Director, Business Development (MEA)

WebEngage; Bengaluru, Mumbai, Gurugram District; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

WebEngage is seeking a Director of Business Development to drive global growth, forge strategic partnerships, and build a scalable, high-performance BD team. You will shape outbound and inbound strategies, align with Sales and Marketing, and optimize the lead funnel to meet revenue targets.

You will manage a distributed BD team, own the playbook, and leverage CRM tools like Salesforce or HubSpot to boost efficiency. A deep MarTech/CDP SaaS background is highly valued.

Qualifications

• 8+ years of B2B SaaS experience with 5+ years in a leadership role within a Sales Development or Business Development team.
• Proven success in building and managing international BDR/BD teams in a fast-paced startup or scale-up environment.
• Deep understanding of the enterprise sales cycle and buyer journey in MarTech, CDP, or related SaaS domains.
• Data-driven mindset profiles (ICP), and refined opportunity qualification criteria. Collaborate strategically with Marketing to optimize lead nurturing, campaign targeting, and content strategy for demand generation.

Responsibilities

• Drive strategic outbound and inbound lead generation initiatives, ensuring a robust and consistent sales pipeline that directly aligns with quarterly and annual revenue objectives.
• Build, mentor, and manage a geographically distributed team of Business Development Representatives (BDRs), fostering a high-performance culture focused on results, continuous learning, and innovation.
• Own and continuously evolve the comprehensive business development playbook, including prospecting strategies, qualification criteria, lead scoring, and efficient handoff processes to sales.
• Implement, optimize, and leverage CRM, engagement tools, and automation platforms (Salesforce, HubSpot, Outreach) to maximize team efficiency and effectiveness.
• Partner with Sales Leadership to define target accounts, ideal customer thinking, and data-driven experimentation within the team; advocate diversity and empathy in outreach strategy.

Skills

Leadership

Enterprise BD

Data-driven

Communication

BD strategy

Tools

Salesforce

HubSpot

Outreach

Gong

ZoomInfo

Job description

About Us:

WebEngage is a customer data platform and marketing automation suite that makes user engagement and retention simplified and highly effective for consumer tech enterprises and SMBs. Our platform empowers brands to drive more revenue from existing and anonymous users through highly contextual, hyper-personalized engagement campaigns across 10 communication channels. Headquartered in Mumbai, India, with offices in Delhi, Bangalore, São Paulo, and Dubai, we partner with thousands of brands worldwide across diverse industries including E-Commerce, Edtech, Fintech, Foodtech, Media & Publications, Gaming, BFSI, Healthcare, and Online Retail. Learn more about us at www.webengage.com

About the Role:

We are seeking a dynamic and visionary Director, Business Development to lead our strategic growth initiatives and forge impactful partnerships at a global scale. This pivotal role offers significant global exposure, working closely with cross-functional teams including Sales, Marketing, and Product to define and execute comprehensive business development strategies, establish best practices, and optimize lead generation and partnership development processes. The ideal candidate is a self-starter, comfortable operating in a highly dynamic environment, and passionate about guiding a high-performance, cohesive, and collaborative team towards ambitious revenue objectives.

Responsibilities:

• Strategic Pipeline Generation: Drive strategic outbound and inbound lead generation initiatives, ensuring a robust and consistent sales pipeline that directly aligns with quarterly and annual revenue objectives.
• Team Leadership & Development: Build, mentor, and manage a geographically distributed team of Business Development Representatives (BDRs), fostering a high-performance culture focused on results, continuous learning, and innovation.
• Playbook & Process Ownership: Own and continuously evolve the comprehensive business development playbook, including prospecting strategies, qualification criteria, lead scoring, and efficient handoff processes to sales.
• Technology & Automation: Implement, optimize, and leverage cutting-edge CRM, engagement tools, and automation platforms (e.g., Salesforce, HubSpot, Outreach) to maximize team efficiency and effectiveness.
• Sales & Marketing Alignment: Partner closely with Sales Leadership to define target accounts, ideal customer thinking, and data-driven experimentation within the team. Act as an advocate for diversity, inclusion, and empathy in all aspects of team building and outreach strategy.
• Thought Leadership: Represent WebEngage at industry events, strategic partnerships, and internal leadership forums, advocating for the MarTech and SaaS industries.

Minimum Qualification:

• 8+ years of B2B SaaS experience with 5+ years in a leadership role within a Sales Development or Business Development team.
• Proven success in building and managing international BDR/BD teams in a fast-paced startup or scale-up environment.
• Deep understanding of the enterprise sales cycle and buyer journey in MarTech, CDP, or related SaaS domains.
• Data-driven mindset profiles (ICPs), and refined opportunity qualification criteria. Collaborate strategically with Marketing to optimize lead nurturing, campaign targeting, and content strategy for demand generation.
• Market & Vertical Expansion: Lead business development initiatives supporting new market entries, strategic vertical expansions, and impactful product launches, tailoring outreach strategies by segment, region, and buyer persona for maximum effectiveness.
• Partnerships & Channels: Contribute to and/or lead account-based strategies and partner/channel pipeline development where applicable, identifying and nurturing strategic alliances.
• Culture & Advocacy: Champion a culture of curiosity, accountability, customer-firstwith strong analytical and reporting capabilities.
• Excellent communication, leadership, and organizational skills.
• Hands-on experience with modern sales tools (e.g., Salesforce, Outreach, Gong, ZoomInfo).

Life at WebEngage:

• We take transparency very seriously. Along with a full view of team goals, get a top-level view across the board with our monthly & quarterly town hall meetings.
• A highly inclusive work culture that promotes a relaxed, creative, and productive environment.
• Practice autonomy, open communication, growth opportunities, while maintaining a perfect work-life balance.
• Ready to redefine the future of Marketing Automation? Think you fit the bill? Come along, let's redefine the future of Marketing Automation!