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commercetools is seeking a Senior Manager, Global Business Development Strategy & Operations to lead and scale the Business Development Representative (BDR) organization across AMER, EMEA, and APAC regions. Reporting directly to the Chief Marketing Officer, you will serve as a functional leader on the Marketing Leadership Team, driving predictable enterprise pipeline growth through global outbound motions, standardized playbooks, and hands-on team leadership.
Key Responsibilities:
- Serve as the global functional lead for business development, partnering with the CMO to align the BDR function with demand generation campaigns, brand initiatives, and corporate pipeline targets.
- Partner with RevOps and Marketing to define, monitor, and optimize global Marketing–BDR SLAs, including funnel velocity, lead scoring models, speed-to-lead benchmarks, and inbound conversion strategies.
- Own global team metrics against weekly discovery and qualified opportunity targets, providing direct, data-driven reporting to executive leadership.
- Manage regional BDR teams and foster high-performance leadership standards across distributed teams.
- Own global team retention strategies, structuring quality-weighted compensation frameworks and clear career pathways.
- Design, implement, and maintain a single global BDR playbook covering inbound and outbound architecture, multi-channel messaging (email, phone, social), and objection handling.
- Partner with the People team to support onboarding and enablement programs globally, incorporating formal certification milestones and structured peer-shadowing.
- Collaborate with RevOps to optimize tool adoption, AI potential, and workflow efficiencies across Salesforce, Clay, Outreach, Gong/Chorus, LinkedIn Sales Navigator, and 6sense/intent data platforms.
The role is in-office, requiring five days per week in either the Boston, MA or London, UK office.
Requirements:
- 5+ years in B2B SaaS sales development
- Proven track record leading distributed BDR/SDR organizations or managing regional team leads/managers across AMER, EMEA, or APAC
- Demonstrated success partnering directly with Marketing Leadership (CMO/VPs) to convert marketing demand into qualified enterprise sales opportunities
- Hands-on mastery of modern sales tech (Salesforce, Outreach/Salesloft, intent data, conversation intelligence) and funnel conversion analytics
- AI Aptitude: genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and implement them in your role
Nice to Have:
- Experience in enterprise eCommerce, headless commerce, composable platforms, or digital experience software
