Global Sr. Director of Business Development

Global Sr. Director of Business Development 

----------------------------------------------------------------------------------------------------------------------------------------------------------

Location: In-office 

• Silicon Slopes (Lehi, Utah)

The Global Sr. Director, Business Development is responsible for hiring, onboarding, training, and leading a team of Business Development Managers (BDM) and Business Development Representatives (BDR) who are tasked with outbound sales prospecting and inbound lead qualification. This leader will motivate and inspire a global team to achieve individual, team, and organizational pipeline quotas. The primary responsibility of this role is to drive net new pipeline through strategy development, team alignment, and tactical execution–ensuring BDRs are continuously improving and growing in terms of messaging, skills, responses, and activities.
The Global Sr. Director, Business Development has direct management responsibility for the entire sales development organization across our global offices and will report to the CMO. In addition, this role will be tasked with building out the new office in the heart of Silicon Slopes which will house a team of BDRs. The success metrics for this role are: 1) BDR team pipeline attainment, 2) closed-won revenue.
Duties and Responsibilities:

• Help establish new office in Utah (expectation of five days in-office) 
• Identify, recruit, interview, and hire business development talent globally
• Manage team of BDMs and BDRs, including responsibility for performance management, comp plans, enablement, and skills upleveling
• Achieve team-based quotas for pipeline generation across industry and market segments by fostering a collaborative and results-oriented work environment
• Drive a high-performance culture to source, qualify, and deliver pipeline opportunities to Sales as efficiently as possible
• Drive rigorous execution and oversight, ensuring the team achieves pipeline attainment goals, consistent results, and activity metrics such as meetings set, # of calls and connections per day, personalization rate, and contacts added
• Work cross-functionally with Marketing and Sales to develop operational strategies and execution plans for new market segments, geographies, and products
• Provide clear, consistent training on Glia’s value proposition, best practices for qualifying inbound leads, outbound prospecting, and converting top-of-funnel interest to pipeline
• Develop strong working relationships with Sales leadership to build joint selling plans and account strategies
• Leverage the BDR technology stack (SalesLoft, DiscoverOrg, LeadIQ, etc.) in partnership with Revenue Operations to ensure optimized performance
• Provide reporting and analysis on team performance as well as predictive analytics and forecasting to future results based on current performance and historical trends
• Frequent travel to Estonia to support Estonian-based BDMs and BDRs

Qualifications:

• 5+ years of proven success in business development leadership and sales management
• Deep experience hiring, coaching, training, and retaining top talent with a fast-paced, high-growth organization
• Significant experience leading a team of managers
• Saas experience preferred
• Financial services industry experience preferred
• Experience with sales CRM systems (e.g., Salesforce) required
• Experience with sales development systems (e.g., Salesloft, Outreach, Yesware) required
• A data-driven approach to problem-solving and decision making
• Proven desire to tackle challenging and diverse tasks
• Strong organizational skills, work ethic and attention to detail, superior professionalism, resourcefulness, and judgment
• Bachelor’s degree or above required