Forterro
Head of Business Development Representatives
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Lead the next phase of Forterro's global growth
As Forterro continues to grow across Europe and North America, we are investing in a more unified and scalable approach to business development.
We're looking for an experienced Head of Business Development Representatives (BDR) to lead our global sales development organisation and play a key role in shaping how pipeline is generated across our portfolio of software businesses.
This is a unique opportunity to bring together regional teams, establish best-in-class processes, develop future sales talent, and create a consistent approach to pipeline generation across multiple markets, products and customer segments.
Based in the UK, you will work closely with Sales, Marketing, RevOps and Enablement leaders to drive alignment, improve performance, and build a high-performing business development function that supports Forterro's continued growth.
For the right person, this is an opportunity to make a lasting impact on a business serving more than 13,000 customers across Europe and beyond.
The Opportunity
This role combines strategy, leadership and execution.
You'll be responsible for developing a clear vision for the global BDR function whilst ensuring teams are equipped, motivated and aligned to deliver sustainable pipeline growth.
Success in this role will come from your ability to create consistency across regions, develop high-performing teams and implement scalable processes that improve conversion rates and sales outcomes.
You'll act as a key partner to commercial leadership, helping to ensure that lead generation, qualification and handover processes are optimised across the organisation.
Responsibilities
Global Team Leadership
- Lead, develop and inspire BDR leaders and team members across Europe and North America.
- Build a unified and collaborative culture across multiple geographies, languages and time zones.
- Create a high-performance environment based on accountability, coaching and continuous improvement.
- Support career development and succession planning across the BDR organisation.
- Establish clear expectations, development plans and performance standards.
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Business Development Strategy
- Define and implement the global BDR strategy in alignment with Forterro's commercial objectives.
- Drive consistency in outreach methodologies, qualification frameworks and pipeline generation activities.
- Analyse performance across regions and identify opportunities for improvement.
- Ensure best practices are shared and adopted across the organisation.
- Continuously evaluate market trends, customer behaviour and sales development approaches.
Performance Management & KPIs
- Establish a clear and consistent framework for measuring success.
- Define and manage key productivity, pipeline and conversion metrics.
- Monitor regional performance and provide actionable insights to stakeholders.
- Use data to identify opportunities, remove blockers and improve efficiency.
- Drive accountability through regular reviews and performance management processes.
Process Optimisation & Cross-Functional Collaboration
- Partner closely with Sales, Marketing, RevOps and Enablement teams to optimise lead flow and conversion.
- Improve processes across inbound and outbound motions.
- Ensure smooth and consistent handover of qualified opportunities into Sales.
- Support the implementation and adoption of tools, systems and reporting frameworks.
- Drive operational excellence and scalability across the BDR function.
Talent Attraction, Development & Enablement
- Partner with Talent Acquisition to attract and hire exceptional BDR talent.
- Support onboarding and ramp-up programmes for new hires.
- Ensure ongoing coaching, training and skills development.
- Build clear progression pathways into sales and commercial leadership roles.
- Strengthen engagement and retention across the team.
Skills, Knowledge & Expertise
About You
You'll be a commercially minded leader with a passion for developing people, creating structure and driving measurable results.
You'll bring:
- Significant experience leading BDR, SDR or Sales Development teams within a B2B software, SaaS or technology environment.
- A proven track record of scaling and transforming business development functions.
- Experience leading geographically distributed teams.
- Strong understanding of pipeline generation, lead management and sales development methodologies.
- A data-driven approach to performance management and decision making.
- Experience building and implementing sales development processes, playbooks and KPIs.
- Excellent stakeholder management and communication skills.
- The ability to influence and collaborate effectively at all organisational levels.
- Experience working across multiple markets and cultures.
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What success looks like
Within the first 12-24 months, you will:
- Create alignment across regional BDR teams.
- Establish a consistent framework for KPIs, reporting and performance management.
- Improve pipeline creation and conversion effectiveness.
- Increase collaboration between Business Development, Sales and Marketing.
- Enhance the quality and consistency of lead qualification and opportunity handover processes.
- Build a strong talent pipeline for future commercial leaders within Forterro.
As Head of BDR, you'll have the opportunity to shape a critical commercial function within a growing international organisation, influence future growth strategy and help develop the next generation of sales talent.
You'll join a collaborative, ambitious and entrepreneurial environment where your ideas, leadership and impact will be visible across the business.
About Forterro
Founded in 2012, Forterro has grown to become a category leader in industrial software – with strongholds in Europe’s top production economies, as well as regional service hubs and development centres around the world. From more than 40 office locations, our 2,500+ employees provide and support software for more than 13,000 industrial businesses. Our products are deeply rooted in the demands of their local geography. And each is designed to strengthen and accelerate our customers’ ability to operate efficiently and compete effectively.
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