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
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