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. Business Development Manager, Enterprise BDR Chicago · Hybrid (minimum 3 days/week in-office) · Business Development About The Role The Business Development team shapes Braze's future revenue every day. It's the team at the forefront of identifying, understanding, and helping prospective customers build, enhance, or transform their customer engagement strategy and it's one of the most energetic, fast-paced teams at Braze. We're looking for a proven business development leader to manage and coach our highly ambitious Financial Services (FINS) BDR team in Chicago, driving outbound pipeline growth through hands-on coaching, disciplined operations, and a genuinely collaborative, performance-minded culture. You'll join a group of Business Development leaders who take action, share what's working, and hold each other to a high bar. What You'll Do Business Development 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. • Coach and quality-check the daily activity and quota performance of a mixed team of BDRs to ensure key metrics are consistently met. • Hire and efficiently ramp new BDRs, delivering onboarding across product knowledge, buyer personas, competitive positioning, tools, and role-play practice. • Run a regular coaching cadence covering time management, objection handling, prospecting tactics, and active listening. • Partner with Sales, Marketing, and Partnerships leaders to strategize on pipeline and prospecting initiatives that support company-wide objectives, and to ensure the team has quality market coverage and penetration. • Build and maintain a library of prospecting resources the team can draw on, and look for ways to run outbound with greater efficiency, including where AI and automation can reduce manual workload. • Maintain a high-performance, team-oriented culture and morale, including performance management and succession planning as BDRs are promoted internally. • Own accurate management reporting, deal forecast and commit, hiring pipeline, and project updates, using tools like Salesforce, Tableau, and Looker. • Manage individual and team quota performance in real time, stepping in proactively rather than after the fact. • Maintain strong written and verbal alignment with your regional Director and cross-functional stakeholders. Success in this role means enabling your team to generate the volume and value of pipeline required to meet or exceed your team and individual BDR quotas. Managers are evaluated on three things: quota attainment (including performance management of individual BDR quotas), operational excellence (reporting, forecasting, process, and headcount planning), and personal brand (collaboration, innovation, and thought leadership). Consistently successful Managers have a clear, coached path to their next role at Braze. What Success Looks Like in Your First 90 Days • You've completed BDR onboarding yourself, living a day in the life of the rep and have a working command of Braze's messaging, pipeline strategy, and team performance metrics. • You've established your operating rhythm: 1:1 cadences, reporting rhythms, and a real relationship with each person on your team. • You're already adding tactical value, coaching, prospecting ideas, process feedback, so your team is equipped to hit their number and the team is on track for its segment quota. • You're building fluency in the FinS narrative and its sub-segments (banking, insurance, mortgage/real estate, fintech) . You don't need to walk in an expert, but you're visibly building toward it. • You've started sharing informed perspectives upward: what's working, what needs to change, and where you see opportunity in process or coverage. Who You Are You've done this before. You've carried an outbound number yourself, you've led people who carry one, and you know the difference between a team that's busy and a team that's productive. You bring: Must-Haves • 4+ years of B2B sales experience, including meaningful time in an outbound, SaaS environment. • 2+ years leading a sales or business development team (Team Lead, Manager, or Director). • A track record of quota over-performance — both what you personally carried and what the people you led delivered. • Comfort managing multiple types of territories at once (high-volume outbound patches alongside higher-touch strategic ones), and across multiple strategies (breadth, persona-based, events, etc). • Salesforce fluency and hands-on familiarity with modern prospecting tooling (Outreach, LinkedIn Sales Navigator, Gong, DemandBase, 6sense, ZoomInfo, or similar).