Manager - Business Development Representative (BDR/SDR) APJ

SUMMARY  

We are seeking an experienced and motivated BDR Manager to join our growing team across the APJ region.  In this role, you will be responsible for overseeing a team of high-producing BDRs to build a qualified pipeline of potential customers.  You will lead by example and carry an individual quota whilst managing day to day team operations, analytics, and strategy.  The ideal candidate is a builder.  We are looking for an individual who is excited about growing a team from the ground up as we venture into emerging markets (India, Japan, Singapore). 

 
WHAT YOU'LL DO 

• As BDR Manager, you will own the hiring and development of a team of highly motivated BDRs to build a qualified pipeline of potential customers and to help scale our APJ markets. This includes managing day to day operations, analytics, and strategy

• Coach, train, and develop reps on inbound and outbound strategies and techniques 

• Work together with Country Manager and 1st and 2nd line sales leadership on pipeline development in their territories 

• Partner with cross-functional teams, including field enablement, marketing, and revenue operations to ensure alignment and collaboration on sales initiatives and processes 

• Analyze quarterly targets and forecast pipeline creation by demonstrating in-depth knowledge of BDR motions and conversion metrics 

• Cover unassigned accounts as a player/coach whilst hiring, onboarding, and ramping new team members 

• Collaborate with BDR leadership on sales territories, quotas, and goals, ensuring alignment with overall business objectives and global expansion 

• Foster a people-first culture in your approach to leading your team and working with your stakeholders and customers 

 
WHAT YOU'LL BRING 

• Proven experience leading and scaling BDR teams across multiple countries and regions, with a strong understanding of the cultural, market, and operational nuances within APJ.
• Demonstrated ability to adapt hiring, coaching, and go-to-market strategies to different APJ markets to drive consistent performance and pipeline generation.
• Minimum 2 years in a people manager role managing BDR reps for a SaaS/B2B company 

• At least 5 years of demonstrated success calling into, or selling to, IT or security organizations of all sizes (SMB, enterprise, named accounts) 

• Consistent track record of hitting and exceeding a sales target 

• Passionate about, and experienced with, hiring and growing a talented team 

• Excited by the ‘hunt’ of building pipeline and utilizing that excitement to inspire your team 

• A collaborative team player 

• Excellent leadership, interpersonal, communication, and conflict resolution skills 

• Experience with Salesforce CRM system a must 

• Experience with ZoomInfo and Outreach or similar platforms 

• Experience with marketing programs and methodologies 

• Cybersecurity expertise preferred 

• Experience across certain geographic regions with APJ territory 

• Understanding of MEDDPICC sales strategy process preferred