Business Development Manager

Browserbase•San Francisco, CA

5d•Onsite

About The Position

You will build and manage a team of Business Development Representatives (BDRs) responsible for outbound prospecting and pipeline generation across developer-led and enterprise segments. You will own 1:1 coaching and mentoring, develop strategy, and work closely with leaders across Sales, Marketing, Product, and Developer Relations to drive pipeline that converts. A critical part of this role is the strategic pairing of BDRs to Account Executives — ensuring tight alignment on target accounts, coordinated outreach, and a seamless handoff that maximizes conversion from qualified pipeline to closed revenue. You'll design and refine the BDR-to-AE pairing model as we scale, making sure every AE has the pipeline support they need and every BDR is learning from the closers they work alongside. As a key member of the sales leadership team, you'll have the opportunity to build and refine Browserbase's business development motion from the ground up — defining playbooks, segmentation strategy, and outbound messaging for a technical, developer-first product.

Requirements

Minimum 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals
Minimum 2 years of experience building and leading business development teams, with a proven track record of exceeding goal
Prior success in fast-paced, results-oriented GTM environments, ideally at developer tools or infrastructure SaaS companies, with a history of consistently performing above quota in an outbound environment
A passion for hiring and mentoring, with a thoughtful approach to team planning and development
Ability to articulate technical and business value to our customers
Proficiency in CRM and sales intelligence tools (e.g., HubSpot, Common Room, Looker, Excel) and familiarity with email and call automation platforms
Ability to leverage data to drive decisions, create systems, and identify process improvements
Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills

Nice To Haves

Experience selling developer tools, infrastructure, or API products
Familiarity with the AI/ML ecosystem, browser automation, or agentic AI space — bonus points if you've seen how tools like Claude are being used to build autonomous agents!
Experience in a product-led growth (PLG) environment where BDRs work alongside self-serve funnels
Experience at a high-growth startup
Familiarity with signal-based prospecting tools like Common Room or similar community/product-led sales platforms
Technical curiosity — you may not be writing code, but you're comfortable talking about APIs, SDKs, and developer workflows

Responsibilities

Set and maintain a high-performing culture by overseeing the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
Own the BDR-to-AE pairing strategy — align BDRs with Account Executives by segment, territory, or account tier to maximize pipeline quality and conversion rates
Hire and train new BDRs on Browserbase's product, developer personas, competitive landscape, and tooling through methods like role-plays, call reviews, and technical onboarding
Strategize with sales and GTM on pipeline and prospecting initiatives to meet company objectives
Improve team output and efficiency over time by optimizing systems, sequences, and processes
Establish a playbook of resources for BDRs