Senior Director, ADR

We are Camunda - where your work will have real impact! 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 Atlassian, NASA, and Goldman Sachs – orchestrate their most critical processes to drive digital transformation. 

In 2024, we crossed the $100 million mark in ARR – an incredible milestone in our growth story. We’ve been named in GP Bullhound’s 2024 Top 100 Next Unicorn list, we’ve earned Flexa’s stamp as a truly flexible workplace, and we proudly hold Great Place to Work certification in both the USA and UK. As a fully remote, global company, we’re rewriting the rules of how modern businesses operate.

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 – this role could be the one you’ve been waiting for.

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.

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.

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.

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.

What you'll be doing:

•  Global Strategy & Execution

  • 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.

• Team Leadership & Development

  • 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.

• Cross-Functional & AE Alignment

  • 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.

• Operational Excellence

  • 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.

• Data-Driven Leadership

  • 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 you bring:

• Ability and/or willingness to use our product.

•  10+ years of experience in B2B SaaS sales or marketing roles, including 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, with a focus on solving complex customer problems across industries.

• 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.

#LI-SE1 #LI-Remote #LI-DNI

What We Have to Offer:

Compensation

For external hires, we consider the skills and experience of the incoming candidate, but typically place candidates in the first half of the range to ensure ample room for growth over the entire lifecycle of the role.

Below is the annual Total Target Cash Compensation (Total Cash) range for Camundi located in one of our entities. Total Cash refers to base salary and 100% attainment of variable target, where applicable. Actual Total Cash offered will depend on factors such as skills and qualifications related to the role. To comprise the Total Rewards package, Camunda also offers equity (where applicable) in the form of a Virtual Employee Stock Option Plan and benefits based on the country of residence. 

The annual Total Cash range for this position for Camundi in our entities is as follows: 

• 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

If you are outside one of these countries, you would be employed by our Preferred Employer Organization (PEO), Remote. After applying for the role and speaking with one of our Talent Acquisition Partners, you will be provided a link to access the Camunda Total Rewards Calculator which will outline the Total Cash range for your country. 

Benefits & Perks

• A remote by design culture, we believe talent is global! 

• We support our employees in maintaining a healthy work/life balance, so we offer and encourage flexible time off at Camunda. Use your flexible time for anything that helps you recharge your batteries or maintain your life outside of work. 

• A home office equipment budget and the choice of hardware. Mac, Windows, Linux - you choose what works best for you or/and you can work from a coworking space.

• We are committed to fostering a nurturing workplace where your health is prioritized and we help you to thrive. That's why we've teamed up with Modern Health to provide a global well-being program accessible to all Camundi.

  • Beyond therapy and coaching sessions, Modern Health also offers guided meditations, digital wellness kits, and accessible learning content ranging from mental health, financial wellness, physical movement and more!  

  • To promote movement we also pay towards your fitness activities.

• Power your self-driven learning journey and elevate your skills by unlocking up to 1000 $/€/£ annually with the Professional Growth Benefit.

• We understand our employees contribute immeasurably to Camunda’s success. To allow employees to benefit from that success, every Camunda employee is offered virtual shares from our Virtual Stock Option Plan (VSOP). 

More of what we offer globally & in your country can be found here.

"Everyone is welcome at Camunda” — this is a celebrated component of our culture. 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.  We are looking forward to your application!

Did we pique your interest? Apply now and learn more. For a complete list of jobs at Camunda, please check out: https://camunda.com/career/.