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Salary: USD 76,000 - 96,000 / annual
Braze is seeking a Business Development Manager to lead and coach the Financial Services (FINS) BDR team in Chicago. This is a hands-on management role focused on driving outbound pipeline growth through disciplined operations, team coaching, and a performance-minded culture.
You will manage a mixed team of BDRs responsible for both prospecting and actively selling to prospects, qualifying opportunities against defined criteria. Your core responsibilities include:
• Coach and quality-check daily activity and quota performance to ensure key metrics are consistently met
• Hire and efficiently ramp new BDRs with comprehensive onboarding covering product knowledge, buyer personas, competitive positioning, tools, and role-play practice
• Run regular coaching cadences on time management, objection handling, prospecting tactics, and active listening
• Partner with Sales, Marketing, and Partnerships leaders to strategize on pipeline initiatives and ensure quality market coverage
• Build and maintain prospecting resources; identify opportunities to improve efficiency through AI and automation
• Maintain high-performance, team-oriented culture with strong performance management and succession planning
• Own accurate reporting, deal forecasting, hiring pipeline management, and project updates using Salesforce, Tableau, and Looker
• Manage individual and team quota performance in real time, stepping in proactively
• Maintain strong alignment with your regional Director and cross-functional stakeholders
Success is measured on three dimensions: quota attainment (including individual BDR quota performance management), operational excellence (reporting, forecasting, process, and headcount planning), and personal brand (collaboration, innovation, and thought leadership). Consistently successful managers have a clear path to their next role at Braze.
In your first 90 days, you will complete BDR onboarding yourself, establish your operating rhythm with 1:1 cadences and reporting rhythms, add tactical coaching value to help the team hit their number, build fluency in the FinS narrative and its sub-segments (banking, insurance, mortgage/real estate, fintech), and share informed perspectives upward on what's working and where opportunities exist.
Braze is the leading customer engagement platform empowering brands to deliver great customer experiences. The company is headquartered in New York with offices globally including Chicago, and has been recognized as a Leader in marketing technology, a 2025 Best Companies To Work For by U.S. News & World Report, and a 2025 Fortune Best Workplace in Technology by Great Place To Work.
REQUIREMENTS:
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)
• Track record of quota over-performance both personally and with teams you've led
• Comfort managing multiple territory types simultaneously (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)
• Strong cross-functional relationship-building skills; ability to align Marketing, Partnerships, Solutions Consulting, and Sales Leadership around shared strategy
Nice-to-Have:
• Financial services or fintech industry experience
• Experience selling across multiple verticals over your career
How You Operate:
• Genuinely people-first: you believe leadership means taking the blame and sharing credit, with real ownership of your team's number
• Action-oriented and relentlessly tenacious, with a player/coach mindset
• Data-driven about KPIs while equally attentive to individual coaching and career conversations
• Comfortable operating in ambiguity; able to help shape go-to-market strategy rather than inherit a finished playbook
