Director, Business Development JAPAC

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. 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 • 8+ 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…