Director, Business Development JAPAC

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 JAPAC BD Team. This role will lead the execution of New Business Development across Scale, Enterprise, and Industry territories, and Asia, ANZ, Gulf and Japan regions. 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, BD Specialists and 1st line leaders, 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 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 London, Berlin & Paris. The role is based in Singapore with travel to Sydney, Dubai and Tokyo required. This allows our team to thrive in a learning environment together. We will consider candidates based in Sydney.

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 fellow Directors in all regions, as well as regional AVP/VP Sales to develop and execute strategies for your territory.

WHO YOU ARE

5+ Years of B2B sales leadership experience; of which 2+ years is 2nd line management

Evidence-based history of performing above quota in an outbound sales environment

Experience or specialism in region/segments (Asia, Gulf, ANZ, Japan, Scale, Enterprise, key verticals)

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

Ultimate success for a Director of Business Development is to enable their teams to generate the volume and value of deals required to meet or exceed their quota, through ensuring that 100% of the BDRs and leaders have hit individual quotas. Business Development leaders 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).

We’re looking for someone who is:

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