Manager, Business Development

📋 Description

• • **What the role is and why it matters**
• • The Manager, Business Development at Braze is a pivotal leadership role responsible for driving outbound pipeline growth and managing a high-performing team of Business Development Representatives (BDRs) in the ANZ region. This role is critical to Braze’s revenue success, as the Business Development team identifies, engages, and qualifies potential customers to build, enhance, or transform their customer engagement strategies. By leading a team of 4 BDRs, the Manager will directly influence Braze’s ability to scale rapidly while maintaining a culture of excellence, accountability, and collaboration. This role is ideal for a proactive leader who thrives in a fast-paced, hybrid environment and is passionate about coaching teams to exceed quotas and operational goals.
• • **What the person will do day to day**
• • **Lead and Coach a High-Performing BDR Team**: Oversee the daily activities of 4 Commercial and Enterprise BDRs, ensuring they meet key performance metrics such as pipeline generation, meeting quotas, and delivering high-quality prospect interactions. Provide hands-on coaching in areas like time management, objection handling, prospecting tactics, and active listening skills to elevate the team’s performance.
• • **Drive Outbound Pipeline Growth**: Develop and execute strategies and tactics to grow the outbound pipeline, collaborating closely with sales, marketing, and partnership leaders to ensure the BDR team has quality market coverage and penetration. This includes strategizing on prospecting initiatives to meet company-wide revenue objectives.
• • **Hire, Train, and Develop Talent**: Lead the hiring process for new BDRs, ensuring they are efficiently ramped up with comprehensive training covering product knowledge, buyer personas, competitive landscape, tools training (e.g., Salesforce, Outreach, SalesNav, Gong), and role-playing exercises. Establish a library of prospecting resources to support the team’s ongoing success.
• • **Monitor Performance and Operational Excellence**: Review and maintain metrics to ensure accurate management reporting, including deal forecasts, hiring pipelines, and project updates. Proactively manage BDR performance in real-time, addressing gaps and celebrating successes to maintain a high-performance culture. Drive operational excellence by innovating processes and ensuring the team adheres to best practices.
• • **Foster a Collaborative and Results-Driven Culture**: Maintain a team-oriented, performance-minded culture where BDRs are motivated to exceed their quotas. Collaborate with cross-functional leaders to align on pipeline goals and ensure the team is empowered to deliver results. Act as a bridge between the BDR team and regional leadership, managing upwards and across the organization with clear, concise, and persuasive communication.
• • **Enable Value Selling and Qualification**: Ensure BDRs are not just delivering meetings but actively qualifying opportunities against Braze’s qualification criteria. Implement a structured coaching cadence and value-selling methodology to help the team effectively engage prospects and drive meaningful conversations.
• • **About the team or company**
• • Braze is a leading customer engagement platform that empowers brands to create personalized, 1:1 experiences for their customers. The company is recognized for its innovative approach to marketing technology, combining AI-driven intelligence with cross-channel messaging and journey orchestration. Braze is a global organization with offices in 15 cities worldwide, including Sydney, and is celebrated for its collaborative, transparent, and fun culture. The Business Development team is one of the most energetic and fast-paced teams at Braze, offering a hybrid work schedule (minimum 3 days in-office) to foster learning, collaboration, and innovation.
• • Braze is committed to fostering an inclusive and equitable workplace where employees are encouraged to bring their authentic selves to work. The company has been recognized as a Great Place to Work® in multiple countries and offers ample opportunities for professional growth, including personalized coaching for career advancement.
• • **What the person can learn or achieve in this role**
• • **Develop Leadership and Coaching Skills**: This role offers the opportunity to refine leadership abilities by managing and mentoring a team of BDRs, helping them grow into high-performing professionals. You’ll gain experience in performance management, succession planning, and creating a culture of accountability and excellence.
• • **Advance Your Career in Sales and Business Development**: Successful Managers at Braze have the potential to advance to higher leadership roles within the organization. The role provides exposure to regional and global sales strategies, cross-functional collaboration, and the chance to build a personal brand as a thought leader in business development. With Braze’s rapid growth, there are opportunities to take on more responsibility and shape the future of the team.
• • **Master Operational and Strategic Excellence**: You’ll learn to balance hands-on team management with strategic thinking, driving operational excellence through data-driven decision-making, process innovation, and pipeline optimization. This role will deepen your expertise in sales tools, metrics, and forecasting, equipping you with skills that are transferable to any sales leadership position.