Senior Business Development Manager, New Products

This is a fully remote position, open to applicants in Canada.

📋 Description

• Establish strong relationships with initial customers to gain insights into their automation workflows, technical limitations, security needs, and purchasing processes.

• Discover, engage, and nurture a pipeline with early design collaborators within AI, developer tools, enterprise automation, QA, and browser-native application teams.

• Recognize customer challenges, assess business value, determine decision criteria, and outline a clear transition from exploratory discussions to pilot, paid engagements, or long-term commercial agreements.

• Convert customer requirements into precise product input for the engineering team and assist in prioritizing the necessary capabilities for production use.

• Finalize Letters of Intent (LOIs), proof-of-concept agreements, pilot commitments, design partner agreements, and preliminary commercial contracts.

• Facilitate product demonstrations, proofs of concept, and initial customer trials.

• Identify potential partnerships with AI platforms, developer tools companies, CDNs, identity providers, bot-management vendors, and major web platforms.

• Manage multi-threaded enterprise cycles involving champions, economic buyers, and security and procurement stakeholders.

• Collaborate closely with engineering through a continuous feedback loop, working directly alongside the team to influence the roadmap based on live customer interactions.

⛳️ Requirements

• Proven experience in customer-facing revenue roles within developer infrastructure, cloud infrastructure, AI, automation, security, browser technology, or other highly technical products.

• A background in business development, enterprise sales, technical sales, solutions engineering, or strategic partnerships.

• Experience in an early-stage or 0-to-1 setting where the product, buyer, pricing, and sales strategies were still being formulated.

• Strong technical fluency with the ability to engage with engineers and technical buyers concerning architecture, reliability, security, deployment, and integration trade-offs.

• Demonstrated capability to identify customer pain points, build a pipeline, manage pilots, and turn complex technical interactions into commercial successes.

• Comfortably navigate ambiguous and high-stakes customer discussions without a fully defined playbook.

• Excellent communication skills, strong ability to build relationships, and comfort in engaging with senior technical and executive stakeholders.

• High agency and a strong focus on execution.

• This position may require travel for customer meetings and industry events.

🏝️ Benefits

• Competitive performance-based bonus plans for all eligible employees - we celebrate our success as one team.

• Comprehensive medical, dental, and vision coverage.

• Generous retirement contributions with 100% immediate vesting (regardless of personal contributions).

• Quarterly all-company wellness days where everyone takes a collective break.

• Country-specific holidays along with an additional day off for your birthday.

• One-time stipend for home office setup.

• Annual budget for professional development.

• Quarterly well-being stipend.

• Substantial paid parental leave.

• Employee referral bonus program.

• Additional benefits (life/AD&D, disability, EAP, etc. - varies by country).