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Sales Manager, Startups & BDR - EMEA at Ashby. Remote Location: Remote - Europe. About Ashby. We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers achieve hiring excellence.. We raised our Series D in 2025 and are growing at a pace of over 100% YoY.. We have thousands of amazing customers, including cool EMEA logos like Deliveroo, and hundreds of exciting early-stage startups.. We’ve built multiple products that win both land-and-expand deals and material new business.. We’re rapidly moving up-market and displacing incumbents, with no signs of slowing down.. Known for our pace of innovation, we’ve implemented AI throughout the platform to replace highly manual, time-consuming tasks.. We have multiple products with more to come, and our sales process allows us to land-and-expand and win material new business deals. We're just beginning to tap into a large market opportunity, and we're looking for our next dedicated sales leader for our Startups Segment (1-100) in the EMEA region to help us maximise our opportunity with high-growth early-stage companies. This segment is where we first proved our model & it continues to be a key engine of our growth. We’ve onboarded hundreds of the coolest, fastest-growing companies in EMEA here & we’ve only scratched the surface.. Additionally, this role includes a remit for Business Development Representative (BDR) leadership, ensuring a comprehensive approach to driving growth across the region.. We’re running an A/B test with our Sales Manager role to optimise clarity and candidate response. Both postings (Sales Manager, Startups & BDR and Sales Manager, SMB & BDR) feature identical responsibilities, qualifications, and compensation. The only difference is the title. By testing which title resonates more with search, candidate engagement, and application rates, we ensure we're zeroed in on the best fit for each segment, without muddying the waters or causing confusion across two similar listings.. About This Role. We are seeking an experienced SaaS Sales Manager in EMEA to lead our Startup Sales & BDR team. In this role, you will be accountable for the revenue results of the segment, focusing your team’s energy on high-impact activities while partnering with Marketing on pipeline-generating initiatives.. There are three primary responsibilities for this sales leader:. Revenue Ownership. : Be accountable for the segment's revenue, understand its key drivers, and ensure your team is focused on high-impact activities.. Coaching. : Provide consistent coaching to help sales reps achieve their full potential. Identify areas for improvement both at an individual and team level, and help your team grow in their sales careers.. Team Building. : Make high-quality hires that align with market demand. We believe smaller, high-caliber teams can achieve remarkable results, and we expect you to support this vision.. Additionally, the role includes leading our newly established BDR team, ensuring alignment with the broader sales strategy and driving lead generation efforts in the region. We’re particularly excited about this as it gives us a ‘’full’’ talent pipeline & builds a runway for internal BDRs to grow into Startup AEs.. In this role, you’ll report to our EMEA Head of Sales and have a significant impact on defining our go-to-market strategy for the Startups segment. If we’re even moderately successful relative to our ambition, we’ll have an incredible growth story to tell in just a few years!. You Could Be a Great Fit If:. 💰 You’ve managed a team of Account Executives delivering €5M+/yr in ARR at a growth-stage SaaS company.. 🥇 You have a proven track record of hiring and onboarding new sales reps who quickly become top performers and you challenge and support them to continue growing their careers.. 👩‍🏫 You’re a coach at heart and love helping reps improve their skills. You can quickly identify knowledge gaps and deliver empathetic coaching that drives tangible improvement.. 📊 You have a strong understanding of what sales excellence looks like, but you’re also open to learning and experimenting with new ideas.. 🤝 You are comfortable jumping into deals to establish executive relationships with customers without ‘boxing out’ your team.. ⚙️ You have an operational mindset, have identified bottlenecks, and implemented solutions to accelerate deal flow. You work closely with Revenue Ops to continually refine processes and tools.. 🤓 You’re a product and industry expert. You can quickly connect the dots, and customers and your team trust you to provide practical advice and relevant stories.. Bonus Points:. You’ve run sales teams in both sales-led and product-led go-to-market motions.. You’ve built or managed a BDR/SDR team.. You have experience selling platform applications to Talent and/or People leaders.. You Shouldn’t Apply If:. You are a high-performing individual contributor. We’re seeking a leader with experience in people management for this position.. You don’t love coaching. This role is all about supporting and developing early sales career talent.. Our Philosophy. Here are a few key points (relevant to the go-to-market side) that should give you an idea of what it’s like to work with us:. We invest significant time in building best-in-class products because we believe a highly differentiated product is far easier to sell.. We aim to offer deep domain expertise whenever we interact with prospects and customers.. We strongly believe that small, high-performing teams can deliver better results than large teams. We hire and compensate accordingly.. We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful communication internally and with customers.. Interview Process. Our interview process is designed to help you showcase your achievements and learning and apply those in a practical exercise. We’ll provide you with some Ashby-specific data, so you can develop a well-informed perspective on our business and solutions engineering involvement. You’ll have opportunities to ask questions of our team throughout.. The interview process for this role is four rounds in the following order:. Intro Call (30 min). – Meet with Steph (Sales Recruiter) to discuss your fit for the role and address any questions about our market and solution.. Experience Deep Dive (1 hr). – Walk Jack (EMEA Head of Sales) through your career journey to highlight your experience, achievements, and points of learning to understand how you’ve developed into the leader you are today.. Presentation (1 hr). – We’ll give you some Ashby data, and you’ll present your perspective on our business and your approach to sales leadership.. Final Round (2 hrs). – Four interviews with cross-functional team members.. Benefits. A product that our prospects and customers are truly excited about.. Competitive salary, commission, and equity.. 10-year exercise window for stock options.. Unlimited PTO, with four weeks recommended per year.. Generous equipment, software, and office furniture budget.. €100/month education budget with approval for more expensive items like conferences.. If you’re based in EMEA, we offer top-notch health insurance (country-specific) for you and your dependents with premiums fully covered by us, along with additional benefits like parental leave.. We’re in the talent acquisition software business. We run the end-to-end hiring process through our own platform, ensuring a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won’t improve your chances of success—please focus on the quality of your application.. Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.