BDR Team Manager - Nordics

IFS seeks a BDR Team Manager to lead, grow, and elevate a high-performing Business Development Representative (BDR) team for the Nordics Market Unit. You will own the recruitment, onboarding, enablement, coaching, and career progression of BDRs within our Talent Program, building a consistent, quality pipeline into targeted industries and ensuring tight alignment with Sales and Marketing.

Tasks include but are not limited to:

Team management & People Development

• Hire BDRs continuously through our Talent Program; plan capacity, language coverage, and succession for the Nordics.
• Build clear development plans and coach BDRs toward their next role in the sales organization (e.g.DSE, Sales Reps), with defined milestones, skills, and certification paths.
• Foster a high-energy, outcome-driven culture anchored in curiosity, grit, and collaboration.

Onboarding & Enablement

• Design and run an onboarding experience that equips BDRs to execute the role confidently: industry and GTM understanding, value messaging, call frameworks, objection handling, and meeting setting.
• Teach demand-creation fundamentals (outbound motion, multi-threading, sequencing, channel mix) and prospecting excellence (calls, emails, social, events).
• Ensure CRM hygiene and rigor in qualification notes and handoff quality.

Demand Creation & Pipeline Quality

• Own the creation of a quality pipeline across our targeted industries in the Nordics; partner with Field Sales and Industry Marketing on campaigns, target lists, and narratives.
• Govern pipeline standards and acceptance criteria so Sales receives buyer-ready opportunities.
• Monitor signals and refine behaviors to improve conversion rates from first conversation to meeting, and meeting to qualified opportunity.

Operations, Analytics & Process Excellence

• Define activity and outcome targets; track leading and lagging indicators; publish weekly/monthly performance insights.
• Continuously refine playbooks, sequences, talk tracks, and data standards; close gaps with training and coaching.
• Partner with Commercial Director, Sales Leaders, and Marketing to synchronize calendars, events, and campaigns; represent the BDR function in Nordics operating rhythm.

Key Outcomes & KPIs

• Pipeline: Qualified pipeline generated for priority industries (coverage, quality score, acceptance rate).
• Conversion: Conversation→Meeting, Meeting→SQL, SQL→Opportunity conversion; time-to-first meeting.
• Quality & Governance: Qualification note completeness; handoff rejection rate; CRM data accuracy.
• Productivity: Ramp time to productivity; quota attainment per BDR; sequence adherence.
• Talent: Time-to-fill; new-hire ramp; promotion rates to sales roles; skill certifications completed.
• Collaboration: Campaign alignment and sourced pipeline with Marketing; feedback loop to industry teams.