Manager, Business Development (Senior)

This leadership role is critical to coach and manage BDR teams in SENA and India market.

· Lead a team of Business Development Representatives across SENAand India territories

· Hire, ramp up and continuously grow talent and sales readiness. We build pipeline by growing our people. Provide a positive and constructive talent development structure to the Team – deliver feedback on the spot, offer a defined and consistent 1:1 structure and personal development check-ins

· Own Go-To-Market execution through inbound lead qualification and outbound prospecting

· Hands on coaching and shadowing on advanced prospecting methodology, including multi-channel, prospecting sequence, account mapping & inbound lead management

· Advanced understanding of the marketing vehicles and tactics that contribute to build a pipeline that moves, up to the won stage

· Key contributor in elevating best practices at a global level – leading cross regional initiatives as well as BDR led programs. Ability to operationalize, roll out and measure/track results in a matrix organization

· Key stakeholder in the BDR/Sales/Marketing alignment – own consistent communication & reporting cadence

· Advanced use of the prospecting technology stack is a must. Comfortable in leveraging prospecting data as leading indicators of the Rep performance and effectiveness

· Demand Funnel Ambassador: understands each stage of the funnel, the connection to profitability and economic thinking (review regularly with direct reports), The demand funnel is at the core of the communication with internal stakeholders (Field & Marketing)

· Talent retention & Development: Continued focus on developing career path options and adhering to internal best practices to allow teams to self-actualize in this role & beyond

· Coach: Focus on developing individual growth by analyzing skills strength and weaknesses, Managing: Weekly reporting / visibility into KPI attainment and effectiveness by individual

· Communication: owns communication with internal stakeholders, highlighting team's work on regular basis; Drive collaboration within and outside of the team

· Collaboration: Engaging the Wheel, Work with global BDR org, Strengthen BDR and AE relationships, consistent feedback loop

· Demand Funnel Ambassador: Advanced knowledge and team execution on advanced prospecting and Business Development pillars, Driving toward Demand Gen Targets, Achieve pipeline and revenue targets

· Talent retention & Development: Monitor attrition, develop backfill plans, adopt a PBM mindset when hiring, consistent recruiting/ onboarding

· Coach: Leverage tech stack and internal resources, maintain blueprint conversations, help team achieve their quota, grow leadership pipeline

· Communication: Touching base with Sales directors, monthly demand gen reviews, weekly meetings with marketing, Updates to senior leadership, celebrating success

· Collaboration: Identifies eco system based on territory or focus industry. Knows who is the best resource to help and how to leverage and improve existing resources. Takes an active approach to collaboration, does not wait to be asked. Proactively shares knowledge