Manager, Enterprise Business Development - APJ
The role, in a nutshell:
As the Manager of Business Development, you will lead and mentor a team of BDRs responsible for outbound opportunity generation. Your role involves hiring and onboarding new BDRs, developing and implementing strategies to optimize the BDR team's performance, setting and tracking key performance indicators (KPIs), and ensuring alignment with the company’s overall sales goals. You will provide hands-on coaching and development, drive repeatable progress toward pipeline targets, and foster a collaborative environment to enhance productivity and motivation. In addition, you will work closely with the Senior Manager of Business Development, Marketing leaders, and Sales leaders to refine lead generation tactics, manage pipeline generation, and improve top of funnel conversion rates. Your leadership will be crucial in achieving pipeline targets and driving the overall success of the Business Development function at Chainguard.
What you’ll do:
Continue to build out our growing BDR function, working with recruiting to identify top talent to hire and onboard
Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation
Provide ongoing feedback and coaching in recurring weekly 1:1s to ensure BDR team members develop skills and performance over time
Work closely with the Demand Generation team to provide feedback on MQLs and campaigns
Work closely with the Sales team to improve outbound strategies and qualification processes while also tackling other areas of improvement
Work in collaboration with Marketing/Sales/Product to develop effective messaging to outbound into target accounts and convert interest into qualified pipeline
Work closely with Sales leadership to ensure alignment on your team's strategy and execution on account coverage, target personas, opportunity quality and BDR to AE hand-off
Accurately forecast weekly, monthly, and quarterly attainment
Closely monitor team performance metrics and KPIs with the goal to increase BDR productivity
What we're looking for:
2+ years leading a team of BDRs (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)
Experience with funnel management across multiple channels and focuses
Hands-on enablement experience in onboarding and learning & development
Experience with sales and marketing tools, including CRM platforms, lead generation software, and AI tools
Strong analytical skills and ability to make data-driven decisions
Proven ability to effectively recruit, hire, and train new people
Proven ability to thrive in a fast-paced, unpredictable environment
Aptitude for identifying challenges and developing creative solutions to enhance team efficiency and effectiveness
Located in the APJ region