Senior Manager, Business Development

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. AN OVERVIEW OF THIS ROLE This position is 100% remote and will be based in the UK, Ireland, Germany, the Netherlands. As a Global Sales Development Operations Senior Associate, you will help the Sales Development organization work more effectively by improving the tools, data, and processes that support day-to-day execution. We rely on this role to reduce friction for the team, improve visibility into how tools and motions are performing, and make it easier for sales development team members to move quickly with reliable systems and data. You will report to the Director, Sales Development Operations and play a hands-on role in maintaining core sales development technology, strengthening data quality, and supporting better training and adoption across a global team. This role involves solving operational problems, improving workflows, and turning tool and data insights into practical changes. You will work across systems such as Salesforce, Outreach, ZoomInfo, Demandbase, and LinkedIn Sales Navigator, while helping the team build stronger processes, documentation, and usage standards that support consistent execution across regions. WHAT YOU’LL DO * Maintain the performance of sales development tools, including Salesforce, Outreach, ZoomInfo, Demandbase, and LinkedIn Sales Navigator. * Optimize processes and configurations across the sales development technology stack to improve usability and consistency. * Create training documentation that helps the sales development team use software tools effectively in their daily work. * Train sales development team members on core tools and workflows, with clear guidance that supports adoption across regions. * Audit how tools are being used and identify opportunities to improve setup, governance, and ongoing effectiveness. * Investigate data quality issues that affect speed to lead and support issue creation and progression to drive resolution. * Measure and refine Outreach primary collections to improve how data and messaging are managed. * Assist business partners in evaluating the effectiveness of inbound and outbound sales development motions and the tools that support them. WHAT YOU’LL BRING * Experience working with modern sales and marketing tools such as Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, and ZoomInfo. * Required experience using Outreach in an operational or process improvement capacity. * Ability to maintain and improve business systems, with a focus on workflow design, tool configuration, and operational consistency. * Strength in identifying problems, investigating root causes, and turning findings into practical process improvements. * Experience working with data quality, data stewardship, or reporting that supports faster and more reliable sales execution. * Ability to create clear documentation and deliver training that helps distributed teams adopt tools and processes. * Experience working asynchronously with cross-functional stakeholders through clear written communication and shared documentation. * Experience learning and using GitLab and Git. We welcome candidates with transferable experience from similar operations, systems, or enablement roles. ABOUT THE TEAM The Global Sales Development Operations team supports sales development programs from rollout through measurement and iteration. We help improve visibility, streamline workflows, and strengthen playbooks and handoffs so sales development teams can work more effectively across regions. We are a remote team that works asynchronously across time zones, using clear documentation, written communication, and regular check-ins to stay aligned. We are focused on improving the systems, processes, and operational signals that support scalable sales development execution globally.   Remote-Global HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * Benefits to support your health, finances, and well-being * Flexible Paid Time Off  * Team Member Resource Groups * Equity Compensation & Employee Stock Purchase Plan * Growth and Development Fund * Parental Leave  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. About the role As the Senior Manager, Commercial Strategy & Enterprise Offering – Unified Commerce, you will own Adyen’s end-to-end offering for global and domestic omnichannel enterprise customers such as H&M or Joe & the Juice. This role is global in scope and entails both the defining of the long-term vision and strategic direction in partnership with the product organisation, as well as the commercialization and go-to-market of the offering and underlying products. Sitting in the Global Commercial Strategy team - at the direct intersection of Product and Commercial - you will act as the strategic bridge advocating for our customers' online checkout, in-store, hardware, shopper experience and loyalty needs across multiple industries. Your primary goal is to drive net revenue growth for your segment through strategic expansion, differentiation, and deep product adoption. What you will do 1. Offering Differentiation & Commercialization * Strategic Packaging & Narrative: Define the long- and short-term commercial value proposition ("what we sell, to whom, and why"). Package, bundle, and scale Adyen's Enterprise Offering across verticals and regions. * Future-Proofing & Readiness: Anticipate market and regulatory shifts to evolve your offering, ensuring all products meet strict readiness levels and customer expectations before scaling. 2. Customer Insights & Product Prioritization * Voice of the Customer: Build direct customer relationships to inform strategy, trade-off decisions, and GTM execution. Identify cross-segment/market/industry patterns in customer feedback and translate them into clear, data-driven recommendations.  * Roadmap Partnership: Partner closely with Product Leadership to inform roadmap priorities, run commercial discovery to incubate early innovations, and ensure development drives tangible value creation. 3. Go-to-Market (GTM) & Commercial Enablement * GTM Execution & Adoption: Own the ultimate market adoption of your offering. Drive end-to-end commercialization and GTM execution; lead product deep-dives and vision-selling with key customers. * Global Enablement & Alignment: Collaborate with Vertical and regional commercial teams, Product Marketing and Commercial Academy & Enablement to ensure global commercial teams are fully equipped on specific segment and vertical needs and have a clear and compelling offering to position and sell. Who you are * 12+ years of experience spanning commercial, strategy, and product roles. (Note: experience in (in-person) payments is a strict requirement). * Customer success is your north star. You are highly motivated by direct customer interactions and comfortable owning the commercial success of a specific segment, not shying away from details and complexity of the product offering to unlock this success * You thrive between Product and Commercial. You can synthesize large amounts of fragmented, global feedback and market nuances into structured, actionable insights and translate technical capabilities into clear, compelling commercial narratives. * You are a strategic thinker  * You are adept at driving cross-functional alignment and influencing decisions without direct authority.  * You navigate ambiguity and simplify complexity with ease and thrive in a fast-paced, results-oriented environment. Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility. This role is based out of our Amsterdam office. We have a hybrid workplace and value in-person collaboration; we do not offer remote-only roles.

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. THE ROLE We’re hiring a Senior Manager, BDR Operations & Strategy to help scale the operational infrastructure behind Legora’s global top-of-funnel sales engine. This role sits at the intersection of: * Business Development * Revenue Operations * GTM Systems & Data * Sales Leadership * Marketing * Analytics You will help operationalize and optimize the systems, workflows, analytics, and processes that power Legora’s outbound and pipeline generation motion globally. This is a highly cross-functional role focused on: * outbound operational excellence, * top-of-funnel analytics, * routing and workflow infrastructure, * sequencing governance, * tooling optimization, * and pipeline generation scalability. We’re looking for a highly analytical builder who combines systems thinking, operational rigor, and strong business judgment. WHAT YOU’LL OWN PIPELINE GENERATION OPERATIONS * Help design and operationalize scalable outbound and pipeline generation workflows * Own routing, assignment, and lead/account management processes * Support sequencing governance and outbound operational standards * Partner closely with Business Development leadership on operational scaling and process optimization * Help drive operational consistency across global top-of-funnel motions ANALYTICS & PERFORMANCE * Build dashboards and reporting for top-of-funnel performance and pipeline generation * Analyze conversion rates, productivity, pipeline quality, and sourcing performance * Identify operational bottlenecks and opportunities for improvement * Support forecasting and capacity planning related to pipeline generation * Deliver operational insights to GTM leadership TOOLING & INFRASTRUCTURE * Support and optimize the outbound tooling stack, enrichment workflows, and automation infrastructure * Partner closely with GTM Systems & Data on Salesforce workflows and architecture * Help operationalize AI-enabled outbound and prospecting workflows * Support tooling implementation, process automation, and workflow optimization * Maintain data quality and operational governance across systems CROSS-FUNCTIONAL COLLABORATION * Partner closely with Business Development leadership, RevOps, Marketing, and GTM Systems * Support strategic initiatives tied to outbound scaling and pipeline generation * Help ensure alignment across process, reporting, and operational standards * Act as a key operational partner to the top-of-funnel sales organization WHAT WE’RE LOOKING FOR REQUIRED EXPERIENCE * 4–8+ years in: * Revenue Operations * GTM Operations * Sales Operations * Growth Operations * Pipeline Generation Operations * Business Operations * Experience supporting high-growth B2B SaaS or AI companies * Strong analytical and problem-solving skills * Familiarity with Salesforce and modern outbound tooling ecosystems * Experience building and optimizing scalable operational processes * Strong cross-functional communication and stakeholder management skills PREFERRED EXPERIENCE * Experience supporting outbound sales or BDR organizations * Experience with sequencing, routing, enrichment, and signal tooling * Experience working with enterprise sales organizations * Experience operating in fast-scaling global environments * Experience supporting AI-enabled outbound workflows YOU MIGHT BE A GREAT FIT IF YOU… * Think like an operator and systems builder * Enjoy solving complex operational problems * Are highly analytical and data-driven * Thrive in fast-paced, ambiguous environments * Care deeply about operational excellence * Balance attention to detail with strategic thinking * Have strong judgment and a low ego SUCCESS IN THIS ROLE Within 12 months, you will have: * Improved the scalability and efficiency of Legora’s pipeline generation infrastructure * Increased visibility into top-of-funnel performance and operational metrics * Helped standardize outbound workflows and operational processes globally * Improved routing, tooling, and workflow efficiency across the BDR organization * Helped enable pipeline generation to scale efficiently during a period of hypergrowth WHAT’S IN IT FOR YOU * Global collaboration: Partner with teams and clients domestic and internationally. * Competitive package: Comprehensive salary, benefits, and tools for success. * Meaningful work: Your efforts shape how thousands of lawyers use AI daily. * In-person environment: Denver office designed for ambitious builders and company provided lunch daily. * Benefits & Perks: We invest in our people with a comprehensive, thoughtfully designed benefits package: Medical, Dental & Vision * Multiple medical plan options through Aetna and Kaiser Permanente * HSA or Healthcare FSA (based on plan selection) * Dental plans via MetLife * Vision plans via Vision Care Family Support * Generous parental leave * Free access to Maven Clinic * Dependent Care FSA * Free One Medical membership for employees and dependents Additional Perks * Pre-tax commuter benefits * Life Insurance + STD/LTD * 401(K) with generous company match * Unlimited PTO * Robust voluntary benefits, including identity protection (via Aura), legal coverage via MetLife, pet savings programs, and more Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.