operations of the SDR function, monitoring qualified appointments and closed deals, while providing regular performance updates to senior stakeholders.
  • Collaborate with RevOps, the Outbound Growth Lead, and local Sales Heads to streamline hiring processes, enhance data and lead quality, and integrate AI-driven tools to boost SDR efficiency.
  • Nurture SDR talent into future sales roles, creating a robust pipeline of outbound sales representatives and account executives from within the team.

Who You Are

  • You possess proven experience leading an SDR or outbound sales function at scale, with direct management of large teams across various markets.
  • You have a successful track record of building sales teams or SDR functions from the ground up, including the establishment of processes, playbooks, and performance frameworks.
  • Your analytical and strategic thinking skills are strong, enabling you to convert data into actionable insights and communicate them effectively.
  • You thrive in a fast-paced, evolving environment where structures are still being developed and priorities can shift quickly.
  • You have the ability to communicate with clarity and conviction at all levels, whether mentoring your team, collaborating with colleagues, or presenting to senior management.

About SumUp

SumUp is a fast-growing company that enables merchants to accept payments seamlessly. We pride ourselves on our innovative solutions and commitment to empowering small businesses across Europe and beyond.

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