Manager, Business Development

Summary

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us?

We are looking for a Manager for the BDR team in Tokyo, Japan!

The Role

The Manager of Business Development helps shape the future of our sales organization by developing and coaching a team of BDRs to achieve and exceed targets. This role requires a people-focused leader who can inspire and equip their team with the skills to thrive in their current roles. You will bring proven expertise in coaching and pipeline-building strategy and a deep understanding of the enterprise SaaS space. The BDR Manager will work closely with each BDR to enhance their prospecting skills by providing targeted coaching on research techniques, messaging personalization, and effective outreach strategies.

The Work You'll Do

We are seeking a highly motivated and experienced Manager to lead our established and successful Business Development Representative team in the Tokyo office. Our current team of four BDRs is a consistently high-performing unit, recognized for its efficiency and significant impact on the business.

• Deeply understand the Japanese business landscape and company strategy, formulate a comprehensive Business Development Representative strategy, and execute plans that deliver significant impact and successful pipeline generation.
• Work closely with marketing to capitalize on “warm engagement” from demand generation and field marketing initiatives.
• Develop and execute innovative lead-generation strategies across multiple channels, advancing initiatives in partnership with the team.
• Provide proactive coaching to team members, guiding them in their career progression and ensuring their individual development contributes directly to the overall success of the team.
• Identify and recruit top candidates to join the BDR organization.
• Offer on-call coaching to better their prospecting, outreach, and discovery efforts.
• Partner with the Japan leadership team to support successful pipeline generation.
• Lead group trainings, enablement, coaching sessions, and team meetings.
• Coordinate KPIs and KGIs by collaborating with the global team.
• Hold team accountable to achieving and exceeding targets.
• Monitor team activities and give accurate feedback.

The Qualifications You Need

• Japanese native + Intermediate level English.
• 5+ years proven experience in the BDR/AE function or relevant work experience.
• Quota-carrying SaaS sales experience a plus.
• Ability to work in a fast-paced environment.
• Experience managing a small team.
• BA/BS degree, similar college-level education, or equivalent work experience.
• Strong understanding of operational processes and best practices.
• Excellent strategic thinking and problem-solving skill.
• Proficiency in CRM software, and operations management tools.
• Demonstration of leadership in a prior role and the ability to inspire.
• Excellent verbal and written communication skills including high-level communication with internal and external contacts.
• Demonstrate a passion for learning new things and continuous improvement.
• Sharp acumen to expand business for the Japan market.