Global Manager - Business Development

Katalon is a leading provider of software quality management solutions, empowering teams to deliver high-quality digital experiences efficiently. Our cutting-edge automation platform is trusted by enterprises, mid-market, and SMB customers worldwide to accelerate software development lifecycles with speed and confidence. With a strong presence in the B2B SaaS market, Katalon is evolving its go-to-market (GTM) strategy, incorporating both low-touch and high-touch engagement models to drive sustained business growth.

We are seeking a Business Development Manager (BDM) to lead our global Business Development Representative (BDR) team. Reporting to the VP of GTM Enablement, the ideal candidate will be a highly innovative and data-driven leader who thrives in a fast-paced environment and has a deep understanding of account-based sales & marketing (ABSM) strategies and tactics. They must have a track record of leveraging insights, analytics, and customer signals to refine outbound strategies, improve messaging, and optimize pipeline generation. A deep understanding of enterprise buying journeys and a customer-first approach are essential. This role will be responsible for defining and implementing a structured, scalable, and high-impact business development strategy that aligns Marketing and Sales efforts. The BDM will be a strategic thinker, an inspiring leader, and a hands-on executor who can develop the BDR function into a key driver of Katalon's revenue growth. This role requires a balance of strategic vision and hands-on execution. The ideal candidate must be comfortable designing long-term outbound programs while also rolling up their sleeves to refine messaging, implement new tools, and coach individual reps.

• BDR Team Leadership & Development
  • Directly manage a global team of 6+ BDRs with potential for expansion.
  • Define clear roles, responsibilities, and performance expectations for BDRs across regions (AMER, APMEAAPAC, Europe, and Commercial).
  • Foster a culture of continuous learning and professional growth through structured coaching, mentorship, and skill development programs. Implement frameworks to support BDR career progression and establish a high-performance sales development culture. Define coaching KPIs, such as ramp time for new hires, quota attainment improvement, and retention of top BDR talent.
• Strategy & Execution
  • Design and implement a cohesive global BDR strategy, ensuring consistency in messaging, outreach, and qualification criteria.
  • Transition the BDR function to leverage intent data and embrace to an Account-Qualified Lead (AQL) framework, leveraging 1st & 3rd party intent data and sales intelligence tools (ZoomInfo, LinkedIn Sales Navigator, Outreach, etc.).
  • Optimize engagement with key enterprise accounts while driving pipeline generation across Mid-Market accounts as well.
  • Continuously evaluate and integrate AI-driven sales enablement tools and automation platforms to improve efficiency, enhance personalization, and scale outbound efforts. Leverage AI for lead prioritization, outreach optimization, and real-time engagement tracking. Establish best practices for integrating AI and automation into prospecting workflows, ensuring measurable improvements in efficiency and conversion rates.
• Alignment with Sales, Demand Gen, RevOps, and DemandOps
  • Establish and enforce standardized processes for lead handoff, follow-up, and reporting between BDRs, Demand Gen, and Sales.
  • Partner with RevOps and DemandOps to ensure seamless integration of CRM, automation, and lead management systems.
  • Work closely with regional sales leaders to align BDR goals with revenue targets, while maintaining a centralized, marketing-driven playbook.
  • Work closely with Demand Gen - ABM team to develop and execute all-bound strategic account pursuits including campaigns, messaging and multithreading.
  • Act as a strategic liaison between Marketing, Demand Gen, and Sales, ensuring seamless execution of go-to-market initiatives. Develop playbooks and frameworks to enhance collaboration and ensure Sales is effectively supported with high-quality pipeline from outbound efforts.
• Performance Management & Reporting
  • Track and optimize outbound-sourced pipeline creation, ensuring that the BDR team contributes meaningfully to revenue growth. Align KPIs with pipeline-influencing activities rather than just volume-based metrics.
  • Implement structured performance reviews, data-driven coaching sessions, and feedback loops to drive continuous improvement.
  • Regularly report BDR team performance, challenges, and opportunities to Marketing and Sales leadership.
  • Utilize advanced analytics and reporting to continuously refine BDR outreach strategies. Establish data-backed best practices for outbound sales and use A/B testing to improve conversion rates at each stage of the funnel. Develop a feedback loop using AI and data-driven insights to iterate on messaging, outreach cadence, and audience segmentation.