BDR Operations Manager, EMEA

About Us

Proofpoint is a global leader in human- and agent-centric cybersecurity. We protect how people, data, and AI agents connect across email, cloud, and collaboration tools. Over 80 of the Fortune 100, 10,000 large enterprises, and millions of smaller organizations trust Proofpoint to stop threats, prevent data loss, and build resilience across their people and AI workflows. Our mission is simple: safeguard the digital world and empower people to work securely and confidently. Join us in our pursuit to defend data and protect people.

How We Work

At Proofpoint you’ll be part of a global team that breaks barriers to redefine cybersecurity guided by our BRAVE core values: Bold in how we dream and innovate Responsive to feedback, challenges and opportunities Accountable for results and best in class outcomes Visionary in future focused problem-solving Exceptional in execution and impact

BDR Operations Manager, EMEA

The role

We are seeking a highly analytical and business-minded BDR Operations Manager to support our EMEA Business Development organization. Reporting to the Sr. Director of Global BDR Operations, this role serves as the primary operational partner to EMEA BDR leadership and is responsible for driving business insights, operational excellence, process improvement, technology ownership, and scalable operating practices across the region. This individual will partner closely with BDR Leadership, Sales, Marketing, Revenue Operations, Sales Operations, and Enablement teams to optimize performance, improve productivity, and support pipeline generation. The ideal candidate combines strong analytical skills with operational rigor, excellent stakeholder management capabilities, and a passion for building and scaling high-performing sales development organizations.

Business Operations & Analytics

Provide data-driven insights to BDR leadership, including KPI reporting, productivity analysis, attainment pacing, funnel conversion analysis, and business recommendations.

Develop and manage dashboards and reporting related to territory performance, pipeline generation, MQL SLAs, opportunity creation, and business results.

Support monthly, quarterly, and annual business reviews, including QBR preparation, executive presentations, and performance analysis.

Audit and validate BDR results, operational metrics, and reporting accuracy.

Partner with BDR leadership to identify trends, risks, and opportunities impacting business performance.

Deliver actionable recommendations that improve BDR productivity, pipeline generation, and operational efficiency.

Operational Excellence & Process Management

Support territory management, coverage analysis, account assignment, and operational planning activities.

Identify process improvement opportunities and help operationalize scalable solutions across the lead-to-opportunity lifecycle.

Monitor adherence to operational processes, SLAs, data quality standards, and governance requirements.

Partner with Global BDR Operations on strategic initiatives and global program execution.

Ensure consistency in KPI definitions, reporting methodologies, and operating procedures across teams and regions.

Global Partnership & Standardization

Partner closely with Global BDR Operations leadership and regional stakeholders to drive consistency across business processes, reporting, governance, KPIs, and operational programs.

Identify regional process variations and collaborate with global counterparts to establish scalable best practices and repeatable operating models.

Support the development, rollout, and adoption of global initiatives, programs, and process improvements across the EMEA organization.

Help drive alignment across AMER, EMEA, and APJ while balancing regional requirements with global standards.

Contribute to a globally consistent operating model that enables scalability, operational excellence, and improved business performance.

Cross-Functional Business Partnership

Partner closely with BDR leadership, Revenue Operations, Marketing Operations, Sales Operations, and Enablement teams.

Support Sales and BDR interlock initiatives through performance analysis, territory insights, and business reporting.

Collaborate with cross-functional stakeholders to assess lead funnel health, campaign effectiveness, pipeline creation, technology utilization, and operational performance.

Act as a trusted operational partner to the EMEA BDR leadership team.

Sales Technology & Productivity Programs

Serve as a business owner for key sales productivity and prospecting technologies, including platforms such as ZoomInfo, LinkedIn Sales Navigator, Outreach, and future sales technologies.

Support user onboarding, administration, license management, platform adoption, and ongoing user support activities.

Monitor platform utilization and adoption trends and provide recommendations to increase effectiveness and business value.

Partner with vendors and internal stakeholders on platform enhancements, best practices, and user enablement initiatives.

Evaluate opportunities to improve BDR productivity through technology, automation, and process improvements.

AI & Innovation

Identify opportunities to leverage AI-powered tools, automation, and emerging technologies to improve BDR effectiveness, prospecting workflows, operational efficiency, and business outcomes.

Partner with Global BDR Operations leadership to evaluate new AI-enabled capabilities and recommend practical applications that drive measurable productivity improvements.

Leverage AI-powered tools and intelligent workflows to improve reporting, planning, productivity, and operational execution.

Qualifications

• 5+ years of experience in Sales Operations, Revenue Operations, Business Operations, Sales Development Operations, or a related analytical and operational role.
• Strong understanding of BDR/SDR workflows, including territory management, lead management, pipeline generation, opportunity creation, and BDR-to-Sales handoff processes.
• Proven expertise with Salesforce reporting, dashboard development, data analysis, and performance measurement.
• Experience working with sales productivity and prospecting technologies such as Outreach, ZoomInfo, LinkedIn Sales Navigator, Salesloft, or similar platforms.
• Advanced Excel skills and the ability to translate data into actionable business recommendations.
• Strong analytical, problem-solving, and business partnering capabilities.
• Demonstrated ability to build effective cross-functional relationships and influence outcomes.
• Excellent communication, presentation, and stakeholder management skills.
• Ability to thrive in a fast-paced environment while managing multiple priorities.

Nice to have/Preferred Qualifications

• Previous experience in a BDR, SDR, Sales Development, or direct prospecting role.
• Experience supporting global or multi-region sales organizations.
• Experience with BI and visualization tools such as Tableau, Power BI, ThoughtSpot, or similar platforms.
• Familiarity with marketing automation platforms and lead management processes.
• Experience supporting administration, adoption, and enablement of sales productivity and prospecting technologies.
• Demonstrated experience utilizing AI-powered tools, automation, or intelligent workflows to improve sales productivity, operational efficiency, prospecting effectiveness, or business outcomes.
• Experience driving adoption of standardized processes, reporting, governance, and operational best practices across multiple geographies.
• Strong project management skills with a proven track record of leading cross-functional operational initiatives.
• Growth mindset with a passion for continuous improvement and operational excellence.

Why Proofpoint?

• Competitive compensation
• Comprehensive benefits
• Career success on your terms
• Flexible work environment
• Annual wellness and community outreach days
• Always on recognition for your contributions
• Global collaboration and networking opportunities

Proofpoint has been honored with six Best Places to Work Awards in 2024 by workplace culture leader Comparably, including Best Company Career Growth, Best Company Outlook, Best Global Culture, Best Engineering Teams, Best Sales Teams, and Best HR Teams. We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We’re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.

Our Culture

Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone. We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to

Proofpoint is an equal opportunity employer

Proofpoint is an equal opportunity employer, we hire without consideration to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, veteran status or disability.

Proofpoint’s BRAVE Values: At Proofpoint, we are BRAVE in everything we do, and our values aren’t just words—they shape how we work, collaborate, and grow. We seek people who are bold enough to challenge the status quo, responsive in the face of ever-evolving threats, and accountable for delivering real impact. We value those with a visionary mindset who anticipate what’s next and push cybersecurity forward, and we celebrate exceptional execution that ensures we continue to defend data and protect people.

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