Senior Manager, Business Development - Enterprise, Strategic & Canada

About this role

Be the one building AI-powered experiences where they matter most.   At Genesys, we help organizations create better customer experiences through AI-powered experience orchestration. Our platform connects people, systems, data and AI to help organizations deliver more personalized service, improve operational efficiency and build stronger customer relationships.   Help build, support and operate technology used by more than 8,000 organizations in over 100 countries – moving AI from possibility to production in real-world enterprise environments every day.

Role Overview As Senior Manager, Business Development, you will own the end-to-end strategy, operating model, and execution of how new enterprise business is generated, qualified, and accelerated across the US Enterprise, Canada, and Strategic Accounts territories. You will lead and develop a high-performing Business Development organization, advancing pipeline sophistication through data, AI-enabled tools, and disciplined execution while building scalable talent development and enablement practices. You will serve as a strategic partner on regional go-to-market strategy, pipeline priorities, conversion performance, and market expansion -translating business objectives into scalable pipeline programs and identifying opportunities to strengthen enterprise prospect engagement. Key Responsibilities Strategy & Execution • Own the end-to-end Business Development strategy across territories, aligning pipeline generation priorities, resource allocation, and execution with regional revenue and market expansion objectives. • Drive predictable pipeline creation and improve funnel performance by identifying opportunities to strengthen conversion, pipeline quality, prospect engagement, and alignment with enterprise sales priorities. • Partner with senior Sales and Marketing leaders on account-based programs, market priorities, target account strategies, and integrated pipeline initiatives. • Analyze pipeline data, campaign performance, conversion trends, and prospect engagement to identify strategic opportunities and translate insights into improvements.

Leadership & Talent Development • Lead and develop a high-performing regional BDR organization with clear performance expectations, strengthened leadership capability, and a culture of accountability, growth, and internal mobility. • Build and scale a talent development engine with individualized development plans, structured skill-building programs, and clear career pathways into Account Executive, Sales Engineering, Marketing, and leadership roles. • Establish a scalable enablement framework across onboarding, ongoing development, coaching, and certification to accelerate ramp time and raise performance standards. • Identify and develop high-potential talent, strengthening coaching capability and creating succession pathways.

Building High-Performance Culture • Establish clear performance expectations, metrics, and accountability structures that drive excellence while fostering psychological safety and trust within the organization. • Create a competitive yet collaborative environment where team members are empowered to own results, take intelligent risks, and drive continuous improvement. • Celebrate wins consistently, share learning from setbacks, and maintain transparency on business performance and market conditions to keep the team aligned and motivated. • Foster a culture of healthy competition internally while maintaining strong cross-functional collaboration with Sales, Marketing, and other teams to drive shared outcomes. • Model the behaviors and work ethic expected across the organization -demonstrating resilience, growth mindset, and commitment to developing others.

Process & Operations • Design scalable operating processes, playbooks, and performance standards that create consistency across a distributed team and strengthen institutional capability as the organization grows. • Oversee regional pipeline forecasting, performance measurement, and operating rhythms, providing senior leadership with actionable insights into pipeline health, risks, and opportunities. • Drive cross-functional alignment across Sales, Marketing, Revenue Operations, and other stakeholders to remove pipeline barriers and improve execution. • Champion modern CRM, sales engagement, analytics, and AI-enabled prospecting capabilities, identifying opportunities to improve productivity and decision-making.

Scaling & Influence • Collaborate with global stakeholders to share successful operating models and help establish repeatable standards that scale across teams. • Influence Business Development practices beyond the region, contributing to the evolution of organizational capabilities.

Required Qualifications • 10+ years in SaaS or cloud Business Development, Sales Development, Inside Sales, or related revenue functions • 4+ years of progressive people leadership, including demonstrated success leading BDR/SDR teams in complex enterprise sales environments • Proven track record building and executing pipeline generation strategies that support enterprise revenue growth • Demonstrated success developing high-performing teams and creating meaningful career progression for sales talent • Strong understanding of enterprise sales motions, including complex buying cycles, strategic account engagement, and account-based approaches • Experience leading regional or distributed teams and establishing scalable operating rhythms and enablement practices • Demonstrated ability to translate pipeline, conversion, and engagement data into strategic business insights • Strong proficiency with Salesforce, Salesloft, Tableau, or comparable CRM, sales engagement, and analytics platforms • Demonstrated ability to influence senior stakeholders and drive alignment across Sales, Marketing, Revenue Operations, and cross-functional organizations • Strong business acumen, executive communication, coaching, and organizational leadership ca

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