Business Development Associate at Uplane | San Francisco

About Uplane (YC F25)At Uplane, we're on a mission to revolutionize digital advertising. Companies lose billions due to ineffective ads, poorly aligned landing pages, and suboptimal budget distribution. Our innovative solution replaces the traditional chaos of agencies, spreadsheets, and isolated tools with a single, self-optimizing AI system. This system not only generates advertisements but also creates corresponding landing pages and intelligently allocates marketing budgets across various channels. Join us in building the AI engine that will transform how the world manages and spends its marketing resources.About The RoleWe are actively seeking a dynamic and driven Business Development Associate to join our vibrant team in San Francisco. In this pivotal full-time role, you will collaborate closely with the founders to spearhead growth efforts, implement go-to-market strategies, and establish the commercial framework of Uplane.Why Join Us?Be among the founding team members at a well-funded and innovative startup.Tackle significant challenges in a vast market space.Enjoy rapid professional growth and take ownership of your projects.Experience a culture that is fast-paced, ambitious, enjoyable, and humble.ResponsibilitiesGrowth & Go-to-Market: Develop and implement both inbound and outbound B2B sales strategies, conduct structured growth experiments, and play a key role in acquiring new customers.Founder Support & Strategic Execution: Collaborate closely with the founders on strategic initiatives, priority projects, and essential analyses that are crucial for the growth of the company.Internal Processes & Scaling: Assist in various areas including hiring, finance, and legal to ensure seamless day-to-day operations and scalability.RequirementsBachelor’s or Master’s degree in business or engineering.Demonstrated exceptional achievements during academic and professional experiences.At least 1 year of full-time experience in an early-stage startup or a similarly fast-paced environment.Must be based in or willing to relocate to San Francisco; on-site presence is mandatory; a valid work permit for the USA is required.Preferred QualificationsExperience with process automation, workflow optimization, or designing scalable processes is a plus.

Uplane (Y Combinator F25) seeks a Forward Deployed Software Engineer based in San Francisco. Uplane tackles inefficiencies in digital advertising by building an AI-driven system that creates high-performing ads, matches them with optimized landing pages, and manages budgets across multiple channels. The team’s goal is to unify tools and processes so companies can get more from their marketing spend. Role overview This Forward Deployed Software Engineer position blends hands-on software development with direct client interaction. The role centers on uncovering clients’ top challenges and building solutions that deliver clear results. Work in this role influences both the product and customer outcomes. Why join Uplane? Tackle significant problems in a large, evolving market Take initiative and ownership to accelerate personal growth Collaborate with a team that values ambition, humility, and teamwork What you will do Technical deployment and integration: Build and implement custom integrations and features so Uplane’s software fits smoothly into each client’s technology stack. Customer-led prototyping: Rapidly develop tailored solutions for clients, then work with the core team to fold successful prototypes into the main product. User-centric design: Apply product and design judgment to create features that address real market and customer needs. Collaboration: Work directly with client stakeholders, from technical teams to executives, to ensure solutions are practical and effective.

Uplane is building an AI-driven platform to help companies manage advertising budgets, create effective ads, and design optimized landing pages. The team aims to replace fragmented agencies and outdated tools by offering a single system that allocates budgets and improves marketing results. Uplane is backed by Y Combinator (F25) and is focused on transforming how marketing budgets are managed worldwide. Role overview The Growth Analyst Intern position is a full-time internship based in San Francisco, Berlin, or remote, lasting at least four months. This role involves working closely with the team to solve daily business challenges and support company growth. Interns will have the chance to take ownership of projects and contribute to a fast-growing startup environment. What you will do Creative & Growth Operations: Use AI tools to develop effective ads and landing pages, manage campaign setups, and optimize budgets across channels. Strategic Analysis & Intelligence: Research and analyze data to shape strategies, identify scaling opportunities, and prepare daily growth reports. Process Improvement & Product Feedback: Help refine internal processes and share feedback with the Product Team to improve the AI platform. Why work with Uplane? Work at a well-funded startup from the early stages. Contribute to solving large-scale problems in the advertising market. Grow professionally and take responsibility for your work. Join a culture that values ambition, fun, and humility. Requirements Bachelor’s or Master’s degree in a relevant field. Strong interest in marketing and creativity. Excellent interpersonal skills and a collaborative approach. Quick to learn, able to work under pressure, and focused on solving problems. Preferred qualifications Previous experience in marketing or AdTech. Background in early-stage startups or similar work environments.

About Uplane (YC F25)At Uplane, we're on a mission to revolutionize how companies manage their marketing budgets. Our cutting-edge AI system replaces outdated methods like disjointed agencies and spreadsheets, drastically reducing inefficiencies. By creating targeted ads, developing cohesive landing pages, and optimizing budget allocations across multiple channels, we empower our clients to maximize their marketing potential. Join us in building the AI engine that will redefine marketing strategies globally.About The RoleWe are looking for a talented and enthusiastic Full-Stack Engineer to become a pivotal part of our dynamic team in San Francisco. This role presents an incredible opportunity to take full responsibility for developing features from the initial concept through to deployment, all within the exciting environment of an early-stage startup.Why Join Us?Be part of an innovative startup from the ground upTackle significant challenges within a vast marketTake ownership of your work and advance rapidly in your careerExperience a culture that is fast-paced, ambitious, enjoyable, and groundedResponsibilitiesFull-Stack Development: Design, implement, and sustain scalable applications with Node.js, TypeScript, and Nuxt (Vue).System Architecture: Develop and manage effective database schemas using PostgreSQL and Supabase, ensuring data integrity and optimal performance.Infrastructure & Operations: Oversee application deployments and background tasks via Render and Inngest, while contributing to the maintenance of dedicated deployments on Microsoft Azure.Product Ownership: Lead projects through all phases, including ideation, execution, deployment, and continuous support.User-Centric Design: Utilize strong product and design acumen to develop software features that are user-focused and aligned with market demands.Collaboration: Work closely with the operations team and customers via Slack and Notion to guarantee that technical solutions meet user needs.QualificationsBachelor’s or Master’s degree in Computer Science or a related field, or equivalent hands-on experience.Experience with full-stack development, including proficiency in Node.js, TypeScript, and Vue.js frameworks.Strong background in database management, particularly with PostgreSQL and Supabase.Familiarity with cloud services such as Microsoft Azure.Excellent problem-solving skills and a passion for building user-friendly applications.Effective communication skills for collaborating with team members and stakeholders.

About Uplane (YC F25)Uplane is revolutionizing the marketing landscape by addressing the inefficiencies that cost companies billions in ineffective advertising, poorly matched landing pages, and misplaced budget allocations. Our innovative self-improving AI system is at the core of our marketing agency of the future, empowering marketing managers with tools for ad creation, landing page design, and budget distribution across various channels. Join us in developing the AI engine that will optimize marketing budgets globally and drive significant value for our clients.About The RoleWe are looking for an enthusiastic Growth Manager who possesses exceptional people management and marketing expertise to be part of our dynamic team on-site in San Francisco. In this pivotal role, you will manage client relationships, provide strategic digital marketing advice, and execute marketing projects utilizing our cutting-edge technology, collaborating closely with our team.Why Join Us?Experience the excitement of being one of the founding members of a YC-backed startupContribute to solving a significant challenge in a vast marketTake charge of your career growth and developmentJoin a culture that is fast-paced, ambitious, enjoyable, and humbleKey ResponsibilitiesClient Relations: Cultivate and maintain strong relationships with our customers, actively listening and addressing their marketing challenges.Marketing Management: Leverage our AI tools to create and evaluate marketing content, guiding clients in formulating optimal strategies for their brands.Project Management: Lead and coordinate team efforts to ensure the successful execution of marketing projects to high standards and within deadlines.Tech Implementation: Master our technology to enhance marketing effectiveness and maximize return on ad spend for our clients.

PagerDuty (NYSE:PD) is a premier provider of Digital Operations Management solutions. In an ever-connected world, businesses of all sizes rely on PagerDuty to ensure they deliver an exceptional digital experience to their customers consistently. Companies use PagerDuty to identify issues and opportunities in real-time, assembling the right teams to resolve problems swiftly and avert future challenges. Over 13,000 organizations, including 60 of the Fortune 100, trust PagerDuty to excel in Digital Transformation, Cloud Migration, and DevOps Modernization. Our esteemed clientele includes GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon, and more. We are rapidly expanding our platform for Digital Operations Management with the integration of AI/ML and Automation, broadening our reach across Development, IT, Customer Service, Security, and other organizational teams.Overview Of The RoleWe are on the lookout for a motivated Business Development Representative to join our diverse, customer-centric team at PagerDuty! Reporting to the Manager of Sales Development, you will collaborate closely with our talented Account Executives to generate promising leads and explore new territories together. Imagine the excitement of diving deep into the sales cycle, uncovering every opportunity and transforming leads into valuable relationships. In our dynamic, fast-paced environment, your energy will thrive, and your organizational skills will be put to the test like never before.Prepare for an exhilarating journey as part of the PagerDuty Business Development team! You will represent our esteemed brand, acting as the first point of contact for target accounts. Your mission will be to spark their interest using a contemporary approach to outbound prospecting, educating and captivating them with the remarkable value that PagerDuty offers.This position is more than just a job; it is a unique opportunity to unlock your potential, create a substantial impact, and become a sales champion. Are you ready to embark on this exciting journey with us? Join PagerDuty's Business Development team for an adventure like no other!

Join Nutrafol in Empowering GrowthAt Nutrafol, we are not just a company; we are a movement dedicated to helping individuals grow into their best selves. As innovators in the hair wellness industry, we offer clinically tested products that promote hair growth and support our customers on every step of their hair journey.Our unique, multi-faceted approach addresses the root causes of hair thinning through a scientifically formulated blend of vitamins, minerals, and natural ingredients. Trusted by over 7,500 physicians and hair care professionals, our products deliver reliable results. We are committed to pushing the boundaries of hair science, continuously improving our methodologies to provide the best care for our customers.At Nutrafol, 'Keep Growing' is not just a mantra; it is our promise to everyone striving to realize their potential.About YouThe Business Development Manager in San Francisco is pivotal in driving sales growth for Nutrafol within this dynamic territory. Your mission will be to surpass sales targets and foster relationships with healthcare professionals.Note: This role requires residency in the San Francisco area and proximity to a major airport due to travel requirements.In this role, you will champion the promotion, sales, and training of Nutrafol’s extensive product portfolio to both new and existing accounts. Your focus will be on delivering exceptional customer service and educational resources, ensuring our partners are well-informed about promotions, campaigns, and marketing tools to enhance their business. You will play a critical role in expanding our presence, nurturing existing accounts, and consistently driving new account openings and sales growth. Your primary contacts will include healthcare professionals involved in aesthetics and those treating patients concerned with hair retention and overall wellness.

About Bland Bland helps enterprises build AI-powered phone agents at scale. The company is based in San Francisco and has raised $65 million from investors such as Emergence Capital, Scale Venture Partners, Y Combinator, and founders of Twilio, Affirm, and ElevenLabs. The team is growing quickly and aims to change how businesses connect with customers. Role Overview This full-time Business Development Representative (BDR) position is based in San Francisco, CA. The BDR drives the sales pipeline by identifying new business opportunities, prospecting, qualifying leads, and setting meetings for Account Executives. The role focuses on building relationships and supporting the sales team as deals move forward. Bland values people who enjoy working in a startup setting. The team appreciates diverse backgrounds, hard work, and intelligence. Everyone is encouraged to contribute and take ownership of their work. What We Look For At least 1 year of experience in SaaS business development Startup experience, especially in Enterprise SaaS, is a plus Ability to understand and explain complex technical topics Background in business development and customer relationship management Proactive approach to problem-solving and process building Bachelor's degree preferred, not required Comfort reaching out via calls, emails, and LinkedIn Benefits and Compensation Comprehensive healthcare, dental, and vision coverage Equity opportunities in a growing company All necessary tools provided Office in Jackson Square, San Francisco, with rooftop views OTE: $100,000 No perfect resume? That’s fine. Bland welcomes people ready to take on new challenges.

Business Development AssociateOverview:IDEO San Francisco is on the lookout for a talented Business Development Associate to join our dynamic team. As a Producer, you will play a pivotal role in collaborating with IDEO leaders to meet client needs and streamline our business development processes.The ideal candidate will possess a unique blend of business acumen, creativity, and exceptional relationship-building abilities, effectively engaging both internal teams and clients.What You'll Do:Create and deliver compelling presentations and proposals that showcase IDEO's value to clients and the broader community.Manage client interactions including scheduling meetings and facilitating the signing of legal documents.Support senior business development leaders in establishing scalable and efficient business development systems within our San Francisco studio.Collaborate with leadership to innovate strategies for cultivating client relationships and delivering meaningful value.Maintain and enhance our knowledge management systems, including case studies.Analyze market signals by reviewing news and LinkedIn Sales Navigator data to identify new business development opportunities.

At Composio, we are revolutionizing the way agents connect with essential tools like GitHub, Gmail, Notion, Salesforce, and more. Our dynamic team of engineers is dedicated to solving intricate challenges in context and search, forging an effective bridge between your agents and their tools.Having successfully raised a $25M Series A from Lightspeed, alongside notable angel investors such as Guillermo Rauch (CEO of Vercel), Dharmesh Shah (CTO of Hubspot), and Gokul Rajaram, we have tripled our ARR this year. Our diverse clientele includes innovative companies from your YC cohort to Wabi, Glean, Zoom, and many others.What You'll DoDevelop internal tools to enhance the efficiency of our operationsManage banking, treasury, cash flow, and vendor negotiationsOversee key FP&A processes including budgeting, forecasting, and scenario analysisAssist in investor relations and fundraising efforts

Ironclad stands at the forefront of AI contracting, revolutionizing the way agreements are viewed and managed. Our platform transforms contracts into valuable assets, streamlining processes, delivering real-time insights, and empowering agents to drive progress—all while keeping you in control. Whether facilitating purchases or sales, Ironclad integrates the entire contracting journey within a single intelligent platform, equipping leaders with the visibility necessary to maintain a competitive edge. Consequently, renowned organizations, including OpenAI, the World Health Organization, and the Associated Press, rely on Ironclad to expedite their business operations.Our accolades reflect our industry leadership: recognized as a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, awarded as a Fortune Great Place to Work, and featured as one of Fast Company’s Most Innovative Workplaces. Additionally, Ironclad is proud to be included in Forbes’ AI 50 and Business Insider’s list of Companies to Bet Your Career On. We attract top-tier investors, including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton. For further details, please visit www.ironcladapp.com or connect with us on LinkedIn.This is a hybrid position based in our San Francisco office, requiring office attendance three days a week, from Tuesday to Thursday, with potential additional in-office days for team or company events.

Padlet is dedicated to revolutionizing education through innovative software that fosters curiosity, creativity, and community. Our platform empowers educators by facilitating visual content creation and collaboration in classrooms across the globe.Our product has seen significant grassroots adoption among teachers, who embrace it without the need for institutional mandates. We aim to transform this organic enthusiasm into extensive sales opportunities at school and district levels, with the ultimate goal of reaching one billion users worldwide. We are currently seeking a dynamic Business Development Representative to join our San Francisco office and drive this mission forward.

About MithrlAt Mithrl, we are revolutionizing the pace of scientific discovery. Our vision is to enable novel drugs and therapies to reach patients in mere months rather than years.We have developed the world’s first commercially available AI Co-Scientist, a groundbreaking discovery engine that swiftly converts complex biological data into actionable insights in just minutes. Scientists can pose questions in natural language and receive thorough analyses, innovative targets, and patent-ready reports—all without needing coding skills and eliminating bioinformatics bottlenecks.Our impressive traction includes:12X year-over-year revenue growthEndorsed by leading biotech firms and major pharmaceutical companies across three continentsFacilitating significant breakthroughs from target discovery to patient outcomesWhy This Role MattersAs a Business Development Representative (BDR), you will play a vital role in our rapidly expanding pipeline and deal velocity within the biotech sector. This is not just theoretical; we are witnessing real momentum with top-tier biopharma companies.Your mission will be to initiate discussions with prominent scientists and decision-makers, uncover essential pain points, and pave the way for breakthroughs that can lead to life-saving therapies.Join us at this exciting stage, grow rapidly, and make a substantial impact on the landscape of scientific discovery.What You'll DoCore Responsibilities:Identify and engage high-potential biotech and pharma companies, including Series A+ biotechs, mid-cap pharma, and academic research institutions.Design and execute compelling outbound campaigns aimed at scientists, bioinformaticians, and R&D leaders.Qualify incoming leads and arrange meetings for our sales and science teams.Collaborate with founders and commercial leadership to optimize messaging and drive market expansion.Growth & Learning:Gain expertise in genomics, RNA-seq analysis, and the application of AI in drug discovery.Document customer insights to influence product development and marketing strategies.Contribute to building and scaling our go-to-market engine from the ground up.

Join Harper Insure as a Business Operations Associate where you will play a vital role in enhancing our operational efficiency and customer satisfaction. In this dynamic position, you will collaborate across departments to streamline processes, analyze data, and contribute to strategic initiatives that drive our business forward. If you are an analytical thinker with a passion for problem-solving and a desire to make a tangible impact in the insurance industry, we want to hear from you!

Your RoleAccelerate Revenue and Identify OpportunitiesManage both inbound and outbound tasks to enhance pipeline growth.Assess inbound enterprise prospects utilizing BANT criteria to pinpoint high-value opportunities for transfer to Account Executives.Implement targeted outbound initiatives to engage specific industry sectors.Strategic Outreach and Market ExpansionLeverage social selling techniques to promote the Perplexity brand—creating content, engaging with audiences, and exploring innovative formats to remain memorable to prospects.Conduct research and map accounts within designated verticals to establish thorough prospect lists.Craft vertical-specific messaging that addresses industry challenges and showcases Perplexity Enterprise solutions.Contribute to top-of-funnel strategies.Sales Operations and ExcellenceEnsure data integrity in Salesforce by meticulously documenting all prospect interactions and qualification criteria.Respond promptly to inbound inquiries with consultative, value-focused communication.Develop and refine outbound sequences that consistently generate pipeline results.

About BoxBox (NYSE:BOX) stands at the forefront of Intelligent Content Management. Our innovative platform empowers organizations to enhance collaboration, oversee the content lifecycle, safeguard vital information, and revolutionize business workflows through enterprise AI. Founded in 2005 and headquartered in Redwood City, CA, Box is dedicated to simplifying work for major global enterprises, including JLL, Morgan Stanley, and Nationwide. With a presence across the United States, Europe, and Asia, we are committed to helping businesses thrive in the new AI-first era.By joining Box, you will play a pivotal role in advancing our platform. Our mission is to infuse intelligence into content management, enabling our clients to transform their workflows entirely. With the integration of AI and enterprise content, the potential to reshape how the world collaborates has never been more significant, and you will be at the forefront of this transformation.Your Role at BoxAs a Business Development Representative, you will initiate contact with prospective clients while fostering relationships with both new and existing customers. You will work closely with our Mid-Market and Enterprise Account Executive teams, as well as our Marketing department, to cultivate qualified sales leads, arrange meetings, and explore new business opportunities. We seek motivated individuals who thrive on achieving sales objectives and take initiative in their roles. We embrace applicants from diverse backgrounds and provide extensive training, tools, mentorship, and leadership support to help you advance your career at Box.Key ResponsibilitiesGenerate qualified sales meetings and opportunities for Mid-Market or Enterprise Account Executives based on Box's qualification criteria.Engage in exploratory conversations with key decision-makers at targeted accounts.Develop strategic target account lists within a defined territory through comprehensive research.Connect with potential clients through proactive outreach via phone and email, actively seeking to understand their needs.Utilize Salesforce to manage leads in alignment with Box's standards for tracking metrics.Collaborate across various teams at Box to achieve shared goals.

fal is seeking a Business Development Representative (BDR) based in San Francisco. This role centers on generating new business, building relationships with clients, and collaborating with both sales and marketing teams to help drive growth. Key responsibilities Find and pursue new business opportunities in the San Francisco area Develop and maintain strong connections with clients Partner with sales and marketing colleagues to achieve growth goals What fal values Drive to succeed in sales and business development Clear communication and the ability to build client rapport Interest in supporting fal's market expansion

About UsAt Humaans, we are revolutionizing workplace infrastructure with cutting-edge software tailored for rapidly scaling, globally operating companies. Our journey began with a robust record-keeping system and has evolved into a comprehensive platform that transcends traditional data management. With our innovative Athena AI layer, we offer intelligent orchestration, seamlessly connecting workflows across HR, IT, Finance, and Operations, enabling organizations to act swiftly and confidently, thereby transforming how work is accomplished.We partner with ambitious teams across Europe and the US, ranging from AI-native startups like Lovable and Poolside to high-growth organizations such as Quantexa and Manychat. These teams seek not just software features, but leverage—the capacity to operate faster, more efficiently, and with enhanced control as complexity escalates.Having successfully raised $20 million in venture funding from esteemed founders and investors including Stewart Butterfield (Slack) and Jeff Weiner (LinkedIn), we are set for significant growth. If you're driven by a massive ambition and eager to tackle challenging problems within a nimble team at a pivotal time in our industry, we invite you to join us.The RoleAs we expand into the US market from our base in San Francisco, we are seeking a Founding Sales Associate to introduce Athena AI Agents. Your primary responsibility will be to forge connections, instill confidence, and create valuable opportunities for Athena within the US landscape.In this dynamic role, you will be at the forefront of category creation—experimenting with messages, capturing attention, and identifying what resonates in a market that is wide open for innovation.Your strategic insights and creativity are paramount, as you will not only execute established sequences but also collaborate closely with Account Executives, founders, and marketing teams to define how Athena's solutions are presented to HR, Finance, and Transformation leaders across the United States.The pipeline you establish will be foundational for our future success.What You’ll DoDevelop a robust outbound pipeline for Athena in the US market.Conduct thorough account research and devise innovative outreach strategies.Initiate discussions with leaders in HR, Finance, Operations, and AI/Transformation.

Unique Work Environment: Join us in our collaborative hackerhouse setting, where our team lives and works together in San Francisco. We're looking for dedicated individuals ready to immerse themselves in this dynamic environment. We will assist with your relocation and visa process.About Clera:Clera is an innovative AI startup transforming the job search landscape for top talent. Collaborating with prominent startups such as Mintlify, Luminai, and Windsurf, all of which are VC-backed, we have successfully secured $3 million in pre-seed funding from leading US investors.Our mission is to prioritize talent in the recruiting process, simplifying connections with leading companies, providing coaching throughout the journey, and ultimately facilitating successful hires. By optimizing and automating processes in the $600 billion global headhunting industry, we aim to significantly enhance outcomes for both candidates and companies. We're on the brink of a major breakthrough, offering you significant ownership in a thriving venture with a solid product and a team of elite professionals.Your Mission:As we expand rapidly, your role will be crucial in ensuring that exceptional candidates have an outstanding experience on their journey to career-defining opportunities with prestigious startups worldwide. This is a pivotal role that directly impacts our goal of making Clera the premier platform for ambitious talent seeking remarkable opportunities and for leading companies looking to hire exceptional candidates. We seek driven individuals who are eager to take ownership of their work, spearhead initiatives, and influence the future of talent acquisition.Intensely Non-Remote & Collaborative:Current setup: Hacker-house in San FranciscoLive and collaborate with a small founding teamZero commute, rapid feedback loops, and strong team bondingOur diverse international team includes members from Germany, Canada, and SwedenEngage with the largest talent market in the US while working within the same time zoneA highly productive and enjoyable experience when the team lives and works togetherIf you thrive in fast-paced environments, enjoy managing complex workflows, and are motivated by tangible outcomes, we would love to hear from you!

Browserbase, based in San Francisco, provides cloud-hosted headless browser infrastructure designed for AI agents. The platform supports integration with Playwright, Puppeteer, Selenium, and Stagehand, its open-source AI browser automation framework. Browserbase handles browser operations at scale, including anti-bot measures, captcha handling, residential proxies, session recording, and persistent profiles. The company supports AI enterprises worldwide and is backed by venture capital firms such as Notable Capital, CRV, and Kleiner Perkins. Recognized on the Wing VC Enterprise Tech 30 list for 2025 and 2026, Browserbase is growing quickly with a team of around 60 people. Role overview The Business Development Manager leads and develops a team of Business Development Representatives (BDRs) focused on outbound prospecting and pipeline growth for both developer-led and enterprise segments. This position involves coaching, mentoring, and collaborating closely with Sales, Marketing, Product, and Developer Relations to strengthen the sales pipeline and improve conversion rates. A key responsibility is aligning BDRs with Account Executives (AEs) for targeted outreach and a seamless handoff process, supporting the transition from qualified leads to closed revenue. The manager will design and refine the BDR-to-AE pairing model as the team expands, ensuring each AE has the pipeline support needed and each BDR learns from their AE partners. This role is part of the sales leadership team and will help shape Browserbase’s business development operations, including creating playbooks, segmentation strategies, and outbound messaging for a developer-focused product. Responsibilities Manage daily activities and quota performance of individual BDRs to achieve key metrics and foster a high-performance culture. Oversee the BDR-to-AE pairing strategy by aligning BDRs with Account Executives based on segment, territory, or account tier to improve pipeline quality and conversion rates. Recruit and train new BDRs on Browserbase’s products, developer personas, competitive landscape, and sales tools using immersive onboarding techniques such as role-plays and technical sessions. Collaborate with sales and go-to-market teams to drive pipeline development.