Director, Business Development - APJ

About the role

Denodo, a data management platform, is looking for a Director, Business Development - APJ to lead regional business development execution, strengthen pipeline generation and develop its Business Development Representative (BDR) organization. The role works closely with the APJ sales leadership team, Regional Vice Presidents, Marketing, Partnerships and Sales Operations, and suits an experienced Senior BDR/SDR Manager or regional sales development leader ready to move into a Director-level position.

Key responsibilities

• Translate APJ business and revenue priorities into BDR plans, partner with RVPs and set operating cadences for planning, reviews and pipeline inspection
• Lead, coach and develop the APJ BDR team through call reviews, role plays and development plans, and recruit, onboard and retain talent
• Own regional pipeline targets, set qualification and attribution standards, monitor activity and conversion, and maintain reliable forecasts
• Drive adoption of Denodo's messaging and sales methodologies, including new AI-related messaging and tools, with Sales Enablement and Product Marketing
• Improve prospecting, account prioritization, sequencing, qualification and handoff processes, and work with Revenue Operations on reliable Salesforce data and reporting

Required profile

• Significant experience in BDR, SDR or sales development within enterprise technology, SaaS or B2B software
• Demonstrated experience leading, coaching and developing BDR/SDR teams and improving pipeline generation and opportunity quality
• Experience partnering with senior sales leaders, RVPs or Sales Directors
• Desirable: experience leading BDR/SDR teams across APJ or other multi-country regions, and experience in data management, data integration, analytics or cloud infrastructure

Required skills

• Frontline coaching, including call coaching, role plays and performance management
• Enterprise prospecting, account-based engagement, qualification and pipeline management
• Data-driven performance management and forecasting
• Strong communication, presentation and stakeholder-management skills
• Desirable: familiarity with Success Selling, AI-enabled sales tools, Salesforce and sales engagement platforms