What are the responsibilities and job description for the Sr. Manager, Global Business Development position at Certinia?
Senior Manager / Director, Global Business Development
Location: Austin, TX
Who We Are
Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions—delivered on Salesforce's leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
The Senior Manager / Director, Global Business Development will report to The VP, Global GTM Ops and will serve as the architect of BDR excellence at Certinia. This is a global leadership role responsible for building, coaching, and scaling a high-performing Business Development Representative team across geographies.
The ideal candidate is an energetic leader-coach who thrives at the intersection of operational rigor and culture-building. You will own the implementation of Certinia's BDR Playbook — the standard for what great looks like — and ensure every BDR on your global team operates at that level, consistently. You hold the team accountable to outcomes while creating an environment where reps are motivated, developed, and genuinely love their work.
What You Will Do In This Role
In the first 90 days, success looks like: deep familiarity with Certinia's BDR Playbook and metrics, established coaching cadences for every BDR, and clear visibility into the health of the MQL queue and 6QA pipeline across the global team.
On An Ongoing Basis, You Will Be Measured Against
This role is based in Austin, TX and requires four days per week in office.
Travel: Up to 2 International Trips Per Year plus Tradeshows
Base Salary: $106,500 - $133,100
Location: Austin, TX
Who We Are
Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions—delivered on Salesforce's leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
The Senior Manager / Director, Global Business Development will report to The VP, Global GTM Ops and will serve as the architect of BDR excellence at Certinia. This is a global leadership role responsible for building, coaching, and scaling a high-performing Business Development Representative team across geographies.
The ideal candidate is an energetic leader-coach who thrives at the intersection of operational rigor and culture-building. You will own the implementation of Certinia's BDR Playbook — the standard for what great looks like — and ensure every BDR on your global team operates at that level, consistently. You hold the team accountable to outcomes while creating an environment where reps are motivated, developed, and genuinely love their work.
What You Will Do In This Role
- Act as a true 'leader-coach' and culture anchor — build a high-energy, performance-driven team that holds itself to a standard of excellence.
- Own and drive adoption of the BDR Playbook across the global team, including the four core priorities — MQLs, 6QAs, AE Outbound, and Events — ensuring every BDR understands the hierarchy, the SLAs, and the metrics that define success.
- Hire, onboard, develop, and retain BDRs across regions; serve as the primary cultural touchpoint for international team members.
- Travel internationally two times per year (up to two weeks per trip) to build relationships with, coach, and align all BDR teams to global standards and strategy.
- Oversee daily activities and quota performance for all BDRs; manage pipeline contribution from S0 meeting set through S1 qualified opportunity.
- Deliver consistent coaching cadences covering: MQL and 6QA urgency and SLA compliance, objection handling, outbound sequencing, AE alignment, and event follow-through.
- Partner closely with Marketing to ensure the demand engine is fully leveraged — MQLs and 6QA signals are worked within SLA and feedback loops (disqualify/recycle) are operating cleanly.
- Partner with AEs and sales leadership to drive coordinated outbound motions against focus account lists and strategic segments.
- Drive operational excellence and oversee team usage of Salesforce, 6Sense, Aviso, LinkedIn Sales Navigator, and other sales technology.
- Refine and iterate a scalable, measurable, and predictable process for pipeline creation that holds up across velocity and enterprise motion segments.
- Use data to manage and inspect: MQL SLA compliance, 6QA conversion rates, S0-to-S1 conversion, pipeline-to-quota ratio, and team activity metrics.
- Build and maintain a culture of continuous improvement — keep up with industry trends, benchmark against peers, and bring best practices into the team playbook.
In the first 90 days, success looks like: deep familiarity with Certinia's BDR Playbook and metrics, established coaching cadences for every BDR, and clear visibility into the health of the MQL queue and 6QA pipeline across the global team.
On An Ongoing Basis, You Will Be Measured Against
- MQL SLA Compliance: ≥ 90% of MQLs worked within 24 business hours across all regions.
- 6QA Response Rate: ≥ 90% of high-intent accounts actioned within 24 hours of signal.
- S0 Conversion: BDR team consistently converts at or above target (MQL → S0, 6QA → S0).
- S0-to-S1 Conversion: Meetings set by BDRs progress to qualified pipeline at or above benchmark.
- Qualified Pipeline Created: Team ARR contribution meets or exceeds quota each quarter.
- Team Retention & Ramp: BDR attrition is low; new hires hit productivity benchmarks within 90 days.
- Culture Signal: BDR team scores high on engagement indicators; reps want to stay and grow.
- Global Alignment: International BDR teams operate to the same standard as domestic — no regional playbook drift.
- Bachelor's Degree, or equivalent combination of education and experience.
- 5 years of sales and/or business development experience in a SaaS environment, with at least 2 years in a BDR leadership or management capacity.
- Proven track record of building and scaling high-performing BDR teams — you have owned pipeline targets and delivered.
- Deep fluency in the BDR motion: MQL handling, intent-based outreach, outbound sequencing, objection handling, and AE partnership.
- Experience managing geographically distributed or global teams; ability to build rapport and maintain standards across time zones.
- Strong command of BDR metrics and pipeline analytics — you can read a funnel, spot a problem, and coach to the fix.
- Comfort with frequent travel: two international trips per year, up to two weeks each, to align and energize remote team members. Additionally, you may be required to travel for key annual tradeshows.
- Ability to translate strategy into execution — you can take a playbook from concept to consistent daily behavior across a team.
- Excellent communication and coaching skills; you build trust quickly with reps and credibility quickly with peers and leadership.
- Strong Salesforce proficiency — you manage by the data.
- Experience with 6Sense or comparable intent data platforms is a significant advantage — we rely heavily on 6QA signals and want a leader who knows how to operationalize intent data into BDR urgency and action.
- Proficiency in Aviso or similar sales engagement platforms.
- Experience selling to or working within finance departments, services organizations, or professional services firms.
- Experience designing or implementing BDR onboarding programs, playbooks, or enablement curricula.
- Proficiency in Google Suite (Gmail, Calendar, Docs, Sheets, Slides).
This role is based in Austin, TX and requires four days per week in office.
Travel: Up to 2 International Trips Per Year plus Tradeshows
Base Salary: $106,500 - $133,100
Salary : $106,500 - $133,100