Regional Manager, Business Development

BlackLine; Los Angeles (CA); Hybrid; USD 143,000 - 179,000; Full time

Job summary

BlackLine in Los Angeles is seeking a Regional Leader of Business Development to oversee the internal BDR team within a designated region. You will guide strategy, coach recruiters, and align with Sales and Marketing to fulfill regional targets.

This role demands hands-on leadership, strong communication, and a track record of building high-performing teams. You will collaborate with RVPs and cross-functionally with Marketing to drive pipeline and revenue.

Qualifications

• Experience leading a regional BDR team and driving regional revenue.
• Bachelor's degree in a related field or equivalent experience.
• Strong knowledge of Outreach and Salesforce; proficient in Excel reporting.

Responsibilities

• Oversee internal BDR team within an assigned region and drive regional QM targets.
• Lead weekly regional team meetings to reinforce best practices and strategy.
• Coach, develop, and evaluate BDRs; implement performance plans as needed.
• Partner with Geo Leader, HRBP, and Talent Acquisition on hiring and ramp plans.
• Collaborate cross-functionally with Sales, Marketing, and enablement to execute tactics.
• Monitor regional metrics (inbound/outbound activity, pipeline, meetings) and adjust as needed.
• Onboard new hires and provide hands-on training for tools and processes.
• Support a hybrid work model with on-site presence as required (NYC office).

Skills

Leadership & People Management

BDR Management

Salesforce

Outreach.io

Excel reporting

Education

Bachelor's degree

Tools

Salesforce

Outreach

Excel

Job description

Make Your Mark:

The Regional Leader of Business Development will oversee all activities of an internal team of BlackLine’s Business Development Reps within an assigned Region. This individual is a people leader, responsible for the day-to-day management and adherence to established best practices for their BDR team. This individual is a high performer and individually self‑motivated. They stand out from their peers and are the right hand of the Director of Business Development Leader. They encourage and push their team to perform to the best of their ability, modeling best practices when needed. This individual reports to the Leader of Business Development and works with other regional leaders and cross‑functionally with Sales and Marketing counterparts. This individual is responsible for furthering and maintaining the two primary Business Development team objectives: fulfilling their regional portion of the Sales and Marketing contract and creating a team of high performing BDRs to be a recognized talent pool within BlackLine. This position regularly communicates with RVPs in Sales, and the respective regional Marketing Programs manager.

You’ll Get To:

• Has additional responsibility and influence on the development of strategy and execution of process within their region
• Conducts interviews and partners with Geo Leader, Talent Acquisition, and HRBP regarding hiring decisions, candidate pool feedback, and interview activity.
• Oversees the progression of BDRs through the BDR Matrix to ensure skill growth and team development. Partners with Geo Leader and HRBP regarding Performance Improvement Plan execution and termination decisions.
• Lead regional team meetings on a weekly/more frequent basis to reinforce key organizational topics and promote best practices
• Guides, coaches, and drives team to achieve regionally set Qualified Meeting (QM) targets from the Sales and Marketing Contract on a Monthly, Quarterly, and Annual basis
• Manages and maintains regional BDR Metrics. Including, but not limited to:
• Inbound lead follow-up
• Outbound target tracking
• Call and Email activity
• Marketing Campaign follow-up and participation
• Scheduled pipeline Meetings
• Educates and reinforces technology best practices for the team; ensures appropriate technology use and makes recommendations for new tools if needed.
• Delivers training both in a group setting and 1:1 to both refresh knowledge and use of existing and new technologies
• Partners cross-functionally with associated RVPs and marketing counter parts to implement decided upon tactics and ensure successful participation by the BDRs to support regional revenue generating activities.
• Works with Enablement to onboard and train new hires: BDR and Interns
• Provides hands on training and reinforcement of tactics both in 1:1 and group settings
• Tracks the performance of their assigned team using Tableau and SFDC within the pre-determined framework
• Along with the Geo leader, identifies areas of opportunity to improve performance of the team and individuals as needed
• Performs other duties as assigned.
• Provide limited supervision to others through motivation, direction, review and feedback of assigned tasks.
• Supervise others work through the planning and scheduling of work, and review and approval.
• Supervise/manage/direct the selection, training, development, appraisal and work assignments of personnel.
• Candidates must be able to accommodate a hybrid work schedule, which includes working on‑site at least three days per week from our New York City office.

What You’ll Bring:

• Years of Experience in Related Field: At least 1 -3 of managing a team, or At least 3 years of experience managing a team of early career employees. Ideally at least 3 years of experience in a business development, sales, or recruiting role
• Education: Bachelor’s degree from an accredited college or university
• Technical/Specialized Knowledge, Skills, and Abilities:
• Strong knowledge of Outreach and Salesforce from previous experience with these tools
• Knowledge of Microsoft Office Suite, specifically Excel reporting skills such as building charts and graphs

Other:

• Effective communication skills, both written and verbal, with the ability to tailor messaging to the audience (team, external partners, executives)
• Have a high level of energy, drive, enthusiasm, initiative, commitment, and professionalism.
• Must have an aptitude for leadership
• Ability to guide and motivate employees, through both direct and indirect methods
• Goal oriented at both an individual and team level.
• Be a self-starter with solid organizational and planning skills.
• Must be open minded and have a willingness to learn.
• Must be highly motivated and outgoing with excellent inter-personal skills.

We’re Even More Excited If You Have:

• Have some accounting knowledge (degree or job experience).
• Former Senior BDR

Thrive at BlackLine 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.

BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in‑person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week.

Salary Range:

$143,000.00-$179,000.00

Pay Transparency Statement:

Placement within this range depends upon several factors, including the applicant’s prior relevant job experience, skill set, and geographic location.

In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.

We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model – for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.

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.

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.