Director - Head of Business Development Representatives (BDR)

Nium, Global Leader in Payments

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