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Checkout.com is a global fintech payments platform powering over 10 billion transactions yearly for companies like eBay, Spotify, Klarna, Uber, and Sony. With 20 offices across six continents and London as headquarters, the company is shaping the future of digital payments.
As BDR Academy Lead, you will own the design, delivery, and continuous improvement of Checkout.com's global Revenue Academy. This role is central to developing Business Development Representatives (BDRs) into high-performing commercial professionals. You will create a structured, measurable development journey that builds deep product knowledge, masters prospecting skills, and applies the company's proprietary Sales Methodology. Your work directly impacts pipeline quality and prepares BDRs for progression into future commercial roles.
The Academy serves two distinct sales motions: Mid-Tier and Enterprise, requiring tailored yet globally consistent curricula.
KEY RESPONSIBILITIES:
1. Own the BDR Academy end-to-end: Partner with BDR and Commercial leadership to establish the Academy's operating model, annual roadmap, governance, and continuous improvement cycle. Manage the complete learner journey from onboarding to graduation, including cohort planning, communications, milestones, and learner support. Build and maintain a unified global curriculum with clear applications for both sales motions, balancing consistency with regional adaptations. Translate field needs into learning outcomes, facilitator guides, practical exercises, and reusable assets. Coordinate cohort intake and operational readiness across regional BDR leaders, Sales, People, and Talent Acquisition teams. Deliver learning through a blend of e-learning, virtual sessions, and in-person training.
2. Drive capability and field application: Facilitate engaging blended learning programs including live workshops, practice simulations, call reviews, coaching sessions, and on-the-job application. Earn internal Train-the-Trainer certification for the proprietary Sales Methodology. Build BDR expertise across payments, products, discovery and qualification, account research, stakeholder mapping, outreach strategies, and commercial tools (including approved AI tools). Partner with managers to connect training to live BDR workflows, reinforce positive behaviors, and identify capability gaps early. Act as an AI champion, supporting managers in embedding approved AI tools into BDR routines.
3. Maintain standards, certification, and progression: Define competency standards, rubric-based assessments, and clear certification requirements for the BDR pathway. Lead evidence-based milestone reviews at key stages (onboarding, probation, progression gates). Track completion rates, assessment results, and revenue impact; provide transparent data to inform progression decisions. Prepare BDRs for future commercial roles while managing clear performance-based expectations.
4. Measure impact and collaborate globally: Track an Academy Scorecard covering onboarding speed, certification rates, pipeline contribution quality, and learner/manager feedback. Analyze cohort performance by region and stage to resolve bottlenecks and optimize delivery. Collaborate with regional teams to ensure local market relevance without compromising global standards.
SUCCESS METRICS: Clear, structured learning pathways tailored to market motion; coaching and training that directly translate into improved prospecting and pipeline generation; timely, objective progression decisions grounded in competency evidence; clear, data-backed insights on cohort health and revenue contribution; seamless global scaling without loss of quality or accountability.
REQUIREMENTS:
Essential:
- Direct experience in BDR/SDR roles, BDR leadership, Revenue/Sales Enablement, or sales performance program management
- Proven track record of designing, running, or scaling structured sales onboarding or development programs with clear milestones
- Strong expertise in adult learning principles, workshop facilitation, and translating strategic concepts into practical, engaging training
- Confidence collaborating with, influencing, and guiding frontline managers and senior commercial leaders
- Data-driven mindset with experience using performance metrics and feedback to evaluate programs and drive continuous improvement
- Comfort using modern sales engagement platforms, learning technology, and approved AI tools
- Collaborative yet assertive leadership approach—able to operate independently, take full ownership, and advocate for high standards
Preferred:
- Experience in payments, fintech, SaaS, or complex B2B technology sectors
- Familiarity with Salesforce, Learning Management Systems (LMS), and sales engagement tools
- Experience building or administering skills assessments, certification programs, or analytics dashboards
- Fluency in additional languages relevant to Checkout.com's key global markets
The role offers a hybrid working model with three days per week in the office to support collaboration and connection.
