Business Development Manager at Browserbase

Location: San Francisco, CA --- More About Browserbase Browserbase is the leading headless browser infrastructure platform for AI agents. We give developers cloud-hosted browser sessions they can connect to via Playwright, Puppeteer, Selenium, or Stagehand — our open-source AI browser automation framework. The platform handles everything that makes browsers hard at scale: anti-bot stealth, captcha solving, residential proxies, session recording, and persistent browser profiles. We're at the center of the agentic AI wave. Every AI agent that needs to interact with the web — from data extraction to form filling to autonomous workflows — runs on infrastructure like ours. Our customers include some of the fastest-growing AI companies in the world, and we're just getting started. Browserbase is backed by leading venture capital firms including Notable Capital, CRV, and Kleiner Perkins. We've been named to the Wing VC Enterprise Tech 30 two years running (2025 and 2026). We're a team of ~60 and growing fast! --- About the Role You will build and manage a team of Business Development Representatives (BDRs) responsible for outbound prospecting and pipeline generation across developer-led and enterprise segments. You will own 1:1 coaching and mentoring, develop strategy, and work closely with leaders across Sales, Marketing, Product, and Developer Relations to drive pipeline that converts. A critical part of this role is the strategic pairing of BDRs to Account Executives — ensuring tight alignment on target accounts, coordinated outreach, and a seamless handoff that maximizes conversion from qualified pipeline to closed revenue. You'll design and refine the BDR-to-AE pairing model as we scale, making sure every AE has the pipeline support they need and every BDR is learning from the closers they work alongside. As a key member of the sales leadership team, you'll have the opportunity to build and refine Browserbase's business development motion from the ground up — defining playbooks, segmentation strategy, and outbound messaging for a technical, developer-first product. --- What You'll Do - Set and maintain a high-performing culture by overseeing the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met - Own the BDR-to-AE pairing strategy — align BDRs with Account Executives by segment, territory, or account tier to maximize pipeline quality and conversion rates - Hire and train new BDRs on Browserbase's product, developer personas, competitive landscape, and tooling through methods like role-plays, call reviews, and technical onboarding - Strategize with sales and GTM on pipeline and prospecting initiatives to meet company objectives - Improve team output and efficiency over time by optimizing systems, sequences, and processes - Establish a playbook of resources for BDRs --- What You'll Need - Minimum 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals - Minimum 2 years of experience building and leading business development teams, with a proven track record of exceeding goal - Prior success in fast-paced, results-oriented GTM environments, ideally at developer tools or infrastructure SaaS companies, with a history of consistently performing above quota in an outbound environment - A passion for hiring and mentoring, with a thoughtful approach to team planning and development - Ability to articulate technical and business value to our customers - Proficiency in CRM and sales intelligence tools (e.g., HubSpot, Common Room, Looker, Excel) and familiarity with email and call automation platforms - Ability to leverage data to drive decisions, create systems, and identify process improvements - Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills --- Nice to Haves - Experience selling developer tools, infrastructure, or API products - Familiarity with the AI/ML ecosystem, browser automation, or agentic AI space — bonus points if you've seen how tools like Claude are being used to build autonomous agents! - Experience in a product-led growth (PLG) environment where BDRs work alongside self-serve funnels - Experience at a high-growth startup - Familiarity with signal-based prospecting tools like Common Room or similar community/product-led sales platforms - Technical curiosity — you may not be writing code, but you're comfortable talking about APIs, SDKs, and developer workflows --- Why you should join us - Center of the AI wave — every AI agent that touches the web needs browser infrastructure. You'll be selling into the fastest-growing segment in tech. - Category-defining company — we're building the standard for headless browser infrastructure. Wing VC ET30 honoree two years running (2025 & 2026), backed by Notable Capital, CRV, and Kleiner Perkins. - Ground-floor sales leadership — help build the BDR function, not just manage it. Shape playbooks, culture, and hiring from day one. - Technical product, massive TAM — our customers range from solo developers to Fortune 500 enterprises. Our outbound motion spans the full spectrum. - Rockstar team — join a team of ~60 and counting that punches way above its weight We’ll make sure you’re fully covered with health insurance, tech setup, flexible time off, and office snacks. We offer competitive salary and equity packages, and take careful consideration of each hire on our small team We are fully in office 5 days a week in San Francisco near Union Square. We have a hard working, collaborative culture, and we’re energized by the prospect of Browserbase powering the largest AI applications! Working here means having flexibility and ownership over every piece of the product. This is a place to learn a ton, build your brand, and make an impact.