Partner Sales Development Rep. (EMEA)

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Kollective Technology, Inc. is a leading SaaS network infrastructure company delivering enterprise-grade observability, analysis, and optimization solutions. The Kollective platform empowers Fortune 500 and global enterprises to improve performance, scale collaboration, and reduce operational friction across tools like Microsoft Teams, Cisco Webex, Vimeo, and Kaltura.  

Trusted by top global brands, Kollective provides actionable insight into user experience and network performance across their collaboration and video environments - helping organisations proactively identify issues, optimise digital experiences, and operate more efficiently at scale.

Reporting & Location: 

• Reports to: Managing Director, EMEA  
• Supported by: Global Head of Channel & Alliances Office  
• Base: London (proximity to London preferred for weekly office presence)  
• Territory: EMEA  
• Work Distribution:  
• 60-70% at partner locations (2-3 days per week)  
• 20% Kollective London office (team alignment and planning)  
• 10-20% remote (administration and reporting) 

The Role  

We're creating a pioneering Partner Sales Development Representative position - a commercial, field-based role that generates revenue through our partner ecosystem rather than direct prospecting. You'll be physically embedded within our strategic partners' offices 2-3 days per week, acting as an SDR who sources opportunities through partners rather than cold calling. Think of it as inside sales, but inside our partners' offices. 

 Partner Ecosystem Includes: Our EMEA partner network spans multiple categories including telcos like Orange Business, systems integrators like Computacenter, leading MSPs, and technology partners including Splunk and Microsoft. You'll work across this diverse ecosystem, adapting your approach from enterprise telco teams to MSP solution architects to technology alliance partners.  

This is a pure revenue-generating role where you identify and develop opportunities through partners, which our sales team then closes. Your success is measured purely on net new customer revenue booked through the partners you activate, with an annual target of £2 million. 

Core Responsibilities  

Field-Based Sales Development (60-70%)  

• Maintain regular physical presence at strategic partner locations across EMEA  
• Act as an embedded SDR within partner sales teams 
•  Identify and qualify opportunities through partner conversations  
• Generate pipeline through partner relationships rather than cold outreach  
• Build a sustainable rhythm of partner-sourced opportunities  

Revenue Generation Through Partners  

• Identify observability gaps and Teams performance issues within partner accounts 
• Qualify opportunities to sales-ready status before handoff  
• Ensure smooth transition of partner-sourced deals to Kollective sales team  
• Monitor opportunity progression through to closure  
• Maintain deal registration discipline for accurate revenue attribution  
• Focus exclusively on net new customer acquisition through partners  
• Drive towards £2 million annual bookings target  

Partner Sales Enablement  

• Enable partner reps to identify Kollective opportunities independently  
• Provide real-time sales support during partner customer engagements  
• Translate observability metrics into business outcomes for partner teams  
• Share success stories and talk tracks that drive pipeline  
• Support partners in positioning Kollective within their solution stack  

Performance Tracking & Reporting  

• Maintain accurate CRM records of all partner interactions and opportunities  
• Track partner-sourced net new revenue against targets  
• Provide weekly updates to MD EMEA on pipeline and bookings  
• Monitor and report on conversion rates by partner category  
• Report activity metrics consistent with SDR function

Travel Requirements  

• Regional: 60-70% within UK and Ireland  
• European: Monthly travel to key partners in France, Germany, Netherlands, Nordics 
• Global: Annual sales kickoff and partner summit in the US  
• Travel Support: Expenses covered as required 

Required Qualifications  

• 3-5 years experience in sales development, inside sales, or field sales roles  
• Background with observability platforms (Splunk, Datadog, New Relic, AppDynamics, or similar)  
• Proven track record of pipeline generation and revenue contribution  
• Strong understanding of enterprise IT monitoring and digital experience management 
• Professional-level English (written and verbal) essential for enterprise engagement  
• Full UK driving licence and flexibility for European travel  
• Right to work in the UK without sponsorship  
• Proximity to London for regular office presence  

Preferred Qualifications  

• SDR/BDR experience in enterprise software or SaaS  
• Direct experience selling or supporting observability/monitoring solutions  
• French language skills (conversational or business level) given our key partnerships 
• Additional European languages (German, Dutch, Spanish) advantageous  
• Existing relationships within European telcos, SIs, or MSPs  
• Deep knowledge of Microsoft 365 ecosystem and Teams architecture  
• Understanding of eCDN, network optimisation, and collaboration technologies  
• Track record of exceeding sales development target

Why Join Us: 

We welcome applications from all qualified individuals and are committed to creating an inclusive workplace. Applicants must be eligible to work in the UK.