Cisco Canada Business Development Manager leading Canadian defense offsets, localization, and industrial participation. Building government, industry, and academic partnerships to support technology - driven economic growth.
About the role
- Director of Business Development responsible for building and optimizing global BDR efforts at Granicus. Focused on pipeline growth and team leadership in GovTech industry.
Responsibilities
- Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths.
- Drive predictable pipeline growth across inbound and outbound channels; improve stage-to-stage conversion using data-driven experimentation.
- Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting.
- Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity.
- Understand the differing requirements for your team to engage Executive (C-Suite) and functionally led persona’s.
- Lead and develop a ~60-person global BDR organization, including frontline managers and team leads; hire, ramp, coach, and promote top talent.
- Establish KPIs, quotas, operating cadences, and accountability systems to drive consistent performance.
- Maintain a culture of execution excellence, inclusion, and career progression into AE/CSM roles.
- Own and improve playbooks, call scripts, persona-based sequences for Executives (C-Suite) vs. Functional leaders, automation vs. manual operating models, qualification standards, and handoff processes.
- Ensure execution quality through coaching, QA reviews, speed-to-lead adherence, and segment specific messaging alignment.
- Oversee technology adoption (Salesforce, Outreach/Salesloft, Gong, ZoomInfo) and partner with RevOps on data integrity and analytics.
- Partner with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and early-stage deal progression.
- Collaborate with Marketing and PMM to develop integrated campaigns, sequences, and feedback loops that improve relevance and ROI.
- Translate market and customer insights into actionable GTM improvements and executive-ready reporting.
Requirements
- 10+ years in business development, sales development, or revenue leadership within SaaS or technology.
- Demonstrated success leading large, distributed BDR/SDR teams and delivering measurable pipeline growth.
- Strong command of outbound, inbound, ABM/ABS motions, pipeline analytics, and conversion optimization.
- Experience implementing AI-driven or data-driven tools to enhance prospecting, prioritization, and coaching.
- Expertise with Salesforce and modern sales engagement platforms.
- Excellent leadership, communication, negotiation, and cross-functional collaboration skills.
- Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government.
- Experience supporting international GTM motions across distributed, geographically diverse teams.
Benefits
- Flexible Time Off – Take the time you need to rest, recharge, and live your life.
- Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
- Work From Home Reimbursement – Support a productive home office environment.
- Multiple Health Plan Options – Including a 100% employer-paid plan.
- Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
- Fitness Reimbursement Program – Stay active, your way.
- On-Demand Mental Health Support – Access to Headspace and other wellness tools.
- Paid Parental Leave – For both birthing and non-birthing parents.
- Traditional & Roth 401(k) – With a generous company match.
- Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
- Online Learning Platforms – Fuel your professional development.
- Competitive Salary & Bonuses – Your contributions are valued and rewarded.
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