Camunda is hiring a Senior Director, ADR

Camunda is hiring a Senior Director, ADR to lead the global Account Development function. You will own the top-of-funnel strategy and execution across all regions, scaling and evolving a team that delivers qualified pipeline and drives business growth. As a key leader, you will build a predictable, data-driven pipeline engine aligned with Camunda’s go-to-market motion.

What You'll Do

• Define and lead Camunda’s global ADR strategy, including segmentation, targeting, team structure, compensation, and success metrics.
• Build a repeatable and scalable pipeline generation engine, balancing inbound and outbound motions tailored to regions and segments.
• Own both the three-year ADR roadmap and day-to-day campaign execution to ensure alignment with evolving GTM priorities.
• Hire, develop, and lead regional ADR managers and their teams across EMEA, AMER, and APAC.
• Foster a culture of accountability, performance, and professional development.
• Map skill gaps and career paths across the ADR organization, coaching talent toward AE readiness and progression.
• Partner closely with Marketing to align campaign strategy, lead quality, and inbound conversion processes.
• Collaborate with Sales and RevOps to optimize territory coverage, handoff processes, and conversion from MQL to SQL.
• Establish strong AE–ADR collaboration models, including joint planning, feedback loops, SLAs, and performance alignment.
• Work with Enablement to deliver best-in-class onboarding, bootcamps, playbooks, and ongoing learning experiences tailored to ADR performance milestones.
• Own global ADR operating cadence: pipeline targets, reporting, dashboards, playbooks, and tooling.
• Leverage Salesforce, Salesloft, and Clari CoPilot to ensure scalable workflows, visibility, and performance measurement.
• Standardize and continuously improve processes for lead follow-up, qualification, sequencing, and sales development best practices.
• Deliver weekly team KPIs and top-of-funnel pipeline forecasts to senior leadership to inform planning and diagnose funnel health.
• Analyze performance metrics to iterate on messaging, targeting, and processes.
• Drive a culture of experimentation, coaching ADR teams on how to refine sequences, positioning, and prioritization using data.

What We're Looking For

• 10+ years of experience in B2B SaaS sales or marketing roles.
• 5+ years building and leading ADR/SDR teams globally.
• Proven success scaling ADR teams in a high-growth environment, ideally with both PLG and enterprise GTM motions.
• Experience supporting sales of middleware, orchestration, workflow, or integration platforms.
• Demonstrated ability to lead ADR functions in organizations where the business problem varies across use cases, but the technical audience (e.g., developers, architects, platform teams) remains consistent.
• Deep understanding of outbound prospecting, inbound follow-up, campaign alignment, and funnel analytics.
• Strong experience with tools like Salesforce, Salesloft, and Clari CoPilot to drive productivity and insights.
• Demonstrated ability to drive alignment with Sales, Marketing, RevOps, and Enablement around pipeline goals.
• Data-oriented leader with a strong grasp of KPIs, dashboards, forecasting, and performance management.
• Excellent communication and organizational skills in a remote-first, global environment.
• Fluent in English.

Nice to Have

• Experience with middleware, orchestration, or enterprise platform technology.
• Understanding of how to scale GTM functions in organizations with diverse industry use cases and shifting business problems.
• Experience consistently engaging with technical buyer personas such as developers, architects, and platform owners.

Technical Stack

• Salesforce
• Salesloft
• Clari CoPilot

Team & Environment

You will lead a global ADR team across EMEA, AMER, and APAC, managing regional ADR managers and their teams. This role reports to the SVP Global Sales.

Benefits & Compensation

• Total Target Cash Compensation (Base + Variable):
• United States: $212,300.00 to $318,400.00
• Germany: €141,200.00 to €211,800.00
• United Kingdom: £137,600.00 to £206,300.00
• Singapore: S$263,700.00 to S$395,500.00
• Equity via Virtual Employee Stock Option Plan (VSOP).
• Remote by design culture.
• Flexible time off.
• Home office equipment budget and choice of hardware.
• Global well-being program via Modern Health (therapy, coaching, meditations, wellness kits, learning content).
• Fitness activity subsidy.
• Professional Growth Benefit of up to 1000 $/€/£ annually.
• Virtual shares from Virtual Stock Option Plan (VSOP).

Work Mode

This is a fully remote, global position. Camunda operates as a remote-by-design company.

Everyone is welcome at Camunda. We strive to create an inclusive environment that empowers our people. At Camunda, we honour diverse cultures and backgrounds and are proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to gender, race, ethnicity, religion, belief, sexual orientation, age, disability or any other protected characteristics under applicable law.