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About the Role
ADR Manager, Enterprise Sales Development - EMEA
We are looking for an ADR Leader to build and lead our EMEA Account Development Representative team from our central London office (walking distance from Bank Station and London Bridge). This hybrid role offers the best of both worlds: the energy of in-person collaboration 2–3 days a week, combined with the flexibility of remote work.
As ADR Leader, you won't just manage a team - you'll be entrusted with something bigger. Our EMEA SDR leadership team are the market makers and drivers of growth at Kong. We don't just build pipeline; we define the blueprint for ADR excellence, shaping the next generation of top sales talent and driving winning outcomes for the business.
You'll show up with integrity, energy, and purpose and you'll build a team that does the same!
Kong is The AI Connectivity Company. Our platform sits at the center of how enterprises manage APIs, AI agents, and the infrastructure connecting them — and we're scaling fast. The ADR function is the front line of that growth. Accounts you open today are the expansion stories of tomorrow, and the team you build here will be a meaningful part of how Kong writes its next chapter on the path to IPO.
What You'll Do
- Lead & Inspire: Build a culture that is high-performing and deeply human. ADRs on your team should be motivated, supported in their growth, and clear on what great looks like every day.
- Hire & Plan for Talent: Own the talent pipeline end-to-end. Align with Recruiting on headcount and profiles, anticipate gaps before they land, and source proactively.
- Ramp & Enable: Get new hires to productivity fast. Support the enablement team with running structured bootcamps, build individual development plans, and coach to certification. Every new hire should feel like they joined a team with a plan.
- Coach for Excellence: Deliver regular call reviews, structured 1-1s, and AE-readiness programs. Coach to Attitude, Process, and Results — and know which leg of the stool is wobbling before the rep does.
- Drive Pipeline: Own your team's contribution to EMEA pipeline targets with the forecasting discipline and visibility that Regional Directors can actually bet on.
- GTM Ecosystem Alignment: Partner closely with Regional Directors, Marketing, RevOps, Partners, and Enablement. You're not managing in a silo, you're a connector as much as your reps are.
- Data-Driven Leadership: Track KPIs, analyse team performance, and drive process improvements that maximise efficiency and results.
- Champion Tools & Process: Drive effective use of Salesforce, Outreach, LinkedIn Sales Navigator, and other prospecting tools across the team.
What You’ll Bring
- 5 years of management experience leading SDR, ADR, or BDR teams in a tech or SaaS environment.
- Proven success building and scaling high-performance outbound teams, particularly in an enterprise context.
- Strong background in coaching, enablement, and AE readiness. You think about career paths the same way you think about quota attainment, proactively.
- A clear point of view on what good enterprise outbound looks like, and the competence to build it.
- Experience at a playbook-driven, process-oriented organisation is highly valuable.
- Prior AE experience is a big plus.
- The ability to build accurate forecasts that people actually trust and deliver the number with enough visibility that there are no surprises.
- Versatility across people leadership, cross-functional collaboration, and pipeline management.
- Fluent in English; German and Arabic is highly beneficial but not required.
- Genuine drive to operate in a fast-paced, scale-up environment on the path to IPO.
- At or entering the Senior Manager stage of your ADR Leadership journey with the ability to run your business mostly independently.
