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The Role

The Director of Business Development leads a team of US and UK-based Business Development Representatives (BDRs) and managers. This role requires a metrics-driven leader and coach, with experience in building B2B SaaS inside sales teams, implementing best practices, and driving performance with high expectations for execution and results.

Knowledge, Skills, and Abilities

Primary Responsibilities

• Lead and manage a team of 13-15 Business Development Representatives (BDRs) and 2 managers in the US and UK
• Generate high volume of new leads for primarily >$1B global companies, hitting targets to build pipeline for 12-18 month sales cycles
• Strong implementation, adherence to, and optimization of best practices including but not limited to: list building and segmentation, hitting targets, forecasting call and lead volume needed hit goals, motivating team to hit call, activity and appointment goals, monitoring lead quality and conversion to pipeline and revenue, building optimal messaging/scripts/emails and sequences, defining and maintaining clear dashboards and reporting
• Achieve weekly, monthly, and quarterly bookings targets, pipeline development targets, and other KPIs
• Work strategically and collaboratively with sales teams to quickly address problem areas to ensure quotas are met
• Manage BDR team hiring, onboarding, structure, process, performance management, and rewards
• Monitor and report team and individual performance, fostering a high-performing and positive team environment

Team Building and Management

• Establish and implement strong structures and processes based on experience and best practices for efficient and effective BDR operations
• Manage global team members, including UK-based team
• Build and manage BDR compensation plans that balance volume, quality, and conversion
• Evaluate, optimize, and standardize end-to-end BDR operations to ensure maximum effectiveness across training/onboarding, target lists, scripts/messaging, campaign strategy, activity types and volume, metrics captured and reported, outreach strategies, tool use, and more

Drive Results

• Accountable for pipeline generation with weekly, monthly, and quarterly targets, monitoring and reporting on performance regularly – including past results and forecasting future performance
• Stay ahead of potential pipeline generation overages or shortfalls due to seasonality, team changes, compelling events, etc and put proactive measures in place and communicate status and implement timely corrective actions
• Drive inbound and outbound results, measuring and partnering with demand generation team to optimize end-to-end efforts and outputs
• Maintain data-based perspective when analyzing and addressing challenges and recognizing wins

Cross-Functional Collaboration

• Partner with sales team on territory alignment, target lists, KPIs, and attainment strategies
• Work with sales, marketing, and product marketing on key initiatives such as incorporating new messaging into call scripts, training the BDR team on new launches, etc.

Technology

• Utilize tools including to support team management, optimize outreach, and achieve goals
• Negotiate technology contracts and pricing, working with legal on owned tech stack