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.
Who We Are Looking For
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.
Key Responsibilities
- 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.
- 8+ years of experience in B2B sales development, business development, or marketing-driven pipeline generation
- 5+ years of experience managing a global or regional BDR/SDR team
- Scaled, hired, onboarded and coached junior & senior reps in multiple geographies (AMER mandatory)
- Proven track record of developing and scaling high-performing business development teams in a B2B SaaS environment
- Deep understanding of Account-Based Sales & Marketing (ABSM), intent-based prospecting, and enterprise sales cycles
- Expertise in leveraging sales enablement tools such as ZoomInfo, LinkedIn Sales Navigator, Outreach, HubSpot, Salesforce, or similar platforms
- Proven experience leveraging AI and automation technologies (e.g., conversational AI, predictive analytics, intent-based prospecting tools) to enhance BDR performance and pipeline generation
- Strong collaboration skills to bridge marketing and sales efforts and align stakeholders across multiple teams
- Analytical mindset with the ability to interpret data, optimize processes, and drive continuous improvement
- Exceptional coaching skills with a passion for developing junior talent, building future sales leaders, and fostering both team and individual success. Proven ability to inspire, train, and retain high-performing BDRs
At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don’t just take our word for it. Take a better look below!
- Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
- Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.
- Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves.
- Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity.
Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.
