Business Development Manager

Kustomer is the industry-leading conversational CRM platform, empowering businesses with intelligent tools such as AI and automation, no-code configuration, and a connected data platform that unifies data from multiple sources. The platform enables personalized service across any channel, making every customer interaction more meaningful. Kustomer serves leading brands like Sweetgreen, Starz, Vuori, Resy, and Cotopaxi, and has raised over $320M in funding from top VCs. Originally founded in 2015, Kustomer was acquired by Meta in 2022 and later spun out as a standalone company in 2023, continuing to innovate with a $30M Series B led by Norwest in 2025.

About the Role

Kustomer is hiring a Business Development Manager to join the Marketing team. This role will lead, coach, and scale a team of Business Development Representatives (BDRs) to drive revenue growth by opening doors, sparking conversations, and building pipeline. You’ll refine prospecting playbooks, align with Marketing and Sales leadership, and leverage AI to enhance outbound strategies. This is a hands-on leadership role requiring creativity, rigor, and a passion for developing talent. The position requires in-office presence in NYC one day a week (Wednesdays).

Responsibilities

• Lead, coach, and grow a team of outbound BDRs, including hiring, ramping, and developing talent to exceed pipeline quotas
• Build and refine outbound prospecting playbooks, cadences, and messaging to cut through market noise
• Partner closely with Marketing and Sales leadership to align on ICP, campaign strategy, and lead handoff processes
• Drive performance management through weekly 1:1s, pipeline reviews, and data-informed coaching
• Own CRM hygiene, reporting, and forecasting to turn activity data into actionable insights
• Run monthly business reviews tracking pipeline attainment, productivity trends, and program ROI
• Stay hands-on by joining live calls, observing prospect conversations, and coaching BDRs in real time
• Model and integrate AI tooling into prospecting and pitching workflows

Qualifications

• 2+ years in a first-line leadership role within Business Development, with a proven track record in SaaS or related industries
• Experience building pipeline in enterprise or mid-market SaaS, consistently hitting quotas and coaching others to do the same
• Deep fluency in outbound motion: sequences, account-based strategies, and personalization at scale
• Proficiency in CRM and sales engagement tools (Salesforce, Outreach, Salesloft, or similar), including AI tooling for efficiency
• Exceptional coaching and communication skills to unlock individual and team performance
• Track record of cross-functional collaboration with RevOps and Sales leadership

All roles at Kustomer may involve handling sensitive personal data and require HIPAA compliance awareness.

Benefits

• Competitive salaries and stock options
• In the U.S.: 100% healthcare coverage, 401K, WiFi and mobile reimbursement, and a generous vacation policy
• In the UK: Pension, supplemental health insurance, and other perks