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Global BDR Manager



Posted on Friday, May 24, 2024

Our Purpose

We work to connect and power an inclusive, digital economy that benefits everyone, everywhere by making transactions safe, simple, smart and accessible. Using secure data and networks, partnerships and passion, our innovations and solutions help individuals, financial institutions, governments and businesses realize their greatest potential. Our decency quotient, or DQ, drives our culture and everything we do inside and outside of our company. We cultivate a culture of inclusion for all employees that respects their individual strengths, views, and experiences. We believe that our differences enable us to be a better team – one that makes better decisions, drives innovation and delivers better business results.

Title and Summary

Global BDR Manager

Team background
The Data & Services team is a key differentiator for Mastercard, providing the cutting-edge services that help our customers grow.

As we continue to build and expand our relationships into new segments (i.e., Retail, Restaurant, Travel & Hospitality, Telco and Consumer Goods) and key buying centres, the Global BDR Director will be a critical part of growing the BDR function, hiring and managing a team of Business Development Representatives (BDRs). The team will be responsible for driving outbound lead generation activities in collaboration with Direct Sales teams, running engagement campaigns with Marketing and supporting the conversion of outbound leads into opportunities. As a Global BDR Director, you will report to the SVP of Sales Strategy Execution.
• Responsible for delivering a high performing Business Development team that owns the front-end of the sales funnel
• Develop and implement a scalable strategy for outbound prospecting with a specific focus on C-Suite external stakeholders in addition to defining a lead conversion process
• Work within a strong operational framework for all activities, accurately reporting and managing targets and KPIs to quantify impact of the BDR team
• Engage functionally across three complementary groups of Direct Sales Teams; Advisors BD Customer Business Leads who sell with a customer relationship-first approach; Industry Sales Specialists who sell with a broad segment penetration approach; and Product Sales Specialists who sell with a product specific approach
• Drive collaboration with stakeholders across Mastercard to obtain qualitative feedback on outbound lead generation processes, implementing process/strategic improvements and deploying best practices
• Leverage knowledge of Mastercard D&S capabilities and how they fit together to understand relevance of our solutions to potential clients
• Foster a team-oriented environment within the BDR team and develop strong partnerships with key cross-functional teams (e.g. Sales, Segments, SDR) to drive collective success
All About You
• 10+ years of business development experience
• Demonstrated excellence and career development in a sales role, preferably within BDR
• Proven self-starter with record of success as a people manager
• Strong commercial drive with ability to build relationships based on empathy, thought leadership and subject matter expertise
• Experience selling SaaS and or Professional Services
• Consultative sales skills and ability to construct and articulate strong business cases, strategic account planning and execution
• Ability to learn and pivot quickly
• Ability to quickly upskill on our D&S products
• Strong drive to build processes and establish ways of working across teams
• Collaborative attitude with an understanding of how to win as a team
• Preferred cold outreach / lead generation / social selling background
• Excellent verbal and written communication skills in English
• Preferred proficiency with Salesforce, Microsoft Office, Outreach, Zoominfo, and LinkedIn Sales Navigator
• Agile, creative, and flexible thinker that enjoys responding rapidly to shifts in macro and microeconomic trends that effect prospective clients
• Experience building and driving effective pipeline-generation strategies

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

  • Abide by Mastercard’s security policies and practices;

  • Ensure the confidentiality and integrity of the information being accessed;

  • Report any suspected information security violation or breach, and

  • Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.