D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift.
New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies.
D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.
D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally.
Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes, a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes, summaries, and administrative work, these tools never rank resumes, make hiring decisions, or influence candidate evaluations.
General Description:
Our ideal candidate is an experienced strategic people and business leader responsible for building a predictable, high-performing business development engine across APAC and EMEA. This role translates company and revenue priorities into regional operating plans, develops managers and BDR talent, and partners across Sales, Marketing, RevOps, Enablement and Finance to create qualified pipeline and measurable commercial impact.
The Manager of Business Development will manage and grow a team of Business Development Representatives in APAC and EMEA and responsible for driving qualifying opportunities that build pipeline for the Named and Strategic sales organization. This individual will be a coach who has a deep understanding how to overcome common obstacles and has a passion to teach other how to become a top performer.
Success is measured by team activity, quality, conversion, predictability and scalability of the pipeline engine, the strength of the talent bench, and the leader’s ability to influence outcomes beyond their immediate team.
Major Responsibilities:
- Own the regional operating strategy: Build and execute an APAC and EMEA BDR plan aligned to segment, territory, pipeline and revenue priorities; establish clear goals, capacity assumptions, coverage models and quarterly execution rhythms.
- Deliver business outcomes: Hold the organization accountable for qualified pipeline, stage progression, conversion, forecast accuracy and quality. Identify risks early and lead corrective action.
- Lead through influence: Partner with Sales leadership, Marketing, RevOps, Enablement, Finance and Product to improve routing, campaign-to-pipeline conversion, account prioritization, messaging, process and inspection.
- Build a scalable system: Define and improve the operating model, reporting, dashboards, cadences, qualification standards, handoffs and governance required to make performance repeatable across markets.
- Represent the region: Bring clear insights, recommendations and trade-offs to senior leadership, using data and frontline evidence to shape broader business decisions.
Performance and Operational Leadership
- Create a predictable regional performance-management rhythm spanning weekly inspection, monthly business reviews and quarterly planning.
- Define leading and lagging indicators, including activity quality, connect and meeting conversion, meeting-to-S1/S2 progression, pipeline contribution, coverage, attainment and forecast confidence.
- Use Salesforce, Salesloft, 6sense, ChatGPT, Power BI and other systems to diagnose performance, improve visibility and ensure data integrity.
- Turn trends and performance gaps into practical experiments, documented actions and measurable improvement plans.
- Maintain disciplined operating standards while adapting execution to APAC and EMEA market realities, segments and cultures.
People Leadership and Performance
- Lead, coach and develop BDRs and managers through clear expectations, high-quality 1:1s, call coaching, deal/pipeline reviews and individualized development plans.
- Build a strong talent pipeline and succession plan; make thoughtful hiring, onboarding, performance and promotion decisions.
- Create an inclusive, accountable and high-performing culture where people understand the connection between their work, customer value and D2L’s mission
- Develop future sellers by delegating meaningful ownership, creating stretch opportunities and sharing practical expertise across the broader BD organization.
- Address performance issues directly and fairly, balancing empathy with clarity, consistency and business accountability.
Cross Functional Leadership
- Partner with regional and segment Sales leaders to define target-account priorities, engagement plans, qualification standards and handoff expectations.
- Work with Marketing to improve campaign strategy, event follow-up, lead quality, nurture paths and contribution to pipeline.
- Collaborate with RevOps and Enablement on process design, reporting, tooling adoption, training and continuous improvement.
- Build trust across functions and resolve competing priorities through clear communication, sound judgment and shared outcomes.
- Share market, customer and competitive insight that improves messaging, plays and go-to-market decisions
D2L Leadership Competencies
- Leads by Example with personal and professional integrity, high accountability and say/do ratio
- Boundaryless collaboration and influence skills both within team, peer group and broader organization. Effective communicator with a proven track record of success.
- Delivers Awesome Outcomes: Strategic mindset and business acumen, with strong prioritization skills and a focus on organizational outcomes vs. team tasks. Effective problem solver, able to achieve results individually and through others, in fast paced, deadline-driven environments.
- Talent Magnet: Talent-focused leader, with demonstrated ability to coach, build and lead a high performing, diverse team.
- Better, Smarter, Faster: An agile learner, with a growth mindset, attention to detail and organizational skills. An operationally minded leader, with a focus on continuous improvement and innovation.
- Wins Hearts and Minds: An effective communicator, with the ability to connect the why and the what. A change agent, with proven delegation, motivation, and team building skills.
Suggested Qualifications/Experience:
- 3+ Years of experience leading high-performing sales development team
- 2+ years of experience selling software and SaaS
- Experience with Salesforce, Salesloft, AI and other sales engagement tools.
- Have experience leading remote teams
- Have experience with outbound /cold prospecting and working with inbound leads
- Lead by example and a willingness to get into the trenches with the front line
- Excellent written/oral communications and analytical skills
- Excellent interpersonal skills, able to interface effectively across levels and functions
- Experience training, mentoring, and growing an outbound process.
Don’t meet every single requirement? We strongly encourage you to still apply! At D2L, we are committed to creating a diverse and inclusive environment. We encourage your application even if you don't believe you meet every single qualification outlined, because we love to help our people grow and develop!
Why we're awesome:
At D2L, we are dedicated to providing you with the tools to do the best work of your life. While some of our perks and benefits may vary depending on location or employment type, we are proud to provide employees with the following through #LifeAtD2L:
- Impactful work transforming the way the world learns
- Flexible work arrangements
- Learning and Growth opportunities
- Tuition reimbursement of up to $4,000 CAD for continuing education through our SkillsWave Program
- 2 Paid Days off for SkillsWave-related activities like exams or final assignments
- Employee wellbeing (Access to mental health services, EFAP program, financial planning and more)
- Retirement planning
- 2 Paid Volunteer Days
- Competitive Benefits Package
- Home Internet Reimbursements
- Employee Referral Program
- Wellness Reimbursement
- Employee Recognition
- Social Events
- Dog Friendly Offices Spaces at our HQ in Kitchener, Winnipeg, Vancouver and Melbourne offices.
