Director of Sales Development

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.

You’ll 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

• 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.

Employment Type

Employment Type : Full Time