Director, Business Development - APJ

Denodo is a leader in data management, helping organizations access, integrate and deliver trusted data across complex enterprise environments to support analytics, AI and business decision-making.

As Denodo continues to develop its APJ business, we are looking for a talented and commercially minded Director, Business Development – APJ to lead regional business development execution, strengthen pipeline generation and develop the capabilities of our Business Development Representative (BDR) organization.

This is a key regional leadership role, working closely with the APJ sales leadership team, Regional Vice Presidents (RVPs), Marketing, Partnerships and Sales Operations to translate business priorities into consistent execution and measurable commercial outcomes.

We are looking for a leader who combines strong coaching capabilities with operational discipline, commercial judgment and the ability to influence senior stakeholders. The successful candidate will be equally comfortable coaching a BDR on a prospecting call, working with an RVP on regional priorities and presenting performance insights and recommendations to senior leadership.

This opportunity is particularly suited to an experienced Senior BDR/SDR Manager or regional sales development leader ready to step into a Director-level role. We value demonstrated impact, leadership potential and the ability to deliver results over title or the size of an individual's previous organization.

Regional Leadership & Sales Alignment:

• Translate APJ business and revenue priorities into actionable BDR plans aligned with regional sales strategies.
• Partner closely with RVPs and Sales Directors to prioritize target accounts and coordinate execution.
• Establish clear operating cadences for planning, performance reviews and pipeline inspection.
• Build strong relationships across Sales, Marketing, Partnerships, Sales Enablement and Revenue Operations.
• Represent the BDR function in regional leadership discussions, communicating performance, risks and recommendations.
• Ensure consistent execution across APJ while adapting strategies and messaging to local markets.

Frontline Coaching & Talent Development:

• Lead, coach and develop the APJ BDR team, building a culture of accountability and high performance.
• Maintain a hands-on coaching focus through call reviews, role plays and structured feedback.
• Build individual development plans to improve prospecting, discovery, objection handling and qualification.
• Turn sales methodology training, including Success Selling, into consistent day-to-day behaviours.
• Hold individuals accountable for performance and implement improvement plans when needed.
• Recruit, onboard and retain top BDR talent, developing future Account Executives and sales leaders.

Pipeline Generation & Commercial Performance:

• Own regional BDR execution and accountability for qualified-opportunity and sourced-pipeline targets.
• Translate revenue objectives into measurable pipeline plans by market, territory, account and team.
• Set clear standards for qualification, sales acceptance, opportunity attribution and follow-up.
• Monitor activity, conversion and pipeline quality to identify performance gaps.
• Focus BDR resources on the accounts, industries and personas with the greatest commercial impact.
• Improve opportunity handoffs with RVPs and Account Executives.
• Maintain reliable forecasts and address pipeline risks early with corrective actions.

Sales Messaging, Methodology & AI Adoption:

• Drive consistent adoption of Denodo's messaging, value proposition and sales methodologies across APJ.
• Lead the practical adoption of new AI-related messaging, tools and sales development approaches.
• Embed new approaches through coaching, call inspection, role plays and performance measurement.
• Partner with Sales Enablement and Product Marketing to reinforce training and improve messaging.
• Encourage effective use of AI and productivity tools for account research, personalization and engagement.

Operational Excellence & Regional Execution:

• Establish regional BDR operating rhythms, performance standards and reporting practices.
• Improve prospecting, account prioritization, sequencing, qualification and handoff processes.
• Partner with Sales and Revenue Operations to ensure reliable Salesforce data and reporting.
• Identify funnel bottlenecks and implement measurable improvements.
• Recommend improvements to capacity, territory coverage and technology within the agreed budget.
• Contribute to the long-term development of the APJ BDR organization as business needs evolve.

We are looking for a credible, hands-on sales development leader who combines frontline coaching with Director-level stakeholder engagement and regional accountability.

You may currently be a Senior BDR/SDR Manager, Regional BDR Manager or experienced sales development leader ready to take the next step in your career.

You do not need to have managed a large organization or multiple management layers. We are particularly interested in candidates who can demonstrate the judgment, influence and leadership capability to operate at Director level while remaining closely connected to the team's day-to-day execution.

Essential Experience & Capabilities:

• Significant experience in BDR, SDR, business development or sales development within enterprise technology, SaaS or B2B software.
• Demonstrated experience leading, coaching and developing BDR/SDR teams.
• A track record of improving pipeline generation, opportunity quality, productivity and sales development performance.
• Strong frontline coaching skills, including call coaching, role plays, messaging reinforcement and performance management.
• Experience partnering with senior sales leaders, RVPs or Sales Directors to translate commercial priorities into execution.
• The ability to influence senior stakeholders and build effective cross-functional relationships.
• Strong understanding of enterprise prospecting, account-based engagement, qualification and pipeline management.
• Experience driving adoption of sales methodologies, new messaging or changes in sales processes.
• A data-driven approach to performance management, forecasting and identifying improvement opportunities.
• Strong communication, presentation and stakeholder-management skills.
• The ability to balance regional priorities with the practical needs of individual markets and team members.
• A proactive, accountable and collaborative leadership style.

Desirable Experience:

• Experience leading BDR/SDR teams across APJ or other multi-country regions.
• Experience in data management, data integration, analytics, cloud infrastructure or complex enterprise technology.
• Familiarity with Success Selling or comparable structured enterprise sales methodologies.
• Experience implementing AI-enabled sales tools and modern sales development practices.
• Experience with Salesforce and sales engagement, prospecting or analytics platforms.
• Experience partnering with Marketing, Sales Enablement, Partnerships and Revenue Operations.
• Experience contributing to regional capacity planning, resource allocation and operational improvement.

Leadership Approach:

• Coaching excellence: a genuine commitment to developing people and improving performance through practical, consistent coaching.
• Commercial judgment: the ability to connect BDR activities to regional revenue priorities and qualified pipeline outcomes.
• Operational rigor: disciplined execution, clear performance expectations and consistent follow-through.
• Executive presence: the credibility to influence RVPs and engage effectively with regional and global leadership.
• Change leadership: the ability to embed new methodologies, messaging and AI-enabled ways of working.
• Regional collaboration: the ability to align stakeholders across different markets, functions and cultures.
• Growth orientation: the ambition and capability to take on broader organizational responsibility as Denodo's business grows.