Regional Manager, Business Development

Work, Play and Grow at BlackLine!

Make Your Mark: 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.

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.
• PARTNERED 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
• MANGAGES VENDOR RELATIONSHIPS AS ASSIGNED, WHICH WOULD INCLUDE CONTRACT MANAGEMENT FOR ASSIGNED VENDOR RELATIONSHIP. OPERATES AS THE SME AND LIASON FOR THOSE RELATIONSHIPS, INCLUDING MEETING WITH CUSTOMER SUCCESS OR ACCOUNT MANAGERS REGARDING ADOPTION OF THE BDR TECH STACK.
• 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
• ASSISTS THE GLOBAL LEADER WITH MAINTAINING AND TRACKING ATTRITION AND CAPACITY FOR ASSIGNED TEAM
• 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
• BUILD 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

Qualifications

• 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
• Strong analytical aptitude, with the ability to use data to build a story and leverage data to inform future business decisions and direction

Preferred Qualifications

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

What You'll Bring

• 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
• ABLE TO INITIATE AND BUILD EFFECTIVE RELATIONSHIPS WITH PEOPLE
• ADAPTABLE AND ABLE TO ADJUST TO MULTIPLE DEMANDS, SHIFTS PRIORITIES, AMBIGUITY AND RAPID CHANGE
• STRONG SENSE OF INITIATIVE, SELF-STYLER
• EXCEPTIONAL ORGANIZATIONAL AND PLANNING SKILLS
• STRONG LEADERSHIP APTITUDE
• ABLE TO GUIDE AND MOTIVATE EMPLOYEES, THROUGH BOTH DIRECT AND INDIRECT METHODS

Benefits

Pay Transparency Statement: Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans. We are committed to pay transparency and ensuring candidates have clear information about compensation expectations.

Schedule

For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model – for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

Pay

Salary Range: USD $143,000.00/Yr. - USD $179,000.00/Yr.