Director, Global Business Development

Corporate Marketing Dublin, Ireland

About Liferay 

Liferay, Inc. is a uniquely profitable B2B enterprise software company with 1,200+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges.  Liferay Experience Cloud is an all-in-one solution that unites our Liferay DXP and cloud platform capabilities with built-in analytics and B2B commerce functionality, reducing the time to market and allowing for accelerated innovation - serving notable customers across the globe such as Airbus, US Bank, Honda, and Desjardins. 

But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. We give our employees five days off to volunteer at charities they’re excited about, and Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!

About You and this Role

We are looking for a dynamic leader for our Business Development Representative (BDR) team. You love taking on new challenges, connecting with people and moving the sales process forward. You will play an integral role in generating interest in Liferay, coaching our reps to develop relationships with potential customers on the front end of the sales cycle, and developing/implementing/optimizing processes to integrate marketing, business development, and sales. 

As the head of the global BDR team, you are passionate about coaching and developing a team whose main responsibilities are outbound prospecting to uncover new opportunities for net new and existing accounts, plus nurturing and qualifying inbound demand. 

Key Objectives

  • Develop and manage a global team of business development managers and reps (inbound and outbound) and participate in the recruitment of new reps
  • Manage day-to-day operations for scheduling meetings, tracking meetings, and overall success metrics for hand-offs from SDRs to Account Executives, and oversee process Globally
  • Build a strategy for outreach, including messaging, emails, call scripts, LinkedIn InMail messages, and other correspondence templates
  • Own the BDR tech stack and outbound strategy (template creation, etc.) including the sales engagement platform and how it integrates with the marketing and sales tech stacks
  • Motivate individuals and the team to exceed objectives through coaching, regular broadcast of results, and creative incentives
  • Provide accurate weekly forecasts on sales and pipeline generation activity to senior marketing and sales management
  • Regularly report and manage team/individual results - lead quantity, quality, and nurture activities
  • Work closely with sales management team and reps to ensure we drive qualified leads needed to meet business requirements and growth.
  • Work closely with operations to make recommendations on process improvements
  • Work closely with Enablement to develop sales skills and deep persona & product knowledge
  • Identify and make recommendations for improvement and innovation in the areas of process, efficiency, productivity
  • Develop and mentor reps on their career path for future positions within the company

Required Qualifications

  • 7+ years of experience in tele/inside sales, sales management or sales development management, preferably in software sales or enterprise applications
  • 2+ years of experience managing, developing and training global tele or sales resources
  • Consistent proven track record of overachievement of quota expectations
  • Excellent presentation and listening skills
  • Outstanding communication, organizational, and time management skills
  • Process and metric oriented
  • Proven history of successfully managing people to achieve and exceed performance goals
  • Experience with Marketing Automation (Marketo preferred), Salesforce CRM, Sales Engagement Tools (Outreach or SalesLoft preferred)

What We Offer

  • Salary package w/ competitive benefits according to qualifications and experience
  • Opportunities to take responsibility, grow professionally, and Stay Nerdy
  • A positive and collaborative work culture
  • Check out what employees say about us on Glassdoor 
  • Working at a leading open-source company

Equal Opportunities Employer - Statement

Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.