Regional Manager, Business Development

BlackLine•New York, NY

1d•Hybrid

About The Position

It's fun to work in a company where people truly believe in what they're doing! At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications. Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance. Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers. Work, Play and Grow at BlackLine!

Requirements

At least 1 year of experience managing a team of BDR/Sales/quota-carrying team members
3 years of work experience in a business development, sales, or demand generation position.
Either prior experience Finance & Accounting industry, FinTech industry, &/or experience with the BlackLine Application.
Bachelor's degree, preferably in Accounting, Business, Marketing, or similar field
Advanced knowledge of SaaS tools such as Salesforce, Outreach, Sendoso, Success Factors, etc
Advanced knowledge of Microsoft Office Suite, specifically Excel reporting skills such as pivot tables, V-lookups, building dashboards, charts, and graphs
Knowledge of ERP landscapes
Strong analytical aptitude, with the ability to use data to build a story and leverage data to inform future business decisions and direction
Highly proficient communication skills, both written and verbal, and the ability to tailor messaging to the audience (team, external partners, up to executive suite)
Results and success-oriented with strengths in problem solving and development of solutions to assist Business Development teams
Ability to understand strategic direction and goals of the Sales and Marketing organizations and support processes to facilitate achievement of business objectives
Ability to initiate and build effective relationships with people
Adaptable and able to adjust to multiple demands, shifting priorities, ambiguity and rapid change
Strong sense of initiative, self-starter
Exceptional organizational and planning skills
Strong leadership aptitude
Ability to guide and motivate employees, through both direct and indirect methods

Nice To Haves

Minimum of 3 years of previous experience with BlackLine, specifically in a BDR or Demand Generation role

Responsibilities

Assists the Global Leader and aligns with other Geo Leaders to set the strategy for the day-to-day activities in support of assigned geography.
Manages a team of Regional BDR Leaders including conducting regular 1:1 conversations, performance management, annual reviews, etc.
Coaches and guides Regional Leaders through performance management of their BDR teams, including identifying areas for performance improvement, coaching on best practices for documentation and writing/facilitation of performance improvement plans, and termination decisions.
Partners with the Global Leader and cross functional teams, responsible for developing plans for growth and development for BDRs
Leads the Global BDR Team Meeting on a rotational basis, collaborating with all Geo Leaders and Global BDR Leader to set the agenda, to communicate with BDRs regarding best practices, geo performance, wins and challenges, and build an overarching team camaraderie.
Conducts weekly 1:1 with direct reports and quarterly skip level meetings with BDRs
Tracks, reports out on, and adjusts strategy to achieve Geo specific target of Qualified Meetings (QM) from the Sales and Marketing Contract on a Monthly, Quarterly, and Annual basis
Manages and maintains geo BDR Metrics, including, but not limited to: Inbound lead follow-up, Outbound target tracking, Call and Email activity, Marketing Campaign follow-up and participation, Scheduled pipeline Meetings, QMs
Creates and implements the strategy and standard practices for BDR technology usage
Identifies gaps in training, technology usage, and availability of technology to support BDR initiatives
Manages vendor relationships as assigned, which would include contract management for assigned vendor relationship. Operates as the SME and liaison for those relationships, including meeting with customer success or account managers regarding adoption of the BDR tech stack.
Builds and maintains positive and collaborative working relationships with the GVPs and associated marketing counterparts to support geo revenue generating activities
Communicates upward to the Global Leader summaries of geo performance and other relevant topics, and communicates down to the Regional Leaders pertinent information related to operational impacts
Provides insight and input into Onboarding, Tenured BDR Track, and Continued Education opportunities, to maintain a high standard of development and education and identify areas of opportunity for continuous improvement for a skilled professional workforce.
Builds and provides reports to the Global Leader of predetermined metrics on a
Understands and monitors the health of their assigned BDR team through analysis; identifies areas of opportunity and strategizes to resolve challenges as they arise
Communicates geo performance metrics to GVPs and Geo Marketing Leaders as needed
Assists the Global Leader with maintaining and tracking attrition and capacity for assigned team
Along with Enablement and Operations Leader, identifies best practices and areas of improvement, including the following topics: Systems usage, Day-to-day tactics, BDR Matrix details
May manage a Geo specific budget rolling up to the global BDR budget
Performs other duties as assigned