Manager, Business Development

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 Enterprise BDR Team.

The BDM will be based in Tokyo, leading the new business BDR function for Japan. The role will report directly to the Director of Business Development, who is based in Singapore and operates in English only. 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 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 offices in Japan. BDR’s and Business Development Managers at Braze have a hybrid schedule. This 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 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 Enterprise 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

Deliver the above in a high standard of verbal and written Japanese

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 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

Language Skills - Fluent in Japanese and business level English (at least can communicate in verbal and written, possibly with a support of any translation tools)

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 in both languages

Organized, data-driven and detail-oriented with strong ownership mindset

Familiar with Salesforce and modern prospecting tools (e.g. Outreach, SalesNav, Gong, 6sense)

Your Background

4+ years of B2B sales experience, including at least 1+ 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

WHAT WE OFFER

Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country here . More details on benefits plans will be provided if you receive an offer of employment.

From offering comprehensive benefits to fostering hybrid ways of working, we’ve got you covered so you can prioritize work-life harmony. Braze offers benefits such as:

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