Director, Business Development

Braze•Chicago, IL

About The Position

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you. 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 AMER BD Team. This role will lead the execution of New Business Development across Scale, Enterprise, and Industry territories. The role requires strong hands-on experience in working day-to-day with the team in delivering: Manage and inspire a team of BDRs, Senior BDRs, and BD Specialists, fostering a high-performance, inclusive culture Hiring and performance management Strategies and tactics for outbound pipeline growth Delivering continuous enablement to Individual Contributors Meeting monthly, quarterly, and yearly pipeline generation quotas with your team Collaborating with Marketing, Sales, and Partnerships teams to achieve your goals Adopt, scale, and contribute pipeline processes to optimise execution Being the ambassador for BD’s regional and global strategies, standards, and culture This role will collaborate closely with sales, marketing, and partnership leaders to deliver pipeline gains and ensure the AMER BD team has quality market coverage and penetration. The team is collaborative, communicative, and we are always the first to take action. There’s a global 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 offices in Chicago & Austin. This allows our team to thrive in a learning environment together. WHAT YOU'LL DO BD 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. Leaders are tasked with delivering a day-to-day structure and accountability, coaching cadences, and ensuring that the GTM team is aligned when it comes to New Business. Oversee, coach, and QC IC activities and quota performance to ensure key performance metrics are met Hire and efficiently ramp new ICs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays Provide ICs with a coaching cadence relevant to their needs, including: time management, objection handling, prospecting strategies, presentation, and cross-functional communication skills Strategize with sales, partnerships, and marketing counterparts on pipeline and prospecting initiatives to meet company objectives Establish a library of resources for the regional 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, and hiring pipeline Proactively and in real-time, performance manage ICs Collaborate with Snr Director of Business Development and the AVP AMER Sales to develop and execute strategies for your territory.

Requirements

5+ Years of B2B sales experience; of which 2+ years of people management
Evidence-based history of performing above quota in an outbound sales environment
Experience or specialism in region/segments (AMER Scale, Enterprise, Strategic, LATAM)
Strong collaboration and influencing skills demonstrated through accurate and engaging communication/presentation skills
Proven track record of building and scaling sales teams, preferably in a high-growth SaaS environment
Data-driven mindset with command of key tools (Salesforce, Looker, Outreach, Gong, 6sense)
Strategic thinker with strong execution skills and the ability to adapt plans based on business needs
Ability to thrive in a fast-paced, dynamic environment with a results-focused approach
Action orientated
Consistent
Precise, consistent, 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

Responsibilities

Manage and inspire a team of BDRs, Senior BDRs, and BD Specialists, fostering a high-performance, inclusive culture
Hiring and performance management
Strategies and tactics for outbound pipeline growth
Delivering continuous enablement to Individual Contributors
Meeting monthly, quarterly, and yearly pipeline generation quotas with your team
Collaborating with Marketing, Sales, and Partnerships teams to achieve your goals
Adopt, scale, and contribute pipeline processes to optimise execution
Being the ambassador for BD’s regional and global strategies, standards, and culture
Oversee, coach, and QC IC activities and quota performance to ensure key performance metrics are met
Hire and efficiently ramp new ICs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
Provide ICs with a coaching cadence relevant to their needs, including: time management, objection handling, prospecting strategies, presentation, and cross-functional communication skills
Strategize with sales, partnerships, and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
Establish a library of resources for the regional 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, and hiring pipeline
Proactively and in real-time, performance manage ICs
Collaborate with Snr Director of Business Development and the AVP AMER Sales to develop and execute strategies for your territory.

Benefits

Competitive compensation that may include 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
Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
A curated in-office employee experience, designed to foster community, team connections, and innovation
Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
Employee Resource Groups that provide supportive communities within Braze
Collaborative, transparent, and fun culture recognized as a Great Place to Work®