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Senior Manager, Global Business Development

Cognex

Reporting directly to the Head of Global Marketing, you will lead, scale, and optimize a global team of outbound Account Development Representatives (ADRs), and ADR Managers focused on penetrating top-tier target organizations and "Most Wanted Accounts." Operating at the critical junction of Marketing and Global Sales, you will partner directly with the Head of Global Demand Generation and Regional Sales VPs to design and execute a high-impact outbound Account-Based Marketing (ABM) motion. Your mission is to pivot the organization from inbound lead qualification to a hyper-targeted, outbound ABM strategy, ensuring our global pipeline generation is programmatic, technologically cutting-edge, and highly predictable.

About Cognex

About us- Cognex is the largest, most successful and recognized global player in industrial machine vision!

We are a financially strong, international company with no debt and have been in business for over 40 years.

Using advanced optics, image sensors and artificial intelligence software Cognex vision and ID systems capture an image then analyze it to make sense of what’s being seen.

We are deeply committed to fostering an inclusive and equitable work environment, guided by our "Work Hard, Play Hard, Move Fast" culture, which celebrates employee innovation, determination, and dedication in a dynamic, fun, and distinctive atmosphere.

Responsibilities

  • Reporting directly to the Head of Global Marketing, you will lead, scale, and optimize a global team of outbound ADRs, and ADR Managers focused on penetrating top-tier target organizations and "Most Wanted Accounts." Operating at the critical junction of Marketing and Global Sales, you will partner directly with the Head of Global Demand Generation and Regional Sales VPs to design and execute a high-impact outbound Account-Based Marketing (ABM) motion.
  • Your mission is to pivot the organization from inbound lead qualification to a hyper-targeted, outbound ABM strategy, ensuring our global pipeline generation is programmatic, technologically cutting-edge, and highly predictable.
  • The Ideal Profile You are a seasoned BDR/ADR leader with experience across multiple global regions and a proven track record of scaling pipeline in a $1B+ B2B enterprise environment.
  • You are a change agent who knows how to transition teams from volume-based inside sales to a sophisticated, value-driven ABM play.
  • You don't just track activity metrics; you build modern compensation structures, adopt AI-driven tech stacks, and align multi-threaded outreach with strategic accounts.
  • You excel at managing through layers (leading managers) and driving execution across complex, matrixed global environments.
  • Proven track record of successfully re-building or pivoting a global inside sales organization from traditional outbound/inbound to an outbound ABM framework.
  • Demonstrated experience architecting new compensation structures, quotas, and performance metrics tailored specifically for enterprise account penetration rather than raw meeting volume.
  • Key Responsibilities 1.
  • Partner with Global Sales VPs and the Head of Global Demand Gen to map, tier, and prioritize "Most Wanted Accounts" for global outbound campaigns.
  • Design, deploy, and audit hyper-targeted, multi-channel outbound playbooks (email, phone, LinkedIn, executive events) tailored to specific enterprise buying groups.
  • Own the ADR stage of the funnel (SDR/ADR to Account Executive handoff), ensuring seamless routing, rigorous qualification, and zero pipeline leakage.
  • 2.
  • Operational Modernization & Tech Adoption Tech Stack Evolution: Evaluate, implement, and optimize the ADR tech stack (Intent data, sequencing tools, AI dialers/writers) to maximize rep efficiency and intent-driven personalization.
  • Shift the team’s KPIs away from legacy vanity metrics (e.g., call volume) toward high-value indicators (e.g., account penetration depth, buying group engagement).
  • Redesign compensation plans to reward strategic enterprise alignment.
  • Standardize global workflows across regions while allowing for necessary localization, removing administrative friction so reps spend maximum time prospecting.
  • 3.
  • Partner with Sales Operations to build and monitor dashboards tracking ADR efficiency, account conversion velocities, and outbound ROI.
  • Deliver weekly and monthly pipeline forecasts to executive leadership, providing actionable strategic feedback from the field to regional sales and marketing heads.

Requirements

  • 10+ years in B2B Revenue functions, with 6+ years specifically leading and scaling BDR/ADR teams, including experience managing other managers across multiple global regions.
  • Hands-on experience choosing, deploying, and driving adoption for tools like Salesforce Sales Cloud, Salesloft/Outreach, 6sense/Demandbase, ZoomInfo, and AI-powered sales acceleration tools.
  • Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
  • This team is focused purely on sales-qualified pipeline creation, not direct bookings).
  • Leadership, Culture & Scale Scale Through Layers: Directly manage, mentor, and elevate 2 Regional ADR Managers, building a unified global leadership layer.

Pay

  • A reasonable estimate of the base salary range for this role is 150,000 USD - 215,000 USD.
  • Please note that actual salaries may vary within the range based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location.
  • In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance or a sales incentive plan.
  • This position is also eligible for equity under the Cognex Equity Program.

Benefits

  • Foster a competitive, highly accountable, and data-driven culture that prioritizes continuous coaching, skills development, and technical curiosity.
  • Build a best-in-class global ADR organization by recruiting, retaining, and developing the team by establishing career paths, challenging goals and incentives, and building teams within Cognex culture.
  • This position provides a comprehensive benefits package, including health, dental, and vision insurance; a 401(k) retirement plan with company matching; employer-paid disability, family leave, life insurance, paid time off (including holidays), optional voluntary benefits, and recognition and wellness programs.

We are working on a hybrid schedule, 3 days in the office, 2 at home.

Additional Job Description

Equal Employment Opportunity Cognex is an equal opportunity employer. Cognex evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.