Business Development Chapter Lead

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Business Development Chapter Lead is a regional role reporting to the VP Revenue/GM that drives regional execution of Go To Market strategy paying special attention to attainment of targeted/budgeted product mix.

The primary function of the role is to ensure the achievement of the targeted product mix (reaching the budgets/targets 2for the region and product mix) through alignment between global processes and initiatives with regional processes and initiatives to maximize productivity and utilization of regional resources by timely and proactive activities.

The role is responsible for Product Sales Experts, Customer Operations, Demand Management, Bid Managers, and other roles responsible for regional GTM within regional/super-regional organization.

This leadership position plays a critical role in maximizing revenue growth, optimizing business operations, and implementing agile methodologies in the region as well as cascading HQ motions and objectives into dedicated region(s).

Regular reporting, tracking and alignments with HQ are essential elements of the scope.

Business Development Chapter Lead implements global but also drives regional-led initiatives and activities.

• Clear definition, delivery and implementation of product GTM throughout the whole region

• Aligning HQ and Region in its objectives and activities to optimize utilization of the resources and maximize results.

• Create, monitor, and execute a set of activities and initiatives for product budget attainment.

• Establishing a successful way of work on collaboration between regions and Unfix Bases in HQ (ensure information workflow in both ways)

• Track, measure and report the impact of all regional commercial activities (initiatives, activities, target account lists and similar)

• Share with HQ best practices, detected whitespaces and market trends as well as any regional specifics

• Ensure the right business motion and offerings towards the customers (direct or partners) in the region, especially focusing on defined Focus accounts to ensure motion on it.

• Execute revenue growth strategies, ensuring alignment with global corporate objectives and financial targets.

• Oversee regional the end-to-end revenue cycle, from lead generation and sales pipeline management to order fulfillment and revenue recognition.

• Collaborate with sales, marketing, finance, and operations teams to optimize revenue forecasting, pricing strategies, and sales performance metrics.

• Support the rollout of effective sales enablement programs, tools, and processes to enhance sales productivity and efficiency.

• Develop and optimize revenue operations processes, including sales forecasting, pipeline management, and revenue analysis.

• Collaborate with cross-functional teams to ensure accurate and timely sales reporting, metrics tracking, and performance analysis.

• Create and execute the action plan across top-of-the-funnel pipeline generators (Direct Sales, Marketing, Partnership) to ensure the creation of a healthy R4Q pipeline and the closure of pipeline gaps

• Lead the development and execution of comprehensive GTM strategies for the region, including market analysis, customer segmentation, and product positioning, and ensure demand feedback loop with HQ Demand Management and GTM teams.

• Drive cross-functional collaboration between sales, marketing, product management, and customer success teams to ensure successful product launches, marketing campaigns, and customer acquisition initiatives.

• Monitor market trends, competitive landscape, and customer needs to identify new business opportunities and drive innovation in GTM strategies.

• initiative prioritization (TALs distribution and usage, positive impact on sales velocity, product/MBT GTM initiatives) and ensure that workload and focus per squad is aligned with company strategy execution

Read more about our hiring process.