Position Overview We are looking for a results-driven, strategic, and empathetic Business Development Manager (BDM) to lead our APJ Business Development team. In this high-impact leadership role, you will be responsible for shaping pipeline generation efforts, coaching and developing a high-performing team, and collaborating cross-functionally to align business goals with demand generation tactics. As the regional BD Manager, you will be both a strategic thinker and a hands-on leader-driving pipeline metrics, process innovation, and business insight to accelerate opportunity creation for our industry-leading SaaS solutions in Talent and Human Capital Management. Key Responsibilities Team Leadership & Coaching - Manage, coach, and mentor a team of Business Development Representatives (BDRs) across the APJ region, fostering a growth mindset and a culture of high performance. - Provide ongoing development plans, regular feedback, role-playing, and 1:1 coaching to support both individual and team career progression. - Lead consistent enablement sessions to elevate objection handling, discovery techniques, and strategic outreach effectiveness. Pipeline Generation & Management - Own the regional pipeline development targets and ensure alignment with quarterly revenue goals. - Partner with Sales and Marketing to optimize lead flow, qualification criteria, and campaign execution across key markets. - Leverage data insights to monitor, analyze, and refine prospecting strategies and conversion rates. - Drive accountability through accurate Salesforce and Outreach tracking, ensuring consistent reporting on pipeline health and team productivity. Market & Business Insight - Develop deep understanding of APJ market dynamics, customer personas, and business challenges to guide strategic outreach and competitive positioning. - Translate product value into business outcomes during prospecting, ensuring a clear connection to customer goals. - Act as a key voice of the market to help shape messaging, product capability alignment, and go-to-market approaches. Innovation & Tools Enablement - Drive innovation in outreach strategies, including multi-channel cadences and persona-based messaging using tools like Outreach, 6sense, Salesforce, and other best-in-class prospecting platforms. - Experiment with and implement ABM-style tactics and advanced segmentation to improve engagement and conversion. Cross-Functional Collaboration - Work closely with Field Sales, Marketing, RevOps, and Product teams to ensure cohesion and direction on campaigns, personas, and market penetration strategies. - Represent BD team insights in APJ strategic planning, providing intelligence to shape organizational growth priorities. Culture & Operational Excellence - Foster a collaborative, inclusive, and high-energy team environment centered around shared success, accountability, and continuous improvement. - Champion process improvements and data hygiene to ensure operational excellence and predictable pipeline output. Requirements - Bachelor's degree in Business, Marketing, Communications, or a related discipline. - 3 years of direct experience in a BDR/SDR or SaaS sales environment, including 2 years in a leadership/managerial capacity. - Proven success in pipeline creation, team development, and hitting pipeline or revenue targets in a high-growth SaaS environment. - Strong experience with tools including Salesforce, Outreach, 6sense, and other sales enablement platforms (e.g., SalesLoft, LinkedIn Sales Navigator). - Demonstrated ability to coach and mentor team members to exceed performance targets and develop their sales careers. - Excellent analytical and decision-making skills with the ability to glean insights from data and pipeline trends. - Strong communication, organization, and time management skills with the ability to influence cross-functional stakeholders. - Fluent in English; proficiency in additional APJ regional languages is a plus. - Passion for innovation, business, leadership, and customer success. What You'll Gain - Opportunity to lead and shape a world-class Business Development function in one of the region's fastest-growing global SaaS providers. - Hands-on experience partnering directly with sales and marketing leaders in a collaborative, performance-oriented culture. - Accelerated career path into senior sales leadership or operational strategy roles within a high-growth organization. - Ready to lead, coach, and innovate where it matters most? Join Cornerstone and be a part of building the future of work. Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com
