Senior Manager, Global Business Development

Cognex Corporation • Natick, MA

2d • Hybrid

About The Position

Cognex is hiring a Senior Manager, Global Business Development to lead, scale, and optimize its global team of outbound Account Development Representatives (ADRs) and ADR Managers. Reporting to the Head of Global Marketing, the role operates across Marketing and Global Sales and partners with the Head of Global Demand Generation and Regional Sales VPs to develop and execute a targeted outbound Account-Based Marketing (ABM) strategy. The objective is to move the organization from inbound lead qualification and volume-based inside sales toward predictable, technology-enabled pipeline generation focused on strategic enterprise accounts and “Most Wanted Accounts.” The team is responsible for sales-qualified pipeline creation, not direct bookings.

The role oversees the ADR stage of the funnel, from SDR/ADR through Account Executive handoff, and leads global process, technology, metrics, compensation, and organizational development. The Senior Manager will directly manage two Regional ADR Managers and build a unified, accountable, data-driven global organization. Cognex operates on a hybrid schedule of three days in the office and two days at home.

The stated base salary range is USD 150,000–215,000. Employees participate in either an annual bonus plan based on company and individual performance or a sales incentive plan, and the position is eligible for equity under the Cognex Equity Program.

Requirements

• 10 or more years of experience in B2B revenue functions.
• At least 6 years of experience leading and scaling BDR/ADR teams.
• Experience managing other managers across multiple global regions.
• A proven record of rebuilding or pivoting a global inside-sales organization to an outbound ABM framework.
• Hands-on experience selecting, deploying, and driving adoption of sales tools such as Salesforce Sales Cloud, Salesloft or Outreach, 6sense or Demandbase, ZoomInfo, and AI-powered sales acceleration tools.
• Demonstrated experience designing compensation structures, quotas, and performance metrics for enterprise account penetration rather than raw meeting volume.
• Bachelor’s degree in Business, Marketing, or a related field.

Nice To Haves

• MBA.
• Experience scaling pipeline in a $1B+ B2B enterprise environment.

Responsibilities

• Partner with Global Sales VPs and the Head of Global Demand Generation to map, tier, and prioritize “Most Wanted Accounts” for global outbound campaigns.
• Design, deploy, and audit targeted, multichannel outbound playbooks for enterprise buying groups, using channels such as email, phone, LinkedIn, and executive events.
• Own the ADR stage of the sales funnel, including routing, qualification, and the handoff to Account Executives, while minimizing pipeline leakage.
• Evaluate, implement, and optimize the ADR technology stack, including intent data, sequencing tools, AI dialers, and AI writing tools.
• Shift KPIs from activity and volume measures toward account penetration, buying-group engagement, and other high-value indicators.
• Redesign compensation plans to reward strategic enterprise account alignment.
• Standardize global workflows while allowing for necessary regional localization, and reduce administrative friction for representatives.
• Partner with Sales Operations to build and monitor dashboards for ADR efficiency, account conversion velocity, and outbound ROI.
• Provide weekly and monthly pipeline forecasts to executive leadership and deliver actionable field insights to regional sales and marketing leaders.
• Directly manage, mentor, and develop two Regional ADR Managers.
• Build a high-performance culture emphasizing accountability, data, coaching, skills development, and technical curiosity.
• Recruit, retain, and develop the global ADR organization by establishing career paths, challenging goals, and incentives.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401(k) retirement plan with company matching
• Employer-paid disability insurance
• Family leave
• Life insurance
• Paid time off, including holidays
• Optional voluntary benefits
• Recognition programs
• Wellness programs
• Annual bonus plan based on company and individual performance or a sales incentive plan
• Equity under the Cognex Equity Program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior