Senior Business Development Manager, New Products

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

📋 Description

• Foster strong connections with early customers to gain insights into their automation workflows, technical limitations, security needs, and purchasing processes.

• Identify, engage, and cultivate a pipeline with initial design partners in fields such as AI, developer tools, enterprise automation, QA, and browser-native applications.

• Recognize customer challenges, assess business value, establish decision criteria, and devise a straightforward path from initial discussions to pilot programs, paid engagements, or long-term commercial contracts.

• Convert customer requirements into precise product feedback for engineering and assist in prioritizing the necessary capabilities for production deployment.

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

• Provide support for product demonstrations, proofs of concept, and preliminary customer trials.

• Seek out partnership opportunities with AI platforms, developer tools firms, CDNs, identity management providers, bot-management vendors, and large web platforms.

• Navigate multi-threaded enterprise cycles among champions, economic buyers, and security and procurement stakeholders.

• Collaborate closely with the engineering team in a continuous feedback loop, working directly with them to influence the roadmap based on real customer interactions.

⛳️ Requirements

• Proven experience in customer-facing revenue roles within sectors like 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 early-stage or 0-to-1 environments where product definition, buyer profiles, pricing, and sales strategies were still evolving.

• Strong technical understanding and the ability to engage effectively with engineers and technical buyers regarding architecture, reliability, security, deployment, and integration considerations.

• Demonstrated capability to identify customer pain points, build sales pipelines, run pilot programs, and convert intricate technical interactions into commercial successes.

• Comfort in navigating uncertain and high-stakes customer discussions without a fully established playbook.

• Excellent communication skills, strong relationship-building capabilities, and an ability to collaborate with senior technical and executive stakeholders.

• High level of initiative and focus on execution.

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

🏝️ Benefits

• Generous performance-based bonus plans for all eligible employees - we share in our success as one team.

• Comprehensive medical, dental, and vision coverage.

• Generous retirement contributions with 100% immediate vesting (regardless of whether you contribute).

• Quarterly wellness days for the entire company, allowing everyone to take a collective pause.

• 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 stipend for well-being initiatives.

• Significant paid parental leave.

• Employee referral bonus program.

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