Senior Manager, Sales Development

We’re looking for a strategic, detail-oriented Senior Business Development Manager to lead and elevate our inbound and outbound business development efforts across EMEA and APAC. This role will coach and develop regional BDR teams supporting multiple Perforce brands, ensuring they consistently engage the right personas, generate high-quality meetings, and contribute meaningfully to pipeline growth. You’ll work cross-functionally with Marketing, Sales, and Operations to optimize lead flow, improve conversion rates, and ensure alignment on target customers and messaging. This is a high-visibility role for someone who thrives in a fast-moving environment and knows how to build scalable processes across global teams.

Responsibilities:

• Leadership & Team Development
  • Coach, mentor, and develop inbound and outbound BDRs across EMEA and APAC.
  • Directly manage and support a Business Development leader in APAC, ensuring alignment on strategy, performance expectations, and regional execution.
  • Provide ongoing training on messaging, objection handling, persona targeting, and product positioning for Puppet, Delphix, and OpenLogic.
  • Monitor performance metrics and implement strategies to improve productivity and conversion rates across all regions.
• Cross-Functional Collaboration
  • Partner closely with Marketing to ensure inbound leads are effectively qualified, nurtured, and converted into high-quality meetings.
  • Collaborate with Sales leadership to align target personas, ICP criteria, and qualification standards.
  • Work with Product Marketing to ensure BDRs are equipped with up-to-date value propositions and competitive insights.
• Operational Excellence
  • Analyze funnel performance and identify opportunities to improve lead quality, routing, and follow-up processes.
  • Develop and refine playbooks, workflows, and best practices for global BDR teams.
  • Ensure consistent execution across regions while adapting to local market nuances.
• Strategic Impact
  • Contribute to regional go-to-market strategies by sharing insights from frontline conversations and market trends.
  • Partner with leadership to forecast pipeline contribution and set quarterly goals.
  • Drive initiatives that enhance efficiency, scalability, and alignment across teams.

Requirements:

• 5-7+ years of experience in business development, sales development, or related roles, with at least 4 years in a leadership or coaching capacity.
• Experience supporting or managing teams across multiple regions (EMEA and/or APAC strongly preferred).
• Experience managing or mentoring team leads or managers.
• Strong understanding of inbound and outbound motions, lead qualification, and pipeline generation.
• Exceptional attention to detail, organizational skills, and ability to manage multiple priorities.
• Demonstrated ability to work cross functionally and influence without authority.
• Strategic thinker with a data-driven approach to decision-making.

What Success Looks Like:

• BDR teams consistently hit or exceed meeting and pipeline targets.
• Inbound lead conversion improves through tighter alignment with Marketing.
• Outbound efforts become more targeted, efficient, and persona aligned.
• Regional teams operate with clarity, consistency, and confidence.
• APAC leadership is supported, aligned, and driving strong regional performance.
• You become a trusted partner to Sales and Marketing leadership.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.