Director Business Development

Establish the regional operating model for business development across EMEA and APAC, including coverage strategy, market prioritization, segmentation, and resource allocation. Influence Global Business Development leadership strategy by identifying emerging market opportunities, risks, and organizational capabilities required to achieve growth objectives. 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, succession planning, organizational effectiveness, and talent development across multiple countries. Build, lead, and scale a high-performing BDR team across key international markets driving execution repeatability and predictability. Drive organizational effectiveness, employee engagement, retention, and culture across a globally distributed workforce. Model the UKG Leadership Framework by aligning strategy, activating ownership, and delivering measurable business outcomes Market & Industry Focus Stay current on HR, Pay and Workforce Management trends, challenges, and regulatory shifts impacting leaders in EMEA and APAC Partner with Sales, Marketing, and regional leadership to shape messaging strategy, market penetration approaches, and executive engagement programs across international markets. Performance & Enablement Define and track KPIs including pipeline contribution, conversion rates, and activity metrics. Influence and embrace onboarding, training, and coaching programs focused on consultative selling and industry acumen. Develop long-range workforce plans, organizational design recommendations, and leadership capability strategies to support business growth across international markets. Establish performance frameworks and operating mechanisms that improve predictability, scalability, and efficiency across the business development organization. Drive leadership development, succession planning, and talent review processes for the management team Foster a culture of curiosity, resilience, and continuous improvement. Operational Excellence 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 Business Development leadership. Recommend organizational investments, process improvements, and technology enhancements that improve productivity and pipeline generation outcomes. Partner with BDR and GTM leadership to establish strategic performance measures and operating rhythms that support long-term business objectives. 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. Experience with leadership development, succession planning, talent reviews, and organizational effectiveness. Additional European language skills. 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 regional data privacy regulations (e.g., GDPR).