Manager, Business Development
- Australia
- $119,200-190,700 per year
- Permanent
- Full-time
- Manage, coach, and mentor a team of Business Development Representatives (BDRs) across the APJ region, fostering a growth mindset and a culture of high performance.
- Provide ongoing development plans, regular feedback, role-playing, and 1:1 coaching to support both individual and team career progression.
- Lead consistent enablement sessions to elevate objection handling, discovery techniques, and strategic outreach effectiveness.
- Own the regional pipeline development targets and ensure alignment with quarterly revenue goals.
- Partner with Sales and Marketing to optimize lead flow, qualification criteria, and campaign execution across key markets.
- Leverage data insights to monitor, analyze, and refine prospecting strategies and conversion rates.
- Drive accountability through accurate Salesforce and Outreach tracking, ensuring consistent reporting on pipeline health and team productivity.
- Develop deep understanding of APJ market dynamics, customer personas, and business challenges to guide strategic outreach and competitive positioning.
- Translate product value into business outcomes during prospecting, ensuring a clear connection to customer goals.
- Act as a key voice of the market to help shape messaging, product capability alignment, and go-to-market approaches.
- Experiment with and implement ABM-style tactics and advanced segmentation to improve engagement and conversion.
- Work closely with Field Sales, Marketing, RevOps, and Product teams to ensure cohesion and direction on campaigns, personas, and market penetration strategies.
- Represent BD team insights in APJ strategic planning, providing intelligence to shape organizational growth priorities.
- Foster a collaborative, inclusive, and high-energy team environment centered around shared success, accountability, and continuous improvement.
- Champion process improvements and data hygiene to ensure operational excellence and predictable pipeline output.
- Bachelor's degree in Business, Marketing, Communications, or a related discipline.
- 3+ years of direct experience in a BDR/SDR or SaaS sales environment, including 2+ years in a leadership/managerial capacity.
- Proven success in pipeline creation, team development, and hitting pipeline or revenue targets in a high-growth SaaS environment.
- Strong experience with tools including Salesforce, Outreach, 6sense, and other sales enablement platforms (e.g., SalesLoft, LinkedIn Sales Navigator).
- Demonstrated ability to coach and mentor team members to exceed performance targets and develop their sales careers.
- Excellent analytical and decision-making skills with the ability to glean insights from data and pipeline trends.
- Strong communication, organization, and time management skills with the ability to influence cross-functional stakeholders.
- Fluent in English; proficiency in additional APJ regional languages is a plus.
- Passion for innovation, business, leadership, and customer success.
- Opportunity to lead and shape a world-class Business Development function in one of the region's fastest-growing global SaaS providers.
- Hands-on experience partnering directly with sales and marketing leaders in a collaborative, performance-oriented culture.
- Accelerated career path into senior sales leadership or operational strategy roles within a high-growth organization.
- Ready to lead, coach, and innovate where it matters most? Join Cornerstone and be a part of building the future of work.