Job Description

This position is an excellent hands-on opportunity at a fast-growing, US-based software cybersecurity company that is rapidly expanding internationally. You will lead the BDR teams in Australia, New Zealand, SE Asia and Korea to lead both inbound and outbound BDR activities to generate quality pipeline (qualified meetings) for the APAC sales team. Our team is composed of in-house BDRs and contractors.
In this role, you will work closely with the APAC sales leadership team as well as the demand generation and field marketing team in region; this is a unique opportunity for an experienced B2B inside sales leader to continue building the company's international presence and accelerate our growth.
The next leader should have a proven track record of success, a verifiable history of exceeding inside sales KPIs, and the aptitude and attitude to make a difference in a fast-paced environment.
Responsibilities:

• Orchestrate and manage the Business Development team to ensure we meet our lead follow-up SLAs, meet our activity KPIs and ultimately over-achieve our objectives of qualified meetings for each region
• Onboard, coach and mentor new BDRs so that they ramp-up quickly and over-achieve their quarterly targets (# qualified meetings)
• Provide and deliver continuous training plan including role plays on a quarterly basis. Organise and deliver training material (call scripts, FAQs, Battle cards) for all priority sales plays
• Streamline, optimise and localise outreach sequences to be used by BDRs in their prospection efforts in collaboration with the demand generation team
• Ensure sales and marketing interlock, and actively participate to regional sales meetings
• Collaborate with Field Marketing to ensure every member of the BDR team is fed with the right volume of Marketing Qualified Leads and Marketing Qualified Contacts
• Develop cross-sell/up-sell as well as competitive take-out BDR programs to expend our footprint. Develop an account based BDR strategy.
• Analysis of team and campaign performance and recommendations for optimisation and future enhancements. Manage outreach and SFDC dashboards to track all activity and performance KPIs
• Provide quarterly regional business reporting and analysis on all programs and campaigns run in region

Requirements:

• Related Business Development & Demand Generation leadership experience in SaaS, Cloud or IT Security enterprise software
• Email automation (Outreach) and CRM (Salesforce) experience required
• Experience with BDR Account Based Marketing methodology and tactics
• Ability to form strong partnerships internally with sales stakeholders
• Ability to train, coach, motivate and lead a team of young sales professionals
• Innovative and creative thinker who contributes valuable new ideas and insights
• Resilience, drive and adaptability to thrive in a fast-changing market
• The candidate will travel across the region as appropriate (20% of time). Occasional travel to the US Corporate HQ as required.

Interested candidates may send their CV to MAC (Reg No. R1221300) at quoting the job title in the Subject line. We regret that only shortlisted candidates will be notified.

Skills Required