Manager, Business Development

We're looking for a
Manager, Business Development
This role is
Hybrid,Australia
Position Overview
We are looking for a results-driven, strategic, and empathetic
Business Development Manager
(BDM) to lead our APJ Business Development team. In this high-impact leadership role, you will be responsible for shaping pipeline generation efforts, coaching and developing a high-performing team, and collaborating cross-functionally to align business goals with demand generation tactics.As the regional BD Manager, you will be both a strategic thinker and a hands-on leader—driving pipeline metrics, process innovation, and business insight to accelerate opportunity creation for our industry-leading SaaS solutions in Talent and Human Capital Management.
Key Responsibilities
Team Leadership & Coaching
Manage, coach, and mentor a team of Business Development Representatives (BDRs) across the APJ region, fostering a growth mindset and a culture of high performance.
Provide ongoing development plans, regular feedback, role-playing, and 1:1 coaching to support both individual and team career progression.
Lead consistent enablement sessions to elevate objection handling, discovery techniques, and strategic outreach effectiveness.
Pipeline Generation & Management
Own the regional pipeline development targets and ensure alignment with quarterly revenue goals.
Partner with Sales and Marketing to optimize lead flow, qualification criteria, and campaign execution across key markets.
Leverage data insights to monitor, analyze, and refine prospecting strategies and conversion rates.
Drive accountability through accurate Salesforce and Outreach tracking, ensuring consistent reporting on pipeline health and team productivity.
Market & Business Insight
Develop deep understanding of APJ market dynamics, customer personas, and business challenges to guide strategic outreach and competitive positioning.
Translate product value into business outcomes during prospecting, ensuring a clear connection to customer goals.
Act as a key voice of the market to help shape messaging, product capability alignment, and go-to-market approaches.
Innovation & Tools Enablement
Drive innovation in outreach strategies, including multi-channel cadences and persona-based messaging using tools like Outreach, 6sense, Salesforce, and other best-in-class prospecting platforms.
Experiment with and implement ABM-style tactics and advanced segmentation to improve engagement and conversion.
Cross-Functional Collaboration
Work closely with Field Sales, Marketing, RevOps, and Product teams to ensure cohesion and direction on campaigns, personas, and market penetration strategies.
Represent BD team insights in APJ strategic planning, providing intelligence to shape organizational growth priorities.
Culture & Operational Excellence
Foster a collaborative, inclusive, and high-energy team environment centered around shared success, accountability, and continuous improvement.
Champion process improvements and data hygiene to ensure operational excellence and predictable pipeline output.
Requirements
Bachelor's degree in Business, Marketing, Communications, or a related discipline.
3+ years of direct experience in a BDR/SDR or SaaS sales environment, including 2+ years in a leadership/managerial capacity.
Proven success in pipeline creation, team development, and hitting pipeline or revenue targets in a high-growth SaaS environment.
Strong experience with tools including Salesforce, Outreach, 6sense, and other sales enablement platforms (e.g., SalesLoft, LinkedIn Sales Navigator).
Demonstrated ability to coach and mentor team members to exceed performance targets and develop their sales careers.
Excellent analytical and decision-making skills with the ability to glean insights from data and pipeline trends.
Strong communication, organization, and time management skills with the ability to influence cross-functional stakeholders.
Fluent in English; proficiency in additional APJ regional languages is a plus.
Passion for innovation, business, leadership, and customer success.
What You'll Gain
Opportunity to lead and shape a world-class Business Development function in one of the region's fastest-growing global SaaS providers.
Hands-on experience partnering directly with sales and marketing leaders in a collaborative, performance-oriented culture.
Accelerated career path into senior sales leadership or operational strategy roles within a high-growth organization.
Ready to lead, coach, and innovate where it matters most? Join Cornerstone and be a part of building the future of work.
Our Culture:
Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.
Who We Are:
Cornerstone powers the potential of organizations and their people to thrive in a changing world. Cornerstone Galaxy, the complete AI-powered workforce agility platform, meets organizations where they are. With Galaxy, organizations can identify skills gaps and development opportunities, retain and engage top talent, and provide multimodal learning experiences to meet the diverse needs of the modern workforce. More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy to build high-performing, future-ready organizations and people today.
Total Rewards:
At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone's comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: - AUD.
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