Director Business Development

October 21, 2026

Remote

Head

Barcelona, Spain

Indeed

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English is required

Description

The role owns the international business development strategy for the EMEA and APAC regions, aligning regional priorities with global pipeline and go-to-market goals. The director leads through three front-line managers and roughly 20 individual contributors spread across seven countries, building a scalable operating model and a strong leadership bench. Responsibilities cover KPI and forecasting ownership, capacity planning, executive reporting, and cross-functional work with sales, marketing, legal and compliance. The position is remote with a Barcelona, Spain location and up to 25% travel.

Responsibilities

Establish the regional operating model for business development across EMEA and APAC, including coverage strategy, market prioritization and segmentation
Influence global business development leadership strategy by identifying emerging market opportunities, risks and required organizational capabilities
Develop region-specific outreach strategies tailored to targeted segments, personas and industries
Align BDR efforts with sales goals, go-to-market strategies and regional nuances
Build a strong leadership bench through succession planning, coaching and development of front-line managers
Lead through a team of front-line managers ensuring leadership consistency, organizational effectiveness and talent development across countries
Build, lead and scale a high-performing BDR team across key international markets with execution repeatability and predictability
Drive organizational effectiveness, employee engagement, retention and culture across a globally distributed workforce
Stay current on HR, pay and workforce management trends, challenges and regulatory shifts affecting leaders in EMEA and APAC
Partner with Sales, Marketing and regional leadership to shape messaging strategy, market penetration and executive engagement programs
Define and track KPIs including pipeline contribution, conversion rates and activity metrics
Develop long-range workforce plans and organizational design recommendations to support business growth
Establish performance frameworks and operating mechanisms that improve predictability, scalability and efficiency
Drive leadership development, succession planning and talent review processes for the management team
Partner with Marketing to optimize lead generation campaigns and content for HR personas
Enable a strong outbound BDR rhythm leveraging global campaigns, regional priorities and targeted account strategies
Leverage CRM and sales engagement platforms to drive efficiency and data-driven decision-making
Ensure consistent reporting and forecasting of BDR performance across regions
Own regional business reviews, performance forecasting, capacity planning and executive reporting to global leadership
Recommend organizational investments, process improvements and technology enhancements to improve productivity and pipeline generation
Work closely with regional Sales Directors to align territory plans and account strategies
Share best practices with global BDR leaders and contribute to global process improvements
Collaborate with Legal and Compliance teams to ensure outreach adheres to GDPR and regional data privacy regulations

Requirements

10 or more years of progressive experience in sales, business development, sales development or go-to-market leadership
Experience leading leaders and managing geographically dispersed teams across international markets
Demonstrated success developing business strategies and operating plans for a business development or sales development organization
Experience building and scaling BDR teams across multiple international markets
Experience leading through multiple levels of management
Experience with workforce planning, organizational design and scaling complex teams
Proven ability to influence senior executives and lead cross-functional initiatives in a matrixed environment
Strong analytical, operational, communication, coaching and stakeholder management skills
Experience using Salesforce, Outreach and LinkedIn Sales Navigator
Fluent English communication skills
Experience developing outreach strategies for different customer personas, industries and market segments
Knowledge of Human Capital Management, payroll or workforce management markets
Experience working across EMEA and APAC regions
Experience with leadership development, succession planning, talent reviews and organizational effectiveness
Additional European language skills
GDPR data protection compliance and regional data privacy requirements

Conditions

Work style is remote with the role based in Barcelona, Spain
Travel of up to 25% of the time is expected
Eligible for a performance-based bonus plan and restricted stock unit awards
Base pay range is €85,000 to €114,700 depending on skills, experience and work location
Leadership framework, onboarding, training and coaching programs for managers
Equal opportunity employer committed to diversity and inclusion in the workplace