Manager, Business Development

UK London

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Sales Development

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20 Mar 2026

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R-0004588

We’re reinventing payments.
In less than four years, Dojo disrupted the market to become the largest and most loved acquirer in the UK. Our payments infrastructure, purpose-built for in-person commerce, is game changing.

Now, over 150,000 customers across four countries choose to transact billions with us every year.
But we’re just getting started.

Our people are the driving force behind our success. They are our greatest investment and our ultimate competitive advantage. We hire exceptional people and give them the autonomy, trust, and ownership to thrive. The results take care of themselves.

 

The Role...

We are looking for a strategic and high-energy BDR Manager to lead and scale our newly formed Business Development team. As the leader of this team, you won’t just be managing a headcount; you will be the architect of our outbound engine.

You will be responsible for leading a team of BDRs initially focused on the mid-market segment, ensuring they have the coaching, tools, and strategy needed to drive high-quality pipeline. This is a pivotal leadership hire that will sit at the intersection of Sales and Marketing, to fuel Dojo’s next phase of revenue growth, reporting to the Head of Sales.

What You’ll Do...
  • Build & Scale: Architect and scale our BDR function from an initial small team. You will recruit, onboard, train, and develop a high-performing team of BDRs, fostering a culture of high activity, resilience, and continuous improvement.
  • Strategy, Process, & Revenue Intelligence: Partner with RevOps and Marketing to design our overarching outbound strategy and optimize our systems and workflows. You will own the strategic direction of outreach, ensuring the proper management and execution against the Target Account List (TALs). Leverage revenue intelligence and data analytics to identify winning strategies, refine multi-channel outreach playbooks, and ensure consistent, high-impact objection-handling and playbook adoption across the team.
  • Execution & Feedback Loop: Own the daily execution of our multi-channel outbound playbooks. You will monitor "playbook-to-reality" alignment, providing the "boots on the ground" feedback needed to iterate on our messaging and strategy."
  • Performance Management: Own the team’s quota. Track, analyse, and report on KPIs, ensuring sales-qualified leads convert into meaningful revenue opportunities.
  • Cross-Functional Alignment: Act as the bridge between the BDR unit and Account Executives to ensure seamless lead handoffs and feedback loops on lead quality.
  • Coaching & Development: Drive the continuous improvement and professional development of the BDR team through regular 1:1 coaching and skill-sharpening sessions focused on discovery and objection-handling. Establish clear career pathing and development milestones to successfully promote top-performing BDRs into future leadership or Account Executive roles within Dojo.
What You’ll Bring...
  • Leadership Experience: 1–3+ years of experience managing BDR/SDR teams, ideally within the payments, fintech, or SaaS sectors.
  • Proven Track Record: A history of consistently exceeding targets, both as an individual contributor and as a leader of outbound teams.
  • Data-Driven Mindset: Define outreach strategy and priorities, with the ability to leverage data to identify bottlenecks in the funnel and make autonomous decisions to fix them.
  • The 'Founding' Spirit: You possess the unique ability to both architect and execute. Comfortable with ambiguity, you are passionate about building processes from scratch while seamlessly transitioning into operational excellence, adapting your mode to the immediate needs of a fast-paced, evolving environment.
  • Coaching Excellence: A genuine passion for development—you take pride in "leveling up" your reps and watching them hit their stride.
  • Tech Savvy: Proficiency with Salesforce and modern sales engagement platforms (e.g., Gong, Salesloft, Outreach, or similar).
Preferred Experience
  • Experience scaling a BDR function within a UK or EMEA-based high-growth scale-up.
  • Expertise in mid-market sales cycles and complex decision units.
  • Familiarity with modern sales frameworks such as MEDDIC, BANT, or SPICED.
  • Direct experience in the hospitality or retail payments landscape.
  • Experience using Gong or similar outreach/cadence software. 

Dojo home and away

We believe our best work happens when we collaborate in-person. These “together days” foster communication, drive innovation and spark our brightest ideas.

That's why we have an office-first culture. This means working from the office 4+ days per week.

With offices across Europe, we know a thing or two about staying dynamic. Need deep focus? Head to a quiet zone. Big ideas? Collaboration spaces have you covered. Just here for a catch-up? Our social hubs make it easy. Do work that counts, in spaces made for you.


Question: what’s curious, relentless, and customer obsessed?

If you’re keen to know the answer, you’re a third of the way to meeting our Dojo values.

If the following speak to you, let’s talk:

  • You’re curious. You have a real desire to learn and create.
  • You’re relentless. You keep going even when it’s easier not to. 
  • You’re customer-obsessed. You know how important customers are to what you do. 

 

Diversity, equity, and inclusion at Dojo

From local bakeries to well-known eateries, Dojo payments serve over 150,000 places across the UK. 

And something that’s fundamental to creating relevant, innovative products at Dojo is to build teams to reflect the diversity of the businesses we serve.

Our drive to improve diversity, equity, and inclusion is closely linked to helping employees thrive and innovating for better customer experiences.

If you care about your work, you’re curious, and you think customer-first, you have a place at Dojo.

To make sure you’re the best you can be throughout the recruitment process, let us know if you need any extra adjustments to help you thrive. 

 

Visit dojo.careers to find out more about our benefits and what it’s like to work at Dojo, or check out our LinkedIn and Instagram pages. 

#LI-Hybrid

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Dojo is a trading name of Paymentsense Limited. Copyright ©2026 Paymentsense Limited. All rights reserved. Paymentsense Limited is authorised and regulated by the Financial Conduct Authority (FCA FRN 738728) and under the Electronic Money Regulations 2011 (FCA FRN 900925) for the issuing of electronic money and provision of payment services.