企业业务发展经理（亚太日本区）
Manager, Enterprise Business Development (APJ)
Chainguard 是开源领域的可信赖来源。通过提供经过加固、安全且适用于生产环境的开源软件构建，Chainguard 帮助组织加快构建速度，保持合规性并消除风险。
我们的客户包括财富 500 强企业及全球行业领导者，包括 Anduril、Canva、Fortinet、Hewlett Packard Enterprise、OpenAI、Snap Inc. 和 Snowflake。
Chainguard 获得了包括 Amplify、IVP、Kleiner Perkins、Lightspeed Venture Partners、Mantis VC、Redpoint Ventures、Sequoia Capital 和 Spark Capital 在内的顶级投资者的支持。
**职位概要：**
作为商务拓展经理，您将领导和指导负责外部机会生成的 BDR 团队。您的职责包括招聘和入职新的 BDR，制定并实施策略以优化 BDR 团队的绩效，设定并跟踪关键绩效指标（KPI），并确保与公司整体销售目标保持一致。您将提供实际的辅导和发展，推动可重复的进展以达成管道目标，并营造协作环境以提高生产力和积极性。此外，您将与高级商务拓展经理、市场负责人和销售负责人紧密合作，优化线索生成策略，管理管道生成，并提升漏斗前端的转化率。您的领导能力对于实现管道目标和推动 Chainguard 商务拓展职能的整体成功至关重要。
**您将负责：**
- 持续扩展我们不断壮大的 BDR 功能，与招聘团队合作，识别并招聘顶尖人才
- 提升团队在外部拓展、资格审核和机会创建方面的技能
- 通过每周定期的一对一沟通，持续提供反馈和辅导，确保 BDR 团队成员不断提升技能和表现
- 与需求生成团队密切合作，对 MQL 和营销活动提供反馈
- 与销售团队紧密合作，改进外部策略和资格审核流程，同时解决其他改进领域
- 与市场/销售/产品团队协作，制定有效的信息传递策略，针对目标客户进行外向推广，并将兴趣转化为合格的销售线索
- 与销售领导紧密合作，确保团队策略和执行在客户覆盖、目标人物画像、机会质量和 BDR 方面保持一致
查看英文原文
Chainguard is the trusted source for open source. By delivering hardened, secure, and production-ready builds of all the open source software engineers and AI agents rely on, Chainguard helps organizations build faster, stay compliant, and eliminate risk.
Our customers include Fortune 500 enterprises and global industry leaders, including Anduril, Canva, Fortinet, Hewlett Packard Enterprise, OpenAI, Snap Inc., and Snowflake.
Chainguard is venture-backed by leading investors, including Amplify, IVP, Kleiner Perkins, Lightspeed Venture Partners, Mantis VC, Redpoint Ventures, Sequoia Capital, and Spark Capital.
**The role, in a nutshell:**
As the Manager of Business Development, you will lead and mentor a team of BDRs responsible for outbound opportunity generation. Your role involves hiring and onboarding new BDRs, developing and implementing strategies to optimize the BDR team's performance, setting and tracking key performance indicators (KPIs), and ensuring alignment with the company’s overall sales goals. You will provide hands-on coaching and development, drive repeatable progress toward pipeline targets, and foster a collaborative environment to enhance productivity and motivation. In addition, you will work closely with the Senior Manager of Business Development, Marketing leaders, and Sales leaders to refine lead generation tactics, manage pipeline generation, and improve top of funnel conversion rates. Your leadership will be crucial in achieving pipeline targets and driving the overall success of the Business Development function at Chainguard.
**What you’ll do:**
- Continue to build out our growing BDR function, working with recruiting to identify top talent to hire and onboard
- Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation
- Provide ongoing feedback and coaching in recurring weekly 1:1s to ensure BDR team members develop skills and performance over time
- Work closely with the Demand Generation team to provide feedback on MQLs and campaigns
- Work closely with the Sales team to improve outbound strategies and qualification processes while also tackling other areas of improvement
- Work in collaboration with Marketing/Sales/Product to develop effective messaging to outbound into target accounts and convert interest into qualified pipeline
- Work closely with Sales leadership to ensure alignment on your team's strategy and execution on account coverage, target personas, opportunity quality and BDR to AE hand-off
- Accurately forecast weekly, monthly, and quarterly attainment
- Closely monitor team performance metrics and KPIs with the goal to increase BDR productivity
**What we're looking for:**
- 2+ years leading a team of BDRs (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)
- Experience with funnel management across multiple channels and focuses
- Hands-on enablement experience in onboarding and learning & development
- Experience with sales and marketing tools, including CRM platforms, lead generation software, and AI tools
- Strong analytical skills and ability to make data-driven decisions
- Proven ability to effectively recruit, hire, and train new people
- Proven ability to thrive in a fast-paced, unpredictable environment
- Aptitude for identifying challenges and developing creative solutions to enhance team efficiency and effectiveness
- Located in the APJ region
#### About Us
We live and breathe our company values:
- We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better.
- We have a bias for intentional action — We prioritize, plan, try things, and fail fast.
- We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey.
- We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions.
A few of the benefits we offer:
- **Flexible & Remote-First Culture:** Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
- **Our Approach to Equity:** Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
- **100% Covered Health Insurance:** We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
- **∞ Flexible Time Off:** Take the time you need – to do our best work, we need to recharge and reset.
- **18 Weeks Paid Parental Leave:** We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.
If your experience is close but doesn't fulfill all requirements, please apply. We're building the best team in technology and are focused on hiring "Chainguardians" with unique backgrounds, perspectives, and experiences.
Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.
By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with [Chainguard's Global Candidate Privacy Notice](https://www.chainguard.dev/legal/candidate-privacy-notice).
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