Global Director, BDR Strategy & Operations

Fluence • Arlington, VA

3d

About The Position

The Global BDR (SDR / BDM ) Strategy Lead is a senior, hands-on global leader within the global Corporate Marketing team, responsible for shaping how prospects move through the customer journey — from first signal to qualified opportunity — and how marketing engagement converts into revenue. This role owns the intersection of customer experience, ABX campaigns, and revenue execution, serving as the connective tissue between Global Marketing, regional marketing leads, BDR teams, and Sales. You ensure that engagement, intent, and buying-group signals are translated into clear BDR actions, consistent motions, and trusted opportunities.

Key Focus Areas
Own the global BDR performance scorecard and KPI framework in partnership with regional teams.
• Work closely with regional BDR and marketing leaders to review performance and drive continuous improvement.
• Serve as the connective tissue with regional marketing leads to design best-in-class customer journeys and BDR motions.
• Partner with Marketing and ABX teams to influence campaign design and signal quality.
• Define inbound, outbound, and ABX BDR motions aligned to buyer stage and account intent.
• Ensure BDR outreach reflects campaign context and journey stage.
• Establish qualification standards that protect Sales trust.
• Partner with RevOps to ensure CRM visibility and attribution.
You lead the "how" of revenue development — being a stakeholder in customer journeys, plays, scorecards, and governance that turn interest into conversations, conversations into opportunities, and opportunities into pipeline velocity. You Lead the How - You are accountable for how customers progress through the journey and how BDR teams operationalize that journey. You ensure ABX and demand campaigns are designed with clear BDR entry points, buyers experience continuity from marketing through sales, and Sales receives well-qualified opportunities they trust. You act as the central integrator, aligning global standards with regional execution so the customer journey feels intentional — not fragmented.

Requirements

• 8+ years of experience in B2B revenue, sales development, demand generation, ABX, or GTM strategy roles within complex, multi‑stakeholder buying environments.
• Proven ownership of BDR / SDR operating models, including inbound, outbound, and account‑based motions — with clear standards for qualification, SLAs, handoffs, and performance.
• Demonstrated experience shaping the customer journey from first engagement through opportunity creation, ensuring continuity between marketing campaigns, BDR execution, and sales conversations.
• Hands‑on experience partnering with Marketing and ABX teams to design campaigns that generate actionable signals and translate cleanly into BDR outreach and buying‑group engagement.
• Strong track record owning performance frameworks and scorecards, including KPI definition, reporting cadence, and working with regional teams to turn insights into behavior change and results.
• Deep familiarity with buying‑group dynamics, intent signals, and multi‑threaded outreach strategies — especially in long, complex sales cycles.
• Working fluency with core revenue and ABX platforms, including Salesforce (leads, contacts, accounts, opportunities, and reporting), and intent / data platforms such as Demandbase and ZoomInfo, to support targeting, prioritization, and BDR execution.
• Experience working globally, partnering with regional marketing and BDR leaders to balance global standards with local execution realities.
• Strong RevOps and CRM orientation, with an understanding of lifecycle stages, attribution, data hygiene, and visibility from campaign engagement through opportunity outcomes.
• Experience governing vendor‑augmented models, with clear guardrails that protect customer experience, ABX quality, and Sales trust.
• Demonstrated ability to influence without authority, aligning Marketing, BDRs, Sales, and RevOps around shared outcomes and a unified revenue motion.
• You’re a builder at heart. You thrive in ambiguity and love turning complexity into clarity — designing systems, journeys, and motions that didn’t exist before and making them work at global scale.
• You think in customer journeys, not silos. You instinctively see how marketing engagement, ABX signals, BDR outreach, and sales conversations should connect — and you design experiences that feel intentional, relevant, and seamless to the buyer.
• You bring growth and revenue motion fluency. You understand how account‑based programs should translate into human conversations, buying‑group progression, and real pipeline — not just activity or awareness.
• You own the workflow and scorecard, not just the story. You’re comfortable defining success, building BDR scorecards, and using data to drive behavior, coaching, and continuous improvement across regions.
• You earn Sales trust. You design qualification standards and motions that Sales believes in because they improve opportunity quality, velocity, and win confidence — not just volume.
• You’re a global connector. You naturally serve as the connective tissue between global strategy and regional execution, partnering closely with regional marketing leads and BDR leaders to co‑design best‑in‑class customer journeys and motions that work locally and scale globally.
• You balance rigor with empathy. You bring structure, standards, and governance — but you also understand the human side of revenue teams and design systems people actually want to use.
• You’re energized by impact. You care deeply about outcomes — better conversations, stronger opportunities, faster pipeline progression — and you take pride in building engines that compound value over time.
• You lead through influence. You align Marketing, BDRs, Sales, and RevOps without relying on hierarchy, using clarity, credibility, and shared outcomes to move teams forward.
• You’ll need to be legally authorized to work in the United States at the time of application and throughout your employment, without the need for employer sponsorship.

Responsibilities

• Own the global BDR performance scorecard and KPI framework in partnership with regional teams.
• Work closely with regional BDR and marketing leaders to review performance and drive continuous improvement.
• Serve as the connective tissue with regional BDR and marketing leads to design best-in-class customer journeys and BDR motions.
• Partner with Marketing and ABX teams to influence campaign design and signal quality.
• Define inbound, outbound, and ABX BDR motions aligned to buyer stage and account intent.
• Ensure BDR outreach reflects campaign context and journey stage.
• Establish qualification standards that protect Sales trust.
• Partner with RevOps to ensure CRM visibility and attribution.
• Accountable for how customers progress through the journey and how BDR teams operationalize that journey.
• Ensure ABX and demand campaigns are designed with clear BDR entry points, buyers experience continuity from marketing through sales, and Sales receives well-qualified opportunities they trust.
• Act as the central integrator, aligning global standards with regional execution so the customer journey feels intentional — not fragmented.

Benefits

• We foster an environment where diverse perspectives are heard and valued, driving innovation and progress.
• We’re committed to delivering exceptional value that exceeds expectations by understanding our customers' needs and adapting swiftly to meet them.
• Our deep focus on customer satisfaction drives us to continuously improve and innovate.
• We push boundaries to deliver sustainable, game-changing solutions that shape a brighter, more energy-efficient future for all.
• Our team is passionate about making a lasting impact that will resonate for generations to come.
• Our teams are relentlessly focused on identifying and seizing opportunities that propel us forward.
• We embrace an ownership mindset, pushing ourselves and each other to accelerate progress and create lasting success.
• We’re proud to be an Equal Opportunity Employer and welcome qualified applicants of all backgrounds.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed