Director of Sales Development
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Monthly Salary:
Posted on:
17-10-2025
Vacancies:
1 Vacancy
Job Summary
Company: Checkmk
Role: Director of Sales Development (EMEA)
Location: Munich (Hybrid minimum 3 days per week onsite)
Language: German & English
Industry: B2B SaaS / IT Monitoring
Product: Checkmk IT infrastructure and application monitoring platform
Team setup
- HQ in Munich with Sales & Marketing EMEA
- 6 SDRs: 3 DACH and 3 EMEA
- SDR & AE teams both have team leads
- North American sales office in Atlanta
Role overview
Checkmk is hiring a Director of Sales Development to lead and scale the EMEA SDR organization balancing inbound excellence with the creation of a scalable outbound motion.
Youll own both strategy and execution refining the inbound flywheel with Marketing and AE leadership while building outbound from the ground up.
Key focus areas:
- Build a predictable structured outbound motion (currently underdeveloped)
- Optimize inbound performance in EMEA to match DACH
- Align Sales Marketing and AEs on lead flow and qualification
- Shape processes toolstack cadences and campaign playbooks
- Develop and mentor SDR leadership; grow the team across regions
- Combine strategic planning and operational leadership
Target segments:
Low-end Large Enterprise (ACV 3080k) IT buyer persona in DACH & EMEA
SDR organization
- Current split: 95% inbound (organic paid and open-source)
- 1/3 of leads come from open-source adoption
- Limited calling today; focus mainly on inbound qualification
- Going forward: 2 of 6 SDRs to focus on outbound potential to hire or rebalance team
- Flexibility to decide org structure (separate inbound/outbound or hybrid model)
- Methodology: MEDDIC / MEDDPICC to be formalized under VP Sales
Unique selling points (USPs)
- Strong PLG foundation large open-source user base drives pipeline
- Modern hybrid monitoring solution (on-prem cloud)
- Competes against legacy on-prem players: PRTG Zabbix Nagios Centron OP5 BMI Microsoft SCOM
- Different from RMM tools like TeamViewer or NinjaOne Checkmk focuses purely on monitoring not device management
- Security advantage: no remote access or patching capabilities; fully compliant for segregated networks
- Extensible platform supports thousands of devices easy to build new agents
- Autonomy to build and lead outbound strategy from scratch
- Munich HQ with strong engineering and product DNA
Growth perspective
- Short term: Build and stabilize outbound while improving EMEA inbound flow
- Mid term: Scale SDR operations and integrate outbound strategy across geographies
- Long term: Transition into strategic GTM leadership owning full pipeline generation across regions
- Reports directly to Richard Rinkenburger (VP Sales EMEA)
- Natural career path into Sales Director EMEA as Checkmk grows
Must haves
- 56 years B2B SaaS experience including 34 years in SDR/BDR leadership
- Proven success building or transforming outbound teams
- Strong grasp of inbound/PLG motions
- CRM & data-driven mindset (Salesforce HubSpot Gong etc.)
- Fluent in German and English
Nice to haves
- Experience selling complex software to IT departments
- Familiarity with monitoring infrastructure or DevOps software
- Background in companies with hybrid go-to-market models (PLG outbound)
- Additional European languages (French Spanish Italian) are a plus
Salary range & benefits
- Base: 100K 150K
- Variable: 30% (up to 200K OTE)
- Hybrid working: 3 days per week in Munich HQ
- Full-time permanent position
Hiring process
4-Step Process
- Intro Call (30 min) with Richard (fit motivation initial alignment)
- Deep Dive Interview (45 min) with Richard (sales metrics outbound experience strategy)
- Case Study & Presentation (in-person 2 hrs) 30/60/90-day plan for building an outbound motion
- Culture Fit (same day) informal lunch or discussion with peers and team members
Logistics:
- Candidate introductions first discussed shared with Lars. If approved intro to Slack and into ats email.
- Video: Experience:
Director
Key Skills
- Crisis Management
- Marketing
- Public Relations
- Fundraising
- Media Relations
- Constant Contact
- Strategic Planning
- Social Media Management
- Team Management
- Public Speaking
- Wordpress
- Writing Skills
About Company
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