Manager, Enterprise Business Development - APJ

About Chainguard

Chainguard is recognized as a reliable provider of secure, hardened, and production-ready versions of open source software essential for engineers and AI applications. Serving prominent Fortune 500 companies and global market leaders such as Anduril, Canva, and OpenAI, Chainguard supports organizations aiming to accelerate development while reducing compliance risks and operational dangers. The company benefits from investment backing by top venture capital firms including Sequoia Capital and Kleiner Perkins.

Role Overview

We are seeking a Manager to lead our Business Development Representative (BDR) team focused on outbound opportunity creation. This role involves recruiting and onboarding new BDRs, coaching to improve skills and productivity, setting and tracking KPIs, and ensuring strategy aligns with Chainguard's sales objectives. You will collaborate closely with Senior Business Development, Marketing, and Sales leadership to fine-tune lead generation tactics and enhance pipeline quality and conversion performance.

Key Responsibilities

• Expand the BDR team by partnering with recruiting to identify and hire top-performing candidates.
• Develop team competencies in outbound prospecting, qualifying leads, and generating sales opportunities.
• Deliver continuous coaching and feedback through weekly one-on-one sessions to build team capability and results.
• Work alongside Demand Generation to provide insights on marketing-qualified leads and campaign effectiveness.
• Collaborate with Sales teams to refine outbound strategies, qualification standards, and address improvement areas.
• Coordinate with Marketing, Sales, and Product teams to craft compelling messaging targeted at key accounts to convert interest into pipeline.
• Partner with Sales leadership to align on team strategies for account coverage, target buyer personas, opportunity quality, and hand-offs to account executives.
• Provide accurate forecasting of attainment on a weekly, monthly, and quarterly basis.
• Closely track team metrics and KPIs, aiming to boost BDR productivity consistently.

Desired Qualifications

• At least 2 years' experience managing a BDR team, preferably in cybersecurity, DevSecOps, infrastructure, or open-source software domains.
• Hands-on experience managing sales funnels across diverse channels.
• Proficiency with onboarding, enablement, and learning & development for sales teams.
• Familiarity with CRM systems, lead generation technologies, and AI-driven sales tools.
• Strong data analysis skills to guide informed decision-making.
• Proven success in recruiting, hiring, and training high-performing sales personnel.
• Ability to excel in dynamic and fast-moving environments.
• Creative problem-solving skills aimed at improving team efficiency and effectiveness.
• Residency within the Asia-Pacific Japan (APJ) region.

Company Culture and Values

• Customer-centric mindset focused on delivering valuable solutions.
• Preference for intentional and speedy action, embracing experimentation and rapid failure.
• A balanced approach that values both focused work and an enjoyable journey.
• Transparency and mutual trust within the organization to empower decisions.

Employee Benefits

• Flexible and remote-first work environment, including opportunities for team meetups, bi-annual summits, and monthly stipends for coworking space, phone, and internet expenses.
• Equity participation from hire and promotion stages, with unusually long 10-year option exercise period and secondary offering opportunities.
• Full coverage of health, vision, and dental insurance for employees and their dependents without payroll deductions.
• Unlimited flexible paid time off enabling personal recharge and work-life balance.
• Generous parental leave: 18 weeks for birthing parents, 12 weeks for non-birthing, usable all at once or throughout the child's first year.

Equal Opportunity Statement

Chainguard is committed to diversity and equal opportunity. We do not discriminate based on legally protected characteristics including race, gender, disability, or veteran status. Applications from individuals with non-disqualifying criminal histories are also considered.