The Director - Head of BDR will lead and optimize the BDR and Inside Sales teams, focusing on building a high-performing sales engine, improving processes, and collaborating across teams to drive revenue growth in global markets.
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 Sales Development Representatives (SDR) will lead, scale, and optimize the Sales Development Representative (SDR) 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 SDR / 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 SDR 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
What we offer at Nium
We Value Performance: Through competitive salaries, performance bonuses, sales commissions, equity for specific roles and recognition programs, we ensure that all our employees are well rewarded and incentivized for their hard work.
We Care: The wellness of Nium’ers is our #1 priority. We offer medical coverage along with 24/7 employee assistance program, generous vacation programs including our year-end shut down. We also provide a flexible hybrid working environment (3 days per week in the office).
We Upskill Ourselves: We are curious, and always want to learn more with a focus on upskilling ourselves. We provide role-specific training, internal workshops, and a learning stipend.
We Constantly Innovate: Since our inception, Nium has received constant recognition and awards for how we approach both our business and talent opportunities. Check out CNBC World’s Top Fintech Companies 2024.
We Celebrate Together: We recognize that work is also about creating great relationships with each other. We celebrate together with company-wide social events, team bonding activities, happy hours, team offsites, and much more!
We Thrive With Diversity: Nium is truly a global company, with more than 33 nationalities, based in 18+ countries and more than 10 office locations. As an equal opportunity employer, we are committed to providing a safe and welcoming environment for everyone.
For more detailed region-specific benefits: https://www.nium.com/careers#careers-perks
For more information, visit www.nium.com.
Depending on your location, certain laws may regulate the way Nium manages the data of candidates. By submitting your job application, you are agreeing and acknowledging that you have read and understand our Candidate Privacy Notice located at www.nium.com/privacy/candidate-privacy-notice.
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.
Nium San Francisco, California, USA Office
95 Federal Street, San Francisco, CA, United States, 94107
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