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The Geo Leader of Business Development will oversee all day-to-day activities of an internal team of BlackLine's Regional Leaders within an assigned Geography. This individual is a strategic people leader, responsible for providing the operational best practices and expertise to lead, guide, and drive success outcomes for the team of their assigned Geo. This individual guides a team of Regional Leaders who cascade and enforce best practices and rules of engagement within their respective teams. The Geo Leader communicates with a variety of internal (such as Marketing and Sales leaders) and external (such as Vendors and prospects) partners. This individual reports to the Global Leader of Business Development and is responsible for working with the Global Leader and other BDR Geo leaders to strategize and further the two primary Business Development team objectives: fulfilling their geography's portion of the Sales and Marketing contract and creating a team of high performing BDRs to be a recognized talent pool within BlackLine. This position regularly collaborates with GVPs in Sales and the respective Geo Marketing Programs lead.

• 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.
• Metrics/Performance Tracking
• 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

Years of Experience in Related Field: 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.

Education: Bachelor's degree, preferably in Accounting, Business, Marketing, or similar field

Technical/Specialized Knowledge, Skills, and Abilities:

• 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

Other:

• 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

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

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.