Summary / Positioning
Pipeline and Business Development is an executive function in B2B SaaS- and one of the three core pillars of GTM (marketing, pipeline, sales) for each of our regions.
You will have a seat at the table as a GTM leader for your region, in conjunction with the sales and marketing leadership team, helping devise and execute pipeline growth strategies in alignment with the Global Vice President of Pipeline & Growth.
Job Description
The Senior Director of Pipeline & Business Development is the GTM leader for pipeline growth within their region. This role is responsible for driving pipeline growth, by directly leading a team of inbound and outbound business development professionals, while helping sales and channel build effective pipeline generating strategies across the region.
In addition the Senior Director of Pipeline & Business Development will lead two global teams: the Digital Support team composed of digital chat agents to help qualify demand generated directly through our webchat experience and our global Account Intelligence & Expansion team, driving deeper persona expansion.
Responsibilities:
- Be the GTM leader for pipeline growth and operate as the subject matter expert for pipeline generation and management across the region.
- Own the Business Development inbound and outbound pipeline and opportunity goals, while driving all prospecting efforts across all sources
- Own the Digital Support and Account Intelligence & Expansion teams to positively impact our global pipeline generation efforts
- Build and execute a full sales funnel for all new business prospecting within the region and pertaining subregions:
- Identify and build out buying journeys, decision making units, ICPs
- Help create a world-class prospecting tech-stack for prospecting in conjunction with Sales Effectiveness team
- Work in hand with the pipeline operations and analytics team for driving data and insights to performance manage across your teams
- Drive world-class account based prospecting methodologies across a buyer-centric framework
- Develop and drive the strategy for all inbound and outbound playbooks for pipeline generation and conversions while inspiring two teams: Sales Development Representatives (inbound and lead driven) and Business Development Managers (outbound and intent signal driven) across multiple markets and industries
- Drive the GTM framework of lead and account qualification
- Work with our Sales Effectiveness team to strategize our lead management platform, sequence strategies and identify new prospecting tools for automation
- Be a leader of leaders - be accountable for managers up to directors, to operationalize your team across the organization
