BlackLine’s BDR team is already performing well, and we’re looking for a Regional Manager, Business Development to make it better without breaking what works. You’ll lead a hybrid inbound and outbound BDR team that creates pipeline across several European markets, from mid-market to mega-enterprise accounts. This is a chance to turn outbound from a volume game into a strategic, researched, multi-threaded engine, and to get AEs to act on the pipeline your team sources, even when they’re deep in late-stage deals at quarter-end. You’ll inherit a team that already performs, with a mix of experienced and newer BDRs. You’ll have direct visibility to senior leaders across Europe, a clear line from your work to commercial results, and a “come and prove it” culture with real progression, including a growing number of sales and leadership openings in London. You’ll report to the Hiring Manager, based in California, and have the autonomy to set the agenda, launch initiatives and build relationships without waiting for direction. For the first six months, we want you to assess the team and its processes, keep what works, and bring your own perspective on what to improve.
The territory map and account allocation for your region;* Hiring, onboarding and development of the team;* Coaching and development for your BDRs: call reviews, Gong recordings, role-play, messaging and objection handling, adapted to each person;* Your team’s rhythm: planning, one-to-ones, performance reviews, call blitzes, and forecast and pipeline calls with sales leaders;* Relationships with AEs, sales leaders, RevOps and three regional marketing teams, including events, campaigns and post-event follow-up;* A succession pipeline, so BDRs have a clear route into AE roles or leadership.
We qualify with MEDDIC, and BDRs attend every discovery call they book;* Our tech stack includes Salesforce, LinkedIn, ZoomInfo, Gong, dialers (Orum, Nooks) and cadence tools (Gong Engage, Outreach, Salesloft or similar);* We expect AI-forward working, from you personally and with your team. Tools support the strategy; they don’t replace it.
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.
Experience leading a BDR team, and the ability to explain how you run your week, spot high and low performance, and address both;
Clear communication with everyone, including in difficult conversations with senior stakeholders. You’d rather have the awkward conversation early than let it sit;
The ability to describe a time something went wrong and how you pulled out of it, and to tell it straight;
A genuine interest in BDRs’ next career steps, and excitement about their progression more than about your own title;
Experience building BDRs who think for themselves rather than depend on you;
A view of success based on which accounts are worked, which stakeholders are reached and how many conversations become opportunities, not on activity numbers alone;
Hands-on use of AI for your own work and with your team, beyond surface-level use;
Comfort working in Salesforce.
A technology-based company with a sense of adventure and a vision for the future.