Business Development Director Ultimo

We’re on a mission to build the industry’s most dynamic and high-performing BDR organization and we’re looking for a proven SaaS leader to make it happen. As Director of Business Development, you’ll transform our team into an outbound powerhouse that fuels predictable growth across EMEA and North America. This is a rare opportunity to design and scale a global sales development function from the ground up, shaping the strategy, structure, and culture that will power our next chapter of hyper growth. You’ll lead an exceptional team of 10–12 BDRs, responsible for delivering high-quality Sales Qualified Leads (SQLs) that power our commercial success. Through world‑class coaching, career development, and a culture of performance excellence, you’ll shape this team into future Account Executives, other commercially focused roles, and next‑generation SaaS sales leaders.

Key Responsibilities

• Strategy & Leadership
  • Architect and execute a bold global outbound go‑to‑market strategy that drives qualified pipeline and revenue acceleration.
  • Lead, inspire, and scale a distributed team of 10–12 BDRs across EMEA and North America.
  • Bring energy, engagement, and clarity of purpose to every interaction.
  • Set the standard by example, demonstrating successful commercial behaviour and fostering a culture of ambition and ownership.
  • Coach and mentor the team; developing each BDR into a confident, high‑performer through world‑class coaching, feedback, and empowerment.
  • Establish a data‑driven, high‑performance culture built on accountability, collaboration, and continuous improvement.
  • Partner closely with Sales and Marketing to build alignment, optimize conversion, and drive pipeline efficiency.
• Execution & Innovation
  • Use HubSpot CRM as the core operating system for driving commercial performance, enabling data‑driven forecasting, pipeline visibility, and performance analytics.
  • Introduce innovation across outbound motion from automation and sequencing to AI‑driven targeting and personalization.
  • Develop playbooks, cadences, and messaging frameworks that consistently deliver measurable results across regions.
• Talent & Culture
  • Recruit, onboard, and develop world‑class BDRs who consistently outperform and grow into future AE or other commercially focused roles.
  • Partner with HR and our Learning & Development Academy to design, implement, and lead the BDR Academy, a structured career development pathway that sets the benchmark for sales excellence in SaaS.
  • Foster a coaching culture that inspires growth and confidence; one that celebrates achievement, recognizes effort, and empowers every BDR to continuously learn, improve, and perform at their best.
  • Create an environment where success is visible, growth is rewarded, and ambition is encouraged.
  • Track and optimize conversion across every stage of the funnel from MQLs to SQLs to closed revenue.

Qualifications Requirements

• 10+ years of SaaS sales or business development leadership, including managing distributed, multi‑region teams.
• Proven record of building and scaling outbound‑focused BDR/SDR organizations in high‑growth SaaS environments.
• Advanced experience using HubSpot CRM (or similar tools such as Salesforce) and related enablement tools (Sequences, Salesloft, Outreach, LinkedIn Sales Navigator).
• Deep understanding of modern SaaS sales methodologies (SPICED, MEDDPICC, Challenger, etc.).
• Data‑obsessed, tech‑savvy, and comfortable operating in a fast‑changing, results‑driven environment.
• Exceptional leadership, coaching, and communication skills inspiring confidence, growth, and high performance through clarity, empathy, and accountability.

Please note that subject to the start of a BDR hub or shared services center you will be asked to be on site frequently. For now we focus on the IFS offices in Staines.

What You’ll Bring

• The drive to build the industry’s highest performing team and redefine what excellence looks like in SaaS sales development.
• A passion for people, developing talent, fostering ambition, and creating future leaders.
• The curiosity and creativity to innovate, experiment, and optimize through data and technology.
• A growth mindset and the ability to scale at pace while maintaining operational discipline.

Additional Information

Why Join Us: Shape a critical function at the heart of a high‑growth SaaS company’s expansion. Build a team and a program that will become a benchmark for sales development excellence across the industry. Competitive base salary, performance bonus, and long‑term growth opportunities in a company scaling globally.