Senior Manager, Business Development, Scale
Braze (Nasdaq: BRZE) is a leading, comprehensive customer engagement platform that powers interactions between consumers and brands they love. With Braze, global brands like Burger King, Delivery Hero, HBO Max, Mercari, and Venmo can ingest and process customer data in real time, orchestrate and optimize contextually relevant, cross-channel marketing campaigns, and continuously evolve their customer engagement strategies. And we do it at scale – last fiscal year our customers used Braze to send approximately 1.5 trillion messages to billions of monthly active users.
But we’re so much more than our platform. Although we’ve recently grown to a team of over 1,300 people, Braze still buzzes with energy, collaboration, and transparency. We value curiosity, individuality, and tenacity—as part of the team, you’ll be encouraged to take your seat at the table and create your own destiny. Our values are inspired by our employees, which means Braze is a place where you can truly be yourself. We're growing, with a focus on building for the long term under tenured leadership and continuing to evolve for the better.
Need more proof? Braze is proudly certified as a Great Place to Work® in the U.S. and the UK. In 2022, Braze ranked #1 on Fortune’s Best Small and Medium Workplace in New York, #5 on Fortune’s Best Workplaces for Millennials in the US, and #11 on Fortune’s Best Medium Sized Workplace for Women in the UK.
You’ll find many of us at headquarters in New York City or around the world in Austin, Berlin, Chicago, London, Paris, San Francisco, Singapore, Tokyo, and Toronto.
WHAT WE'RE LOOKING FOR
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 Scale BDR Team. 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 levels, KPIs and quota
- Maintaining a team-oriented, performance minded culture
- Meeting monthly, quarterly and year pipeline generation quotas
This role will collaborate closely with sales, marketing and partnership leaders to pipeline gains and ensure the Scale 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 unit 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 offices in London, Austin, Chicago, and Singapore. BDR’s and Business Development Managers at Braze have a hybrid schedule, which allows our team to thrive in a learning environment together.
WHAT YOU'LL DO
BDR is a high impact, highly visible team. Attention to detail, pace and energy are crucial. BDRs at Braze don’t just hunt and 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 team.
- 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 Scale 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 through 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
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 Scale 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 from both the Senior Director and VP of Business Development, to plan for the next rewarding role at Braze.
WHO YOU ARE
- Action orientated
- Consistent
- Precise and engaging communicator (written and verbal)
- Proactive problem solver
- Able to work cross functionally
- Data driven
- Player/coach mindset
- Strong organizer and prioritizer
- Relentlessly tenacious
- 5+ Years of B2B sales experience
- 2+ years of sales leadership experience (Team Lead or Manager)
- Evidence based history of performing above quota in an outbound sales environment
- Strong collaboration and influencing skills demonstrated through accurate and engaging communication/presentation skills
- Salesforce power user and familiarity with prospecting platforms (e.g., Outreach, SalesNav, Gong, DemandBase)
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $90,000 and $105,000/year with an expected On Target Earnings (OTE) between $150,000 and $175,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, Braze offers full- and part- time employees a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that all Braze employees own a piece of our company.
WHAT WE OFFER
From comprehensive benefits to remote availability to flexible time off, we’ve got you covered so you can prioritize work-life harmony.
- Competitive compensation that includes equity
- Retirement and Employee Stock Purchase Plans
- Flexible paid time off
- Comprehensive benefit plans covering medical, dental, vision, life, and disability
- Family services that include fertility benefits and equal paid parental leave
- Global presence, dog-friendly offices, and remote availability
- Professional development supported by formal career pathing, learning platforms, and tuition reimbursement
- Community engagement opportunities throughout the year, including an annual company wide Volunteerism Week
- Employee Resource Groups that provide supportive communities within Braze
- Collaborative, transparent, and fun culture recognized as a Great Place to Work®
Details of these benefit plans will be provided if a candidate receives an offer of employment. Benefits may vary by location.
If you are a California resident subject to the California Consumer Privacy Act (“CCPA”), as amended by the California Privacy Rights Act (“CPRA”) which comes into effect January 1, 2023, click here to understand how Braze processes your personal information and how you can exercise your rights.
If you are located in the EU or UK visit our privacy policy to understand how Braze processes your personal information and how you can exercise your rights.
