Manager, Business Development

WHAT YOU'LL DO

The Business Development team at Braze shapes future revenue success every day. It is the team at the forefront of identifying, understanding and helping potential customers build, enhance or transform their customer engagement offering.

Braze is looking for a proven business development leader to further drive outbound pipeline growth by managing and coaching our highly ambitious Commercial & Enterprise BDR Team of 4.

The BDM will be based in Sydney, leading the new business BDR function for ANZ. The role will report directly to the Director of Business Development JAPAC, who is based in Singapore. As such, this role demands strong self-direction, leadership maturity, and excellent communication skills across cultures and time zones.

The role requires strong hands-on experience in working day-to-day with the team in delivering:

• Hiring, performance management and succession planning
• Strategies and tactics for outbound pipeline growth
• Delivering of BDR onboarding training and continuous enablement
• Management/monitoring of activity quality, KPIs and quota
• Maintaining a team-oriented, performance minded culture
• Meeting monthly, quarterly and yearly pipeline generation quotas

This role will collaborate closely with sales, marketing and partnership leaders to deliver pipeline gains and ensure the Enterprise & Commercial BDR team has quality market coverage and penetration.

The team is collaborative, communicative and we are always the first to take action. There's a team of other BD leaders to collaborate with, and the role is an invitation to be proactive and take control of your own sales success. It is one of the most energetic, fast paced teams at Braze!

BDRs and their leaders gain huge value from working together at our amazing office in Sydney. BDR's and Business Development Managers at Braze have a hybrid schedule, which means they are in office a minimum of 3 days a week. This allows our team to thrive in a learning environment together.

BDR is a high impact, highly visible team. Attention to detail, pace and energy are crucial. BDRs at Braze don't just hunt to deliver meetings, they are also responsible for actively selling to prospects and qualifying opportunities against qualification criteria. Delivering a day-to-day structure and accountability, coaching cadences and value selling methodology is core to the role.

• Oversee, coach and QC daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
• Hire and efficiently ramp new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
• Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
• Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
• Establish a library of prospecting resources for the BDR team
• Maintain a high-performance BDR team culture and morale
• Drive operational excellence and constant innovation
• Review and maintain metrics to ensure accurate management reporting, including deal forecast and commit, hiring pipeline and project updates
• Proactively and real-time performance manage BDRs
• Manage upwards and cross-functionally with a good standard of verbal and written English

Ultimate success for a Business Development Manager is to enable their team to generate the volume and value of deals required to meet or exceed their quota, through ensuring that 100% of the Commercial & Enterprise BDRs have hit individual quota. Business Development Managers are measured on results in 3 key areas: attainment against quota (including performance management of BDR quotas), operational excellence (reporting, forecasting, process, headcount planning) and personal brand (collaboration, innovation, thought leadership.)

There is advancement potential for consistently successful Managers, with personalized coaching to plan for the next rewarding role at Braze.

WHO YOU ARE

• Confident self-starter who can operate independently while aligning closely with remote leadership
• Strong team builder and coach, with the ability to motivate and grow a team
• Comfortable working in a hybrid regional structure, managing both up and across the organization
• Excellent communicator, clear, concise, and persuasive
• Organized, data-driven and detail-oriented with strong ownership mindset
• Familiar with Salesforce and modern prospecting tools (e.g. Outreach, SalesNav, Gong, 6sense, Lusha)
• 4+ years of B2B sales experience, including at least 2+ year in a leadership capacity (Team Lead or Manager)
  Proven success in an outbound sales environment, with consistent quota achievement
• Experience managing or mentoring BDRs or SDRs strongly preferred
• Track record of cross-functional collaboration in a fast-paced or regional/global organization