Senior Director, ADR

<p>We are Camunda - <strong>where your work will have real impact</strong>! Picture yourself at a company where your work isn’t just another task on a list, but a key driver of transformation for hundreds of organizations. Your work will directly shape how hundreds of enterprises like <a href="https://camunda.com/blog/2023/01/atlassian-camunda-hyperautomation/" rel="noopener" target="_blank"><u>Atlassian</u></a>, <a href="https://camunda.com/blog/2024/08/catching-up-with-perseverance-mars-rover/" rel="noopener" target="_blank"><u>NASA</u></a>, and <a href="https://camunda.com/about/customers/goldman-sachs/" rel="noopener" target="_blank"><u>Goldman Sachs</u></a> – orchestrate their most critical processes to drive digital transformation. </p><p></p><p>In 2024, we crossed the <a href="https://camunda.com/blog/2024/09/camunda-crosses-100m-arr-threshold/" rel="noopener" target="_blank">$100 million </a>mark in ARR – an incredible milestone in our growth story. We’ve been named in <a href="https://www.gpbullhound.com/articles/top-100-next-unicorns-the-uk-france-and-germany-lead-with-the-most-promising-technology-companies-in-europe/" rel="noopener" target="_blank">GP Bullhound’s 2024 Top 100 Next Unicorn</a> list, we’ve earned Flexa’s stamp as a <a href="https://flexa.careers/companies/camunda" rel="noopener" target="_blank">truly flexible workplace</a>, and we proudly hold Great Place to Work certification in both the USA and UK. <strong>As a fully remote, global company, we’re rewriting the rules of how modern businesses operate.</strong></p><p> </p><p>And we’re just getting started!  We are growing fast and on a mission to find the very best talent in the world. If you’re ready to bring your bold ideas to a fast-paced, dynamic team, keep reading –<strong> this role could be the one you’ve been waiting for.</strong></p><p>As Senior Director, Global ADR, you will lead the global Account Development function at Camunda, owning top-of-funnel strategy and execution across all regions. Reporting to the SVP Global Sales, you will scale and evolve a high-performing ADR team that consistently delivers qualified pipeline and drives business growth.</p><p>You’ll build a predictable, data-driven pipeline engine aligned with our go-to-market motion, working closely with Sales, Marketing, RevOps, and Enablement. You’ll own both the long-term vision and daily operations of the ADR function, balancing strategic planning with hands-on execution.</p><p>This is a high-impact role for a builder who thrives in a global, fast-paced environment and is passionate about creating scalable prospecting engines that consistently deliver results.</p><p>Ideal candidates have experience with middleware, orchestration, or enterprise platform technology, and understand how to scale GTM functions in organizations with diverse industry use cases and shifting business problems, while consistently engaging with technical buyer personas such as developers, architects, and platform owners.</p><p><strong>What you'll be doing:</strong></p><ul><li><p> <strong>Global Strategy &amp; Execution</strong></p><ul><li><p>Define and lead Camunda’s global ADR strategy, including segmentation, targeting, team structure, compensation, and success metrics.</p></li><li><p>Build a repeatable and scalable pipeline generation engine, balancing inbound and outbound motions tailored to regions and segments.</p></li><li><p>Own both the three‑year ADR roadmap and day‑to‑day campaign execution to ensure alignment with evolving GTM priorities.</p></li></ul></li><li><p><strong>Team Leadership &amp; Development</strong></p><ul><li><p>Hire, develop, and lead regional ADR managers and their teams across EMEA, AMER, and APAC.</p></li><li><p>Foster a culture of accountability, performance, and professional development.</p></li><li><p>Map skill gaps and career paths across the ADR organization, coaching talent toward AE readiness and progression.</p></li></ul></li></ul><ul><li><p><strong>Cross-Functional &amp; AE Alignment</strong></p><ul><li><p>Partner closely with Marketing to align campaign strategy, lead quality, and inbound conversion processes.</p></li><li><p>Collaborate with Sales and RevOps to optimize territory coverage, handoff processes, and conversion from MQL to SQL.</p></li><li><p>Establish strong AE–ADR collaboration models, including joint planning, feedback loops, SLAs, and performance alignment.</p></li><li><p>Work with Enablement to deliver best-in-class onboarding, bootcamps, playbooks, and ongoing learning experiences tailored to ADR performance milestones.</p></li></ul></li></ul><ul><li><p><strong>Operational Excellence</strong></p><ul><li><p>Own global ADR operating cadence: pipeline targets, reporting, dashboards, playbooks, and tooling.</p></li><li><p>Leverage Salesforce, Salesloft, and Clari CoPilot to ensure scalable workflows, visibility, and performance measurement.</p></li><li><p>Standardize and continuously improve processes for lead follow-up, qual