Braze is hiring a Business Development Lead (New Markets) to spearhead expansion into untapped federal and adjacent market segments. You will be responsible for identifying, cultivating, and converting new client relationships, positioning Braze’s solutions to generate qualified leads and grow our footprint.
What You'll Do
- Conduct market, competitor, and partner ecosystem analyses to uncover mission needs and entry points.
- Develop market-entry plans and actionable account plans for high-potential areas.
- Build and manage a pipeline of qualified prospects to meet annual growth targets.
- Actively engage in selecting and prioritizing new market segments aligned with strategic growth.
- Serve as the first point of contact for new market outreach within assigned target accounts.
- Build trusted relationships with agency executives, program managers, and contracting officers.
- Lead introductory meetings using a challenger sales model focused on client pain points.
- Develop a deep understanding of client business issues and leverage internal talent.
- Create customized proposals that present creative solutions.
- Identify and cultivate relationships with teaming partners to strengthen competitiveness.
- Monitor competitor activities and strategic movements.
- Partner with Strategic Solutions teammates to align outreach with demonstrations.
- Provide early market intelligence to inform capture, proposal, and marketing strategies.
- Collaborate with Marketing on campaigns, events, and thought leadership.
- Lead capture for new market opportunities or ensure smooth handoffs to the pipeline.
- Track outreach, contacts, and opportunities within Salesforce.
- Measure and report activity, lead conversion, and pipeline performance.
- Share insights to refine business development processes and go-to-market strategies.
What We're Looking For
- 7+ years in federal business development, consulting, or market strategy, with success in new markets.
- Proven record of generating qualified leads, building new client relationships, and contributing to contract wins.
- Experience across the full BD lifecycle: identification, qualification, account penetration, capture, and proposal support.
- Solid understanding of federal procurement processes, the FAR, and contract vehicles.
- Strong communication, presentation, and relationship management skills for senior-level engagement.
- Demonstrated ability to meet or exceed sales or growth targets.
- Entrepreneurial and proactive mindset, able to operate independently while collaborating across teams.
- Experience leading capture efforts for small to mid-size federal deals.
- Experience partnering with alliance or teaming partners to shape solutions.
- Knowledge of the competitive landscape and ecosystem dynamics in target markets.
- Experience contributing to proposal content, such as technical inputs or value propositions.
- Ability to craft compelling value propositions connecting offerings to mission needs.
- Advanced influencing, negotiation, and strategic networking skills.
Technical Stack
- Salesforce
Team & Environment
Partners closely with other members of the Strategic Solutions and Growth team, senior leaders across Braze, Engagement leaders, and Marketing.
Benefits & Compensation
- Top of industry medical, dental, and vision benefits with multiple options.
- Employer-contributed health savings account, infertility coverage, and orthodontia coverage.
- 8 weeks of Parental Leave.
- Discounted pet insurance.
- Care.com membership with 3 back-up emergency child or elder care days annually.
- Bonus eligibility starting day one.
- 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
- TechEleX program provides choice of Mac or PC devices, replaced every 3 years.
- Annual Internet Reimbursement of $25 per month.
- 3 days of paid professional development yearly with allowance for fees.
- Employee wellness events, HeadSpace membership, access to TalkSpace, and mental health coverage.
Work Mode
This is a remote position. The role is based in Arlington, Virginia, United States.
Braze is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.