Director - Head of Business Development Representatives (BDR)
Nium, San Francisco, CA, United States
Nium , the global leader in real-time, cross-border payments, was founded on the mission to deliver the global payments infrastructure of tomorrow, today. With the onset of the global economy, its payments infrastructure is shaping how banks, fintechs, and businesses everywhere collect, convert, and disburse funds instantly across borders.
Its payout network supports 100 currencies and spans 220+ markets, 100 of which in real-time. Funds can be disbursed to accounts, wallets, and cards and collected locally in 35 markets. Nium's growing card issuance business is already available in 34 countries. Nium holds regulatory licenses and authorizations in more than 40 countries, enabling seamless onboarding, rapid integration, and compliance – independent of geography. The company is co-headquartered in San Francisco and Singapore.
The Director - Head of Business Development Representatives (BDR) will lead, scale, and optimize the Business Development Representative (BDR) and Inside Sales function. This role is responsible for building a high-performing inbound and outbound sales engine that consistently delivers qualified pipeline to the sales organization while driving revenue through inside-led deals where applicable.
The ideal candidate brings strong leadership experience in fintech, payments, SaaS, or financial services, with a proven track record of building inside sales teams in a high-growth, cross-border or international environment.
Responsibilities
Leadership & Team Management
Build, lead, and mentor a regional BDR / Inside Sales team based in San Francisco, with coverage across global markets
Define team structure, roles, hiring plans, onboarding, and career progression frameworks
Establish a high-performance culture focused on accountability, coaching, skill development, and results
Partner closely with HR and Sales Enablement to drive continuous learning and talent retention
Sales Strategy & Execution
Own the top-of-funnel and inside sales strategy, aligning with overall revenue and growth objectives
Design and execute inbound and outbound prospecting strategies across target segments (SME, mid-market, enterprise)
Drive consistent pipeline generation, qualification standards, and handoff processes to Field Sales / Account Executives
Oversee inside-led sales motions for select segments, products, or geographies
Process, Metrics & Performance Management
Define and track KPIs including pipeline creation, conversion rates, win rates, deal velocity, ACV, and quota attainment
Implement best-in-class sales processes, cadences, and qualification methodologies (e.g., MEDDICC, BANT)
Forecast pipeline performance and report results to senior leadership
Continuously optimize workflows to improve efficiency and effectiveness
Cross-Functional Collaboration
Partner with Marketing to align on ICPs, lead generation, campaign execution, and lead quality
Collaborate with Product, Compliance, and Operations teams to ensure accurate messaging around cross-border payments, FX, regulations, and use cases
Provide market and customer feedback to influence product roadmap and go-to-market strategies
Technology & Enablement
Own the BDR / Inside Sales tech stack, including CRM (e.g., Salesforce), sales engagement tools, and analytics platforms
Ensure data accuracy, reporting discipline, and effective use of automation and AI where applicable
Drive sales enablement initiatives including playbooks, scripts, objection handling, and competitive positioning
Requirements
10+ years of experience in sales, business development, or revenue roles, with at least 5 years in a leadership capacity
Proven experience building and scaling BDR or Inside Sales teams in fintech, payments, SaaS, or financial services
Strong understanding of cross-border payments, FX, treasury, or related financial products (preferred)
Experience selling into international markets
Demonstrated ability to manage metrics-driven teams and deliver predictable pipeline and revenue
Excellent stakeholder management and cross-functional collaboration skills
Strategic thinker with strong execution discipline
Inspirational leader and hands‑on coach
Deep understanding of modern sales development and inside sales best practices
Strong analytical and forecasting capabilities
Excellent communication, presentation, and negotiation skills
Comfortable operating in a fast‑paced, high-growth environment
Benefits We value performance: through competitive salaries, performance bonuses, sales commissions, equity for specific roles and recognition programs, we ensure that all employees are rewarded.
We care: we provide medical coverage along with 24/7 employee assistance, generous vacation programs, and a flexible hybrid working environment (3 days per week in the office).
We upskill ourselves: role-specific training, internal workshops, and a learning stipend.
We constantly innovate: since inception, we have received recognition and awards for our business and talent opportunities.
We celebrate together: company-wide social events, team bonding activities, happy hours, team offsites, and more.
We thrive with diversity: Nium is a global company with 33 nationalities across 18+ countries, more than 10 office locations; as an equal opportunity employer, we provide a safe and welcoming environment for everyone.
For more detailed region-specific benefits, visit https://www.nium.com/careers#careers-perks
For more information, visit www.nium.com.
Nium provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, or veteran status. In addition to federal law requirements, Nium complies with applicable state and local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Nium expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, national origin, age, disability, or veteran status.
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Its payout network supports 100 currencies and spans 220+ markets, 100 of which in real-time. Funds can be disbursed to accounts, wallets, and cards and collected locally in 35 markets. Nium's growing card issuance business is already available in 34 countries. Nium holds regulatory licenses and authorizations in more than 40 countries, enabling seamless onboarding, rapid integration, and compliance – independent of geography. The company is co-headquartered in San Francisco and Singapore.
The Director - Head of Business Development Representatives (BDR) will lead, scale, and optimize the Business Development Representative (BDR) and Inside Sales function. This role is responsible for building a high-performing inbound and outbound sales engine that consistently delivers qualified pipeline to the sales organization while driving revenue through inside-led deals where applicable.
The ideal candidate brings strong leadership experience in fintech, payments, SaaS, or financial services, with a proven track record of building inside sales teams in a high-growth, cross-border or international environment.
Responsibilities
Leadership & Team Management
Build, lead, and mentor a regional BDR / Inside Sales team based in San Francisco, with coverage across global markets
Define team structure, roles, hiring plans, onboarding, and career progression frameworks
Establish a high-performance culture focused on accountability, coaching, skill development, and results
Partner closely with HR and Sales Enablement to drive continuous learning and talent retention
Sales Strategy & Execution
Own the top-of-funnel and inside sales strategy, aligning with overall revenue and growth objectives
Design and execute inbound and outbound prospecting strategies across target segments (SME, mid-market, enterprise)
Drive consistent pipeline generation, qualification standards, and handoff processes to Field Sales / Account Executives
Oversee inside-led sales motions for select segments, products, or geographies
Process, Metrics & Performance Management
Define and track KPIs including pipeline creation, conversion rates, win rates, deal velocity, ACV, and quota attainment
Implement best-in-class sales processes, cadences, and qualification methodologies (e.g., MEDDICC, BANT)
Forecast pipeline performance and report results to senior leadership
Continuously optimize workflows to improve efficiency and effectiveness
Cross-Functional Collaboration
Partner with Marketing to align on ICPs, lead generation, campaign execution, and lead quality
Collaborate with Product, Compliance, and Operations teams to ensure accurate messaging around cross-border payments, FX, regulations, and use cases
Provide market and customer feedback to influence product roadmap and go-to-market strategies
Technology & Enablement
Own the BDR / Inside Sales tech stack, including CRM (e.g., Salesforce), sales engagement tools, and analytics platforms
Ensure data accuracy, reporting discipline, and effective use of automation and AI where applicable
Drive sales enablement initiatives including playbooks, scripts, objection handling, and competitive positioning
Requirements
10+ years of experience in sales, business development, or revenue roles, with at least 5 years in a leadership capacity
Proven experience building and scaling BDR or Inside Sales teams in fintech, payments, SaaS, or financial services
Strong understanding of cross-border payments, FX, treasury, or related financial products (preferred)
Experience selling into international markets
Demonstrated ability to manage metrics-driven teams and deliver predictable pipeline and revenue
Excellent stakeholder management and cross-functional collaboration skills
Strategic thinker with strong execution discipline
Inspirational leader and hands‑on coach
Deep understanding of modern sales development and inside sales best practices
Strong analytical and forecasting capabilities
Excellent communication, presentation, and negotiation skills
Comfortable operating in a fast‑paced, high-growth environment
Benefits We value performance: through competitive salaries, performance bonuses, sales commissions, equity for specific roles and recognition programs, we ensure that all employees are rewarded.
We care: we provide medical coverage along with 24/7 employee assistance, generous vacation programs, and a flexible hybrid working environment (3 days per week in the office).
We upskill ourselves: role-specific training, internal workshops, and a learning stipend.
We constantly innovate: since inception, we have received recognition and awards for our business and talent opportunities.
We celebrate together: company-wide social events, team bonding activities, happy hours, team offsites, and more.
We thrive with diversity: Nium is a global company with 33 nationalities across 18+ countries, more than 10 office locations; as an equal opportunity employer, we provide a safe and welcoming environment for everyone.
For more detailed region-specific benefits, visit https://www.nium.com/careers#careers-perks
For more information, visit www.nium.com.
Nium provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, or veteran status. In addition to federal law requirements, Nium complies with applicable state and local laws governing non-discrimination in employment in every location in which the company operates. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Nium expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, national origin, age, disability, or veteran status.
#J-18808-Ljbffr