Enterprise BDR Manager at Braze Tokyo | Sales Leadership in Columbus
Career & Market Insight
This is a mid-career leadership role at a publicly traded, globally recognized MarTech company (Braze: BRZE). It sits at the intersection of sales management and strategic business development — a strong stepping stone toward a Senior BD Manager, Regional VP of Sales, or Head of Inside Sales title.
Compensation context: No salary is disclosed, but BDM roles at Braze's tier of SaaS companies in Japan typically range from ¥12M–¥20M+ OTE annually, with equity upside through RSUs and the Employee Stock Purchase Plan. The mention of equity compensation is a meaningful green flag for wealth-building potential.
Skills you'll build:
- Enterprise BDR leadership and outbound pipeline strategy in a competitive SaaS market
- Cross-cultural management (Japanese team, English-speaking global leadership)
- Proficiency with high-demand sales tools: Salesforce, Outreach, Gong, 6sense, SalesNav
- Forecasting, headcount planning, and executive-level reporting
Green flags: Braze has formal career pathing and a yearly learning stipend — meaningful signals of a company that invests in manager development. The explicit mention of advancement potential for high performers adds credibility. Being recognized as a Great Place to Work® in multiple countries suggests consistent culture, not just marketing copy.
Watch out for: Reporting to a Singapore-based director means limited local leadership oversight — you'll need to be highly self-directed. The role demands bilingual fluency (Japanese + business English), which narrows the candidate pool but also makes strong performers highly valuable and harder to replace.
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. BDRs 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 verbally and in writing, possibly with the support of 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
- Collaborative, transparent, and fun culture recognized as a Great Place to Work®
ABOUT BRAZE
Braze is the leading customer engagement platform that empowers brands to Be Absolutely Engaging.™ Braze helps brands deliver great customer experiences that drive value both for consumers and for their businesses. Built on a foundation of composable intelligence, BrazeAI™ allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the Braze Customer Engagement Platform for smarter, faster, and more meaningful customer engagement. From cross-channel messaging and journey orchestration to AI-powered decisioning and optimization, Braze enables companies to turn action into interaction through autonomous, 1:1 personalized experiences.
The company has repeatedly been recognized as a Leader in marketing technology by industry analysts, and was voted a G2 "Best of Marketing and Digital Advertising Software Product" in 2025.
Braze was also named a 2025 Best Companies To Work For by U.S. News & World Report, a 2025 America's Greatest Companies by Newsweek, and a 2025 Fortune Best Workplace in Technology™ by Great Place To Work®, among other accolades. Braze is also proudly certified as a Great Place to Work® in the U.S., the UK, Australia, and Singapore.
The company is headquartered in New York with offices in Austin, Berlin, Bucharest, Chicago, Dubai, Jakarta, London, Paris, San Francisco, São Paulo, Singapore, Seoul, Sydney and Tokyo.
At Braze, we strive to create equitable growth and opportunities inside and outside the organization.
Building meaningful connections is at the heart of everything we do, and that includes our recruiting practices. We're committed to offering all candidates a fair, accessible, and inclusive experience – regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran. When applying and interviewing with Braze, we want you to feel comfortable showcasing what makes you you.
We know that sometimes different circumstances can lead talented people to hesitate to apply for a role unless they meet 100% of the criteria. If this sounds familiar, we encourage you to apply, as we'd love to meet you.
Please see our Candidate Privacy Policy for more information on how Braze processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise any privacy rights.Frequently Asked Questions
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