United Kingdom · International business · Principal/Manager (12-16 years)

Manager, Global BD Operations

Here is the whole job, in plain words. What it is, what you decide, how you're judged, how people get here and where they go next. Then the part no course gives you: twelve AI tutors who learn your work.

Start my Manager, Global BD Operations plan, free

Free to start: a plan built for this role, and a Future Fluency module to try first. No card.

Keep this job description

Where should we send it?

One email: what AI is changing in this job, and where to start free. With a link back here. Nothing else follows unless you confirm your address.

Upskilling a team in this role? Talk to us

Experience bandPrincipal/Manager (12-16 years)
Reports toDirector, Global Go-to-Market Strategy
UK framework levelUsually a manager, or the deepest specialist in a team

Also advertised as Head of Business Development Support · BD Operations Lead · Senior Manager, International Sales Enablement · Global Market Development Manager

Built on 43,079 real UK job descriptions we analysed · grounded in qualifications employers recognise

Two short quizzes about you

1From this job to a course

The qualifications matched to this job

NCC Education Level 5 Extended Diploma in Computing with Data Science NCC Education Limited · Level 5 · covers 2 of 5 standards

Pearson BTEC Level 5 Higher National Diploma in Computing for England Pearson Education Ltd · Level 5 · covers 2 of 5 standards

Level 6 Award in Data-led Decision Making Institute of Sales Professionals · Level 6 · covers 1 of 5 standards

NOCN Level 5 Diploma in Computer Engineering (Information Technology and Data Science) NOCN · Level 5 · covers 1 of 5 standards

Pearson BTEC Level 5 Higher National Diploma in Digital Technologies Pearson Education Ltd · Level 5 · covers 1 of 5 standards

Level 6 Certificate in Professional Sales Institute of Sales Professionals · Level 6 · covers 1 of 5 standards

Matched from the standards this job is measured against: a suggestion, not an official ruling.

The units you would start with

Introduction to Data Science and Big Data NCC Education Level 5 Extended Diploma in Computing with Data Science

Data Analytics Pearson BTEC Level 5 Higher National Diploma in Computing for England

Data-led Decision Making Level 6 Award in Data-led Decision Making

Apply the Concepts of Data Science to Computer Engineering NOCN Level 5 Diploma in Computer Engineering (Information Technology and Data Science)

The future skills this job leans on

AI Fluency working with AI as a thinking partner

Data Fluency turning numbers into a decision

AI Governance Fluency using AI responsibly

Automation Fluency building AI into how work runs

Change Fluency taking people through change

Start my Manager, Global BD Operations plan, free

Your Plan Illustration

Built for Manager, Global BD Operations

4 units that map to this job, from the qualifications that cover it.

Introduction to Data Science and Big Data NCC Education Limited · covers 2 of 5 standards Level 5
Data Analytics Pearson Education Ltd · covers 2 of 5 standards Level 5
Data-led Decision Making Institute of Sales Professionals · covers 1 of 5 standards Level 6
Apply the Concepts of Data Science to Computer Engineering NOCN · covers 1 of 5 standards Level 5

These are the real units behind this job, in the order they rank for it. Nothing here is marked done, because this plan has not been started by anyone yet. Yours would fill in as you go.

2AI and this work

Will AI change your work as a Manager, Global BD Operations?

Nobody can say exactly how. Here is what this job is being asked for next, and where to start.

The new skills this role is being asked for

AI Strategy & Ethical Implementation
Complex Change Leadership

Why each one is rising

The future skills this job leans on

AI Fluencyworking with AI as a thinking partner
Data Fluencyturning numbers into a decision
AI Governance Fluencyusing AI responsibly
Automation Fluencybuilding AI into how work runs
Change Fluencytaking people through change

We'll only ever tell you what we can actually back up. No hype, no scare tactics.

What happens when you start

Next, a free account. We build your Manager, Global BD Operations plan as you set up, starting with a Future Fluency module on using AI in your job. No card.

Your first Future Fluency module is free. After that, your AI tutor is £70 a month.

Start my Manager, Global BD Operations plan, free Ready to pay? Subscribe for £70 a month

3What this role really is

This job involves managing the operations behind global sales and business development teams, so they can hit their targets. It covers market intelligence, lead qualification, and the systems that keep a business development function running across different markets. The focus is on supporting the team and the wider function, rather than closing deals directly.

4What you'd actually use

The tools this job runs on, and how well you'd need to know each one.

Salesforce (Sales Cloud) Strategic

Defining data architecture, managing integrations with other systems, setting governance rules for data quality, evaluating new Salesforce features or add-ons to enhance BD operations.

LinkedIn Sales Navigator Strategic

Negotiating enterprise contracts, evaluating new lead data providers, defining best practices for team usage, and identifying strategic 'white space' opportunities at a global level.

PitchBook / CB Insights / AlphaSense Strategic

Using platform insights to build business cases for new market entry, strategic partnerships, or M&A analysis. Directing your team on complex research projects.

Outreach / Salesloft / Groove Strategic

Defining the overall sales engagement strategy, setting platform-wide rules and best practices for your team, and integrating these tools with CRM and marketing automation platforms.

Excel (Advanced) / Tableau / Power BI Strategic

Defining the key metrics and KPIs for all business development dashboards, overseeing complex data analysis projects from your team, and using tools like Anaplan or Workday Adaptive Planning for high-level territory and financial planning.

MS Teams/SharePoint / Asana / Monday.com Strategic

Implementing project management methodologies across the BD operations department, reporting on portfolio progress to leadership, and ensuring seamless global collaboration for your team.

5What you get to decide, and how that grows

Power in a job isn't your title. It's what you're allowed to decide. Here's how it grows as you move up.

The choice	Coming in	Where you are now	The step above
Team Hiring & Performance Management	Escalate all hiring decisions and performance issues to supervisor.	Consult with manager on hiring decisions; manage routine performance conversations.	Recommend hiring and firing decisions; manage performance reviews and development plans.
BD Operational Process Design	Follow established processes; suggest minor improvements to supervisor.	Adapt existing processes for specific projects; propose improvements to manager.	Design and implement new processes within your workstream; consult with Director on cross-functional impact.
Budget Allocation (Operational Tools/Data)	No budget authority; request resources from supervisor.	Request budget for specific tools/data; manager approves.	Recommend budget for workstream-specific tools up to £5K; Director approves.
New Market Entry Strategy Support	Execute research tasks as assigned.	Independently conduct market research for specific segments.	Lead market research projects, provide recommendations to leadership.

6How you'll be judged

The scoreboard, and what is not on it. The hard targets, how often each is actually looked at, and the quiet signals that never reach a dashboard.

Team-Generated Qualified Pipeline Value

The total value of new sales opportunities generated by your team that meet our qualification criteria and are accepted by sales.

Target · Achieve a 20% Year-on-Year increase in team-generated qualified pipeline value.

If your team generated £10M in qualified pipeline last year, we'd expect £12M this year. This isn't just about quantity, but the quality of those leads.

Sales Forecast Accuracy Improvement

How close our sales forecasts (which your team helps build and validate) are to the actual revenue achieved.

Target · Improve overall sales forecast accuracy from +/- 25% to +/- 10% within 18 months.

If the Q3 forecast was £5M and actual revenue was £4.5M, that's a 10% variance. You're aiming to tighten that margin, helping the business plan better.

BD Process Efficiency Gains

The reduction in time or resources needed to complete core BD operational tasks, such as lead research, data enrichment, or report generation.

Target · Reduce average time spent on manual data tasks by 30% across the team through automation and process optimisation.

If a typical account research brief used to take an analyst 4 hours, you'd aim to get that down to 2.8 hours through better tools or processes.

New Market Entry Support Success

The effectiveness of your team's support in launching business development efforts in new international markets.

Target · Successfully support the GTM strategy for 2 new international markets, contributing to £10M in new revenue within 24 months of launch.

Your team's research and initial targeting for our entry into the German market directly led to £3M in pipeline in the first 6 months, hitting targets.

Team Development & Retention

How well you're growing your team's capabilities, fostering a positive environment, and retaining talent.

Low team turnover (below 15% annually), at least 2 team members promoted internally each year, positive feedback in 360-degree reviews, active participation in team training and development programmes.

Strategic Influence & Partnership

Your ability to influence senior stakeholders and build strong, collaborative relationships across departments.

Regularly invited to strategic planning sessions by Sales and Marketing VPs, your team's insights are frequently cited in leadership presentations, you're the first call when a new market opportunity is being explored, positive feedback from key internal stakeholders.

Operational Excellence & Innovation

Your commitment to continuous improvement, finding smarter ways to work, and implementing new technologies.

Successful implementation of new AI tools for research or outreach, proactive identification and resolution of systemic operational bottlenecks, documentation of new best practices that are adopted company-wide, positive audit results on data quality.

7Would you like it

Both sides. What people enjoy, and what grinds them down.

What people enjoy

Building High-Performing Teams

You'll spend a good chunk of your day coaching team members, identifying development opportunities, and celebrating their successes. You'll get a real buzz from seeing your team grow and hit their targets.

Helping a junior analyst develop into a confident lead, or seeing your team rally together to deliver a critical market analysis ahead of schedule.

Optimising Complex Global Operations

You'll be constantly looking for ways to streamline workflows, automate repetitive tasks, and standardise processes across different regions. The idea of making things run smoother and more efficiently truly excites you.

Implementing a new CRM data governance policy that actually gets followed, or rolling out an AI tool that cuts research time by 40% for the whole team.

Driving Strategic Business Growth

Your work directly supports our international expansion and revenue goals. You'll be involved in discussions about new market entries, competitive strategy, and how to best equip our sales teams to win. Seeing your operational improvements translate into pipeline and revenue will be a huge driver.

Your team's market research directly informs the decision to launch in a new country, and you then see that market contribute significantly to the company's growth.

What frustrates people

The 'CRM Janitor' problem, but for your entire team: constantly battling inconsistent data entry from sales reps that impacts your team's reporting and analysis.
Managing 'Forecast Whiplash': being accountable for the accuracy of forecasts that are built on inputs from overly optimistic sales teams, then having to explain the variance.
The constant 'Last-Minute Scramble' for your team: urgent requests from sales for pre-meeting briefs or market data that they've known about for weeks, forcing your team to drop everything.
Being caught in the 'Sales vs. Marketing Crossfire': mediating between two strong-willed departments who often blame each other for pipeline issues, and your team is in the middle, providing the data.
The 'Burned Lead' at scale: seeing your team's meticulous research and qualification efforts go to waste because a sales rep didn't follow up effectively, or the strategy changed.

What this role does not give you

Direct sales commission or closing deals yourself – your impact is indirect, through enablement and operational excellence.
A purely individual contributor role – you're leading and developing a team.
A static, predictable environment – expect constant change, shifting priorities, and new market challenges.
A role where you only deal with 'clean' data – you'll be building processes to clean up the mess.

8Who you work with

You'll be shaping how our entire global business development function operates, from the tools we use to the processes we follow. Your decisions directly influence the efficiency and effectiveness of our sales pipeline, impacting revenue generation and our ability to expand into new international territories. You're essentially building the runway for our global growth.

Inside the business

Director, Global Go-to-Market Strategy (your direct manager)
Regional Sales VPs and Directors
Marketing Leadership (especially Demand Generation and Product Marketing)
Finance Business Partners
Product Management Leads
Legal and Compliance Teams

Outside the business

Key market intelligence vendors (e.g., PitchBook, ZoomInfo)
Strategic data partners
Industry bodies and associations
Consultants for new market entry

9What you need before you start

Not a wish list. The things you would be expected to already have.

Proven experience leading and developing a team of 5+ individuals in a business operations, sales enablement, or analytics function.
Demonstrable track record of designing and implementing operational processes that led to measurable efficiency gains or improved business outcomes.
Expert-level proficiency with Salesforce (or a similar enterprise CRM) and at least one market intelligence platform (e.g., ZoomInfo, LinkedIn Sales Navigator).
Experience managing a budget and making data-driven investment decisions for tools and resources.
Strong analytical skills, including the ability to interpret complex data, identify trends, and translate insights into actionable strategies.

10What to practise next

Where the job is going, and what to do about it starting this week.

Advanced Data Governance & Quality Automation

As data volumes explode and AI tools become more prevalent, ensuring data quality isn't just a manual task—it's a strategic imperative that requires automated solutions and robust governance frameworks.

Data Lineage & Metadata Management · Automated Data Validation Rules · Master Data Management (MDM) · Data Stewardship Programmes

This quarter: Research leading data governance platforms and best practices.
Next 6 months: Partner with IT/Data teams to define a roadmap for automating data quality checks within your BD operations.
Within 12 months: Lead the implementation of a new data quality monitoring system for key CRM fields.
Ongoing: Regularly audit your team's data quality metrics and identify areas for improvement through automation.

Quick win: Identify one critical CRM field that consistently has poor data quality and implement an automated validation rule or a simple AI-powered clean-up script.

Integrated Tech Stack Architecture

The proliferation of sales and marketing tools means you'll need to think about how they all connect and share data seamlessly, creating a unified operational ecosystem rather than a collection of disparate tools.

API Integrations & Webhooks · Data Flow Mapping · System Architecture Design · Vendor Evaluation & Selection (Integration Focus)

This quarter: Map out your current BD tech stack and identify key data flow bottlenecks.
Next 6 months: Work with IT/Sales Ops to implement one new, critical integration between two core BD tools.
Within 12 months: Develop a 2-year roadmap for your BD tech stack, focusing on integration and scalability.
Ongoing: Stay informed about new integration platforms and iPaaS (Integration Platform as a Service) solutions.

Quick win: Identify one manual data transfer process between two tools and explore a low-code/no-code integration solution (e.g., Zapier, Workato).

11Staying current once you are in

What people here do to keep up

Regularly attend industry conferences and webinars on sales operations, business development, and market intelligence.
Participate in leadership development programmes, focusing on coaching, change management, and strategic influence.
Engage with peer groups or professional networks for sales operations leaders to share best practices and learn from others.
Stay current with new technologies, especially AI and automation tools relevant to business development and data management.

12The rising capability

The rising capability

Zavmo analysis

What's rising in its place

This is where the work is heading, and the higher pay with it. Get fluent here and the shift stops being a threat and starts being your edge.

AI Strategy & Ethical Implementation

AI is rapidly changing how we do research, outreach, and data analysis. As a leader, you'll need to move beyond just using tools to defining how AI integrates into your team's workflows ethically and effectively.

Responsible AI Principles
AI Governance & Policy
Prompt Engineering for Strategic Insights
Human-in-the-Loop Processes

Complex Change Leadership

The pace of technological and market change means your team will constantly be adapting to new tools, processes, and strategies. As a manager, you'll need to be an expert at leading through change, not just managing it.

Kotter's 8-Step Change Model
Emotional Intelligence in Change
Communication Strategies for Change
Building Change Champions

13What you’ll use

What you’ll use

Skills this role draws on

Technical

Territory & Account Planning (Strategic)
Lead Qualification Frameworks (Optimisation)
Competitive Intelligence Analysis (Strategic Application)
Go-to-Market (GTM) Operational Support
Pipeline Management & Forecasting (Accountability)
Cross-Cultural Communication (Leadership)

14The pathway

The pathway

How you actually get there, here

How you become one varies far more by country than what one does. This is the UK route. Most people take one of these ways in; the right one depends on where you're starting from.

1
From Senior Global BD Analyst / Lead BD Strategist
3-5 years as a Senior or Lead Analyst/Strategist
Skills to master
- Leading complex projects, mentoring junior team members, presenting strategic insights to leadership, taking ownership of cross-functional initiatives, and demonstrating a knack for process improvement.
You're ready to move on when
- Successfully led 2-3 major market research or operational improvement projects end-to-end.
- Consistently received positive feedback on mentorship and team collaboration.
- Proactively identified and solved systemic operational bottlenecks.
- Demonstrated the ability to influence stakeholders beyond your immediate team.
2
From Sales Enablement Manager (Mid-Market/Enterprise)
4-6 years in a Sales Enablement Manager role
Skills to master
- Understanding the full sales cycle, developing sales playbooks, managing training programmes, and working closely with sales leadership. You'd need to deepen your expertise in global market intelligence and data operations.
You're ready to move on when
- Successfully launched 2+ major sales enablement programmes (e.g., new product launch, sales methodology training).
- Proven ability to translate sales strategy into actionable support for reps.
- Strong understanding of sales tech stack and how to optimise its use.
- Demonstrated ability to manage projects and influence sales leaders.
3
From Operations Manager (related industry)
5-7 years as an Operations Manager in a fast-paced, data-driven environment
Skills to master
- Process optimisation, team management, budget oversight, and data governance. You'd need to quickly get up to speed on the specifics of business development, sales methodologies, and market intelligence tools.
You're ready to move on when
- Successfully managed a team of 10+ people, achieving operational KPIs.
- Implemented significant process improvements that led to measurable efficiency gains.
- Strong background in data analysis and using data to drive operational decisions.
- Demonstrated ability to learn new industry specifics quickly and apply operational principles.

15Where this role leads

The long view: This work can lead to senior leadership roles such as VP of Global Business Development and Strategy, or Chief Revenue Officer.

The ten Future Fluencies

Zavmo analysis

The credential is what you can do today. These are what keep you valuable.

A qualification proves you can do the job as it's defined today. These ten are what decide whether you're still the obvious person for it in five years. They're the capabilities employers are now writing into senior roles faster than people are learning them. Zavmo weaves them through whatever you study, so you come out with both: the credential and the fluency.

The highlighted ones are the Fluencies your role leans on hardest, from how Manager, Global BD Operations is actually changing.

How you would learn this

One to one, on the work you already do

A tutor sets the task against your own job and marks the reasoning, at your pace. There is no cohort to fall behind.

A lesson from Introduction to Data Science and Big Data, worked against Manager, Global BD Operations.

Introduction to Data Science and Big Data Level 5

Applied to your work in Manager, Global BD Operations

The objective of this unit is to provide learners with a systematic understanding of Data Science and Big Data concepts, including their characteristics and applications. Learners will develop proficiency in data collection, design, and modelling techniques, and will be able to select appropriate tools for data pre-processing and apply analytical techniques to generate insights from data.

How the thinking builds

1 Remember
2 Understand
3 Apply
4 Analyse
5 Evaluate
6 Create

An illustration of a Zavmo lesson, built from this role’s own route. The unit, its objective and every criterion above are the awarding body’s own words, not an example.

It is £70 a month, billed monthly. Your free first module is Future Fluency, and you can cancel any time.

Start my Manager, Global BD Operations plan, free

See Your Progress Grow Illustration

Manager, Global BD Operations

Territory & Account Planning (Strategic)
Lead Qualification Frameworks (Optimisation)
Competitive Intelligence Analysis (Strategic Application)
Go-to-Market (GTM) Operational Support
Pipeline Management & Forecasting (Accountability)
Cross-Cultural Communication (Leadership)

This is your Mind Palace on learn.zavmo.ai. Every skill above comes from this role's own record, not an example borrowed from another job. A node lights up when you evidence it, and what you build stays yours between jobs. That is the part a course cannot do.

16The detail, folded away

Everything else the record holds

The career branches in full, how AI is already showing up in the day-to-day, and the questions people ask about this job. Here when you want them, out of the way while you decide.

Where it leads next, rung by rung

Where it leads

The career path, and where it branches

Manager, Global BD Operations is a start, not a ceiling. Each step below asks for new skills and hands back more autonomy.

Director, Global Go-to-Market Strategy
3-5 years in the Manager, Global BD Operations role

Level 6 (Director/VP)
- Business Unit P&L Management Accountability for multi-million-pound revenue and cost centres.
- M&A Due Diligence & Integration Involvement in evaluating and integrating acquired businesses.
- Global Market Entry Strategy Defining which markets to enter, not just supporting the operations.
- Competitive Landscape Shaping Influencing market perception and positioning at a higher level.

Working with AI on the job

Working with AI

Where AI is starting to help

Let's be real, running a global BD operations team means a lot of data, research, and coordination. The good news? AI isn't just for the engineers anymore. As a Manager, you can use these tools to dramatically boost your team's efficiency, free them up for more strategic work, and make your life a whole lot easier.

We're not talking about replacing people; we're talking about giving your team superpowers. Imagine cutting down the grunt work so your analysts can focus on deeper insights, not just data entry. These AI applications are already making a real difference in how our BD operations run.

Automating Team's Research Workflows

Use AI tools like Clay or Zapier integrations to automatically scrape LinkedIn, news sites, and company pages. This means your team's CRM records are constantly enriched with fresh data, job changes, and intent signals, without them lifting a finger. Think about the hours saved on manual data entry and validation!

AI-Powered Account Prioritisation for Your Team

Implement AI models that analyse your CRM data and third-party intent signals to score and rank target accounts based on their 'propensity to buy.' This moves your team beyond simple demographics to real-time intent signals (e.g., a prospect hiring for a specific role, increased web traffic). Your team will be focusing on the right accounts, every time.

Generative Pre-Meeting Briefs (for Sales & BD)

Integrate a GPT-based tool with your CRM and internal wikis to generate instant, comprehensive pre-meeting briefs for your sales and BD reps. This summarises account history, key contacts, recent news, and potential talking points. Your team spends less time compiling, and sales reps go into calls better prepared.

Scaling Personalised Outreach (with Oversight)

Use AI to draft hyper-personalised email snippets for your team's outreach sequences. Based on a prospect's LinkedIn profile, recent articles, and company reports, AI allows for tailored messaging without sacrificing volume. You'll oversee the strategy, and your team will execute with unprecedented efficiency.

Common questions

How do you become a Manager, Global BD Operations?

Common routes in include From Senior Global BD Analyst / Lead BD Strategist (3-5 years as a Senior or Lead Analyst/Strategist), From Sales Enablement Manager (Mid-Market/Enterprise) (4-6 years in a Sales Enablement Manager role) and From Operations Manager (related industry) (5-7 years as an Operations Manager in a fast-paced, data-driven environment). Times vary with prior experience.

Where can a Manager, Global BD Operations progress to?

This role can lead on to Director, Global Go-to-Market Strategy (3-5 years in the Manager, Global BD Operations role), depending on the skills you build.

What new skills matter most for a Manager, Global BD Operations?

Increasingly, AI Strategy & Ethical Implementation and Complex Change Leadership. These are the skills our record of this role lists as growing.

You're not behind. You're right on time. The shift is only just beginning. Your role won't look the same in two years. Be the one who leads the change, not the one it happens to. Start my Manager, Global BD Operations plan, free What happens next: a free account, then we build your plan as you set up. No card. Build your plan, see your roadmap and meet the twelve tutors matched to you. All free. When you're ready to start learning, it's £70 a month, billed monthly. Cancel any time and billing stops.

Manager, Global BD Operations

Where should we send it?

Two short quizzes about you

Will AI change your work as a Manager, Global BD Operations?

What's rising in its place

AI Strategy & Ethical Implementation

Complex Change Leadership

Skills this role draws on

Technical

How you actually get there, here

From Senior Global BD Analyst / Lead BD Strategist

From Sales Enablement Manager (Mid-Market/Enterprise)

From Operations Manager (related industry)

The credential is what you can do today. These are what keep you valuable.

Roles this leads to

One to one, on the work you already do

Everything else the record holds

The career path, and where it branches

Director, Global Go-to-Market Strategy

Where AI is starting to help

Automating Team's Research Workflows

AI-Powered Account Prioritisation for Your Team

Generative Pre-Meeting Briefs (for Sales & BD)

Scaling Personalised Outreach (with Oversight)

Common questions

Want a read on where you stand?