Global BDR Director

Job Description

At Trustpilot, we’re on an incredible journey. We’re a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world’s largest independent consumer review platform, and while we’ve come a long way, there’s still so much exciting work to do. Come join us at the heart of trust!

Summary Overview:

As the Global Business Development Representative (BDR) Director, you will be accountable for building out and leading the vendor management function within Trustpilot’s commercial team globally as we scale lead generation (and beyond) through a third-party overseas. This role involves not only overseeing the entire portfolio of vendor partnerships but also driving continuous improvement in vendor performance, cost controls, process efficiency, and overall revenue contribution from outsourced services. It requires strong leadership, strategic thinking, and the ability to influence and work closely with regional commercial leadership teams and cross-functionally to globally optimise and grow vendor-led activities that meet commercial performance and quality standards.

What you’ll be doing:

As the Global BDR Director, your day-to-day will involve a dynamic mix of strategic oversight and hands-on management:

• Strategic Partnership Management: Act as the primary owner of the relationships with our commercial vendor, fostering a collaborative and high-performance partnership. You’ll regularly assess the vendors’ capabilities against Trustpilot’s evolving needs and market trends, identifying opportunities for new or expanded outsourced services in line with our growth ambitions.
• Performance Optimisation: Define, monitor, and analyse key performance indicators (KPIs) and service level agreements (SLAs) to ensure vendors consistently meet and exceed targets across various outsourced sales and commercial activities (e.g., lead generation, sales qualification, outbound prospecting, customer onboarding, account management support, data enrichment, collections). You’ll identify areas for improvement and implement strategies to boost efficiency and quality.
• Commercial & Contractual Management: Oversee all commercial aspects of vendor relationships, including contract negotiation, budget management, and invoice verification. You’ll ensure adherence to contractual terms and identify opportunities for cost optimization without compromising quality or performance.
• Operational Excellence: Drive continuous improvement in outsourced sales and commercial processes, working closely with vendors and internal Trustpilot teams (e.g., Sales, Marketing, Operations, Finance) to streamline workflows, enhance data quality, optimize conversion rates, and ensure seamless integration with internal systems.
• Risk Management: Proactively identify and mitigate potential risks associated with vendor performance, data security, compliance (e.g., GDPR, CCPA, local regulations), and business continuity across all outsourced commercial activities.
• Stakeholder Collaboration: Build strong relationships with internal stakeholders across Trustpilot to understand their needs, communicate vendor performance, and align outsourced sales and commercial strategies with overall business objectives.
• Reporting & Insights: Provide regular, insightful reports on vendor performance, sales and commercial activity trends, and strategic recommendations to senior leadership.

We are looking for people with:

You’re a highly experienced and commercially astute professional with a proven track record in vendor management, ideally within the sales, marketing, or commercial operations services space in SaaS or e-Commerce.

• 8+ years of experience in vendor management, supplier relationship management, or a similar commercial role, with a significant focus on external service providers.
• Demonstrable experience managing commercial vendors for a range of sales and commercial activities is essential. This includes, but is not limited to, lead generation, sales development (SDR/BDR), telemarketing, customer support for commercial queries, or other revenue-generating or supporting functions.
• Proven track record of successfully negotiating and managing complex contracts and commercial agreements for performance-based outcomes.
• Strong analytical skills with the ability to interpret data, identify trends, and make data-driven decisions to optimize vendor performance and ROI.
• Experience with CRM systems (e.g., Salesforce), sales engagement platforms, and marketing automation tools is a significant advantage.
• Bachelor’s degree in Business, Marketing, or a related field; a Master’s degree is a plus.

Skills & Competencies:

• Exceptional communication and interpersonal skills, with the ability to build rapport and influence stakeholders at all levels, both internally and externally.
• Strong negotiation and influencing abilities, with a focus on achieving mutually beneficial outcomes and driving performance.
• Proactive problem-solver with a solution-oriented mindset and the ability to navigate complex challenges and unforeseen issues.
• Highly organized with excellent project management skills and meticulous attention to detail.
• Commercially astute with a deep understanding of business drivers, sales cycles, operational efficiency, and financial implications.
• Ability to work independently and manage multiple priorities in a fast-paced, dynamic environment.
• Strategic thinker who can connect vendor performance to broader business goals and identify opportunities for leverage.
• Proficiency in English is required; additional languages are a plus.

We are:

Joining Trustpilot means becoming part of a global company with a meaningful mission: to build trust and transparency online. As a Principal Vendor Manager, you’ll have the opportunity to make a significant impact on our growth by optimizing critical external partnerships that directly contribute to our commercial success. You’ll work with a talented and diverse team, benefit from a collaborative and supportive culture, and have ample opportunities for professional development and career advancement. We offer a competitive salary, comprehensive benefits, and a vibrant work environment where your contributions are truly valued.

What’s in it for you:

• A hybrid work set-up (3 days in the office, 2 days remote)
• Competitive base salary with an uncapped commission structure + company bonus
• 25 days holiday per year, increasing to 28 days after 2 years of continuous employment
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• Rich learning and development opportunities supported through the Trustpilot Academy and Blinkist
• Pension and life insurance
• Health cash plan, online GP, ²⁴⁄₇, Employee Assistance Plan
• Full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave
• Season ticket loan and a cycle-to-work scheme
• Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials
• Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts and more

Independent financial advice and free standard professional mortgage broker advice (worth £495 in waived fees)

Still not sure?

We want everyone to feel like they can see themselves at Trustpilot. We’re keen to hear about your experiences as well as how you can help to create a fantastic culture for our amazing Trusties. So, don’t worry if you’re looking at this job description and feel like you don’t meet all the requirements, we’d still really like to hear from you!

#LI-Hybrid #LI-KW1

About us

Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve.

Today, we have more than 300 million reviews and 64 million monthly active users on average across the globe, with 140 billion annual Trustbox impressions, and the numbers keep growing. We have more than 1,000 employees and we’re headquartered in Copenhagen, with operations in Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York.

We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.

Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go.

Join us at the heart of trust.

Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.

Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy.

If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team ([email protected]) quoting the role you wish to apply for.

Any offer of employment for this position will be subject to our standard background checks.