Regional Manager, Business Development

BlackLine Systems Limited (UK); Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

BlackLine is seeking a Regional Manager, Business Development to lead a hybrid inbound/outbound BDR team across multiple European markets. You will shape territory strategy, hire and coach the team, and align with AEs and RevOps to drive qualified pipeline.

You will manage performance, implement improvements, and drive career progression within the BDR team, reporting to a Hiring Manager in California. This role offers hands-on ownership and visible impact on regional commercial results.

Qualifications

• Experience leading a BDR team with ability to explain weekly planning and performance
• Clear communication with stakeholders at all levels, including senior leaders
• Ability to describe past challenges and articulate corrective actions
• Genuine interest in BDR career progression and team development
• Experience coaching BDRs to work independently and generate opportunities
• Familiarity with Salesforce and AI-driven workflows

Responsibilities

• The territory map and account allocation for your region
• Hiring, onboarding and development of the team
• Coaching and development for your BDRs: call reviews, Gong recordings, role-play, messaging and objection handling
• Team rhythm: planning, one‑to‑ones, performance reviews, call blitzes, pipeline forecasting with sales leaders
• Maintain relationships with AEs, sales leaders, RevOps and regional marketing teams
• Build a succession pipeline into AE roles or leadership

Skills

BDR leadership

Strategic communication

Sales forecasting

Team development

Tools

Salesforce

Job description

Make Your Mark: BlackLine’s BDR team is already performing well, and we’re looking for a Regional Manager, Business Development to make it better without breaking what works.

You’ll lead a hybrid inbound and outbound BDR team that creates pipeline across several European markets, from mid-market to mega-enterprise accounts. This is a chance to turn outbound from a volume game into a strategic, researched, multi-threaded engine, and to get AEs to act on the pipeline your team sources, even when they’re deep in late-stage deals at quarter-end. You’ll inherit a team that already performs, with a mix of experienced and newer BDRs. You’ll have direct visibility to senior leaders across Europe, a clear line from your work to commercial results, and a “come and prove it” culture with real progression, including a growing number of sales and leadership openings in London. You’ll report to the Hiring Manager, based in California, and have the autonomy to set the agenda, launch initiatives and build relationships without waiting for direction. For the first six months, we want you to assess the team and its processes, keep what works, and bring your own perspective on what to improve.

What you will own

• The territory map and account allocation for your region;
• Hiring, onboarding and development of the team;
• Coaching and development for your BDRs: call reviews, Gong recordings, role-play, messaging and objection handling, adapted to each person;
• Your team’s rhythm: planning, one-to-ones, performance reviews, call blitzes, and forecast and pipeline calls with sales leaders;
• Relationships with AEs, sales leaders, RevOps and three regional marketing teams, including events, campaigns and post-event follow-up;
• A succession pipeline, so BDRs have a clear route into AE roles or leadership.

What You’ll Bring

• Experience leading a BDR team, and the ability to explain how you run your week, spot high and low performance, and address both;
• Clear communication with everyone, including in difficult conversations with senior stakeholders. You’d rather have the awkward conversation early than let it sit;
• The ability to describe a time something went wrong and how you pulled out of it, and to tell it straight;
• A genuine interest in BDRs’ next career steps, and excitement about their progression more than about your own title;
• Experience building BDRs who think for themselves rather than depend on you;
• A view of success based on which accounts are worked, which stakeholders are reached and how many conversations become opportunities, not on activity numbers alone;
• Hands‑on use of AI for your own work and with your team, beyond surface‑level use;
• Comfort working in Salesforce.

Why join us Because You Are Joining:

A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world’s most trusted name in Finance Automation! A culture that is kind, open, and accepting. It’s a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives. A culture where BlackLiner’s continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

Accommodations:

BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.

Wondering what it’s like to work at BlackLine? Don’t take our word for it. We’ve been voted Best Place to Work by Inc. Magazine four years in a row. Built in LA ranks us in their top 100 Best Places to Work in LA. Reviewers on Glassdoor say we have “smart and kind people,” “phenomenal culture,” and “good work/life balance.”

At BlackLine, we follow a comprehensive recruitment process which is undertaken by our talent acquisition team. We conduct personal interviews of all potential job seekers and do not follow practice of making employment offers based solely on a candidate’s resume. We do not solicit any payment under the name of security deposit and/or visa/work-permit processing fee, etc., either refundable or non-refundable, at any stage of the recruitment process. Openings at BlackLine are listed on our career webpage in addition to being advertised in job portals.

BlackLine shall not be held liable for any loss or damage, direct or indirect, incurred as a result of this act.