Global Sr. Director of Business Development

The Global Sr. Director of Business Development at Glia is tasked with hiring, onboarding, and leading a robust team of Business Development Managers and Representatives. This role is fundamentally about driving new net pipelines through strategic alignment and tactical execution. You will also oversee the performance management of your team, enhancing their skills through continuous training, and fostering a collaborative work environment focused on achieving sales goals.

Candidates for the Global Sr. Director of Business Development should have at least 5 years of proven success in business development leadership and sales management. Additionally, experience with hiring and training in a fast-paced environment is crucial, along with familiarity with SaaS, financial services, and various sales CRM systems like Salesforce. A bachelor’s degree or higher is required to be eligible for this role.

The Global Sr. Director of Business Development will be based in the new office in Silicon Slopes, Lehi, Utah, with an expectation of working in-office five days a week. This role will entail direct engagement with the team and fostering relationships within a dynamic corporate culture that values collaboration and results.

The Global Sr. Director of Business Development contributes significantly to Glia’s mission by combining leadership skills with a deep understanding of customer engagement strategies. This role is key in driving the success of Glia's sales development efforts, ensuring that the team is equipped to convert leads into valuable customer interactions and experiences, thereby enhancing overall satisfaction and loyalty.

Frequent travel to Estonia is a component of the Global Sr. Director of Business Development role, aimed at supporting Estonian-based Business Development Managers and Representatives. This not only facilitates coordination and knowledge sharing but also enhances Glia's global business development strategies.

I would first analyze the current pipeline metrics to identify gaps and opportunities. Next, I would engage the team in developing a tailored strategy that incorporates effective prospecting and lead qualification methods while fostering a collaborative spirit. Consistent training and shared goals would ensure everyone works towards common growth targets.

Creating a high-performance culture involves setting clear expectations, recognizing individual accomplishments, and promoting a results-oriented atmosphere. I would implement regular performance reviews and feedback sessions to inspire improvement and innovation within the team, balancing accountability with support.

I have extensive experience utilizing various CRM platforms including Salesforce, which I used to track sales activities, performance metrics, and customer interactions. I understand how to leverage CRM functionalities to optimize sales processes and improve team productivity.

I once spearheaded a project where our team faced a significant sales decrease in our core sector. By implementing a new incentive program paired with training on best sales practices, we not only managed to meet our goals but surpassed last year's performance by 20%. This success was achieved through team engagement and cohesive strategy alignment.

Building and maintaining strong relationships requires open communication, mutual respect, and collaboration. I would actively engage with Sales leadership through regular check-ins, joint strategy sessions, and by aligning our goals and efforts, ensuring we work towards a unified vision.

In my opinion, the most essential quality for a leader in business development is the ability to inspire and motivate the team while staying adaptable to change. A great leader fosters a supportive environment where team members feel empowered to take risks and pursue challenges actively.

Addressing underperformance requires a careful and constructive approach. I would begin by having a one-on-one conversation to understand underlying issues. Together, we would set realistic improvement goals, providing additional training and resources as needed to facilitate success.

I have a strong background in high-growth companies, where agility and proactive strategy development are key. Understanding market dynamics, utilizing data-driven insights, and adapting quickly to customer needs are crucial in achieving sustained growth, which I am well-versed in.

I would evaluate the current technology stack's effectiveness and train the team on best practices for each tool involved in lead generation and management. By ensuring all team members are leveraging technology to its full potential, we can streamline operations, enhance communication, and improve performance metrics.

My approach involves assessing current skill levels, gathering feedback on pain points from team members, and creating tailored training sessions that address these needs. Incorporating role-play scenarios and real-world examples helps ensure that learning is applicable and engaging.