Manager, Business Development

GTM - Marketing Singapore, Singapore


Description

 

Job Summary

The Manager of Business Development will oversee all activities of an internal team of BlackLine’s Business Development Reps, specifically supporting the Inbound BDR team. This consists of managing inbound prospect activity, which entails qualifying inquiries from various lead sources including all marketing campaigns, website programs, call-ins, emails, conferences, and other channels. The Manager will ensure that BDR’s are well-equipped to analyze each prospect’s needs and create a strong business case to underscore the value & ROI of our software solutions.  In addition to managing the Inbound team, this position will be responsible for the administration of Outreach, the current Sales Engagement platform.  This consists of creating best practices for integrations through triggers with existing systems, content through Sequences and Templates, creating overall standardization and best practices, while working cross functionally to complete these objectives. This position reports to the Manager, Global Business Development Operations and will support the Inbound BDRs in the development of sales qualified meetings (SQMs) and tracking lead hand-offs to close deals.

 

 

Roles and Responsibility  

  • Manage the day-to-day activities, priorities, and performance of the internal Inbound BDR team.
  • Work with BDRs, other BDR Managers, and Demand Generation to ensure all inbound leads and activities are followed up within the prescribed SLAs
  • Ensure BDRs are prepared to: qualify and develop marketing generated inbound leads; work with prospects to thoroughly understand their needs and align their needs with our solution; actively understand our technology, solutions, and industry trends in order to effectively communicate the value proposition and ROI of our solution; ensure proper follow-up and handoffs of prospects under our current Rules of Engagement; handle software capability and other questions in the pre-sales or business development process; and, after qualifying a prospect, ensure appointments are properly coordinated with the appropriate Sales Representatives for follow up.
  • Functions as a “Player/Coach” as both a leader and doer, providing position leadership and insights, supporting corporate strategic objectives, as well as being a ‘hands-on’ member of the staff.
  • Listen in on BDR calls on a weekly/daily basis to provide coaching and feedback and to document best practices across the team
  • Review BDR emails on a weekly/daily basis to provide feedback and to document best practices across the team
  • Thoroughly understand our technology, solutions, and industry trends to effectively train/mentor the BDR team.
  • Assist in recruiting and training new BDRs.
  • Help create and execute any additional BDR training programs as needed.
  • Work with the Manager, Global Business Development Operations to establish and optimize processes, workflows, handoffs, and tracking of lead generation, lead development, and sales activities.
  • Track key metrics for evaluating BDR performance on a daily, weekly, monthly, and quarterly basis.
  • Ensure accurate tracking of communications with potential customers in SalesForce.com by BDRs and other reps.
  • Provide weekly accurate SAL and SQM (Sales Qualified Meeting) forecasts to the Manager, Global Business Development Operations
  • Meet monthly and quarterly qualified leads and revenue objectives for the BDR team.
  • Strategize and plan BDR calling activity to align with email and other marketing campaigns to generate new sales leads.
  • Participate in marketing campaign strategy and planning meetings to help design new lead generation campaigns that maximize overall results.
  • Develop Outreach best practices around onboarding, content management, A/B testing, and increased utilization of automation with the end goal of following up on inbound leads in a more timely/complete manner
  • Work cross functionally with other teams to document processes, update/maintain email content and talk tracks, and integrate Outreach usage with broader marketing campaigns based on established best practices
  • Help to develop and maintain a team culture that is in line with BlackLine’s core values of Think, Create, Serve
  • Coordinate and establish a feedback loop between the BDRs, BDR Management, and other cross functional teams

     

Required Qualifications

Years of Experience in Related Field: 3

Education: Bachelor's degree from an accredited college or university

Technical/Specialized Knowledge, Skills, and Abilities:

  • Have experience with Outreach and Salesforce
  • Have a high level of energy, drive, enthusiasm, initiative, commitment and professionalism.
  • Must have an aptitude for leadership and be able to guide and motivate employees.
  • Must be competitive and focused on achieving goals.
  • Be a self-starter with solid organizational and planning skills.
  • Must be open minded and have a willingness to learn.
  • Must be highly motivated and outgoing with excellent inter-personal skills.

Equal Employment Opportunity

BlackLine believes that our diversity is one of our greatest strengths, and we do not tolerate discrimination. It is our policy to recruit, hire, train, and promote individuals, as well as administer any and all personnel actions, without regard to sex (including pregnancy, childbirth, breastfeeding or related medical conditions), race, natural hair, religion (including religious dress and grooming practices), color, gender (including gender identity and gender expression), national origin (including language use restrictions and possession of a driver's license issued under Vehicle Code section 12801.9), ancestry, physical or mental disability, medical condition, including HIV and AIDS, genetic information, marital status, registered domestic partner status, age, sexual orientation, military and veteran status or any other basis protected by federal, state or local law or ordinance or regulation.

We’re proud to continue to stand by this policy and will grow our company with attention to this instrumental belief in our hiring and promotion practices.

We encourage applications from all qualified candidates and will reasonably accommodate applicants’ needs in accordance with applicable law throughout all stages of the recruitment and selection process. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to [email protected]