Business Development Manager – Energy

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition.  For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. Manager – Enterprise Business Development Location: San Francisco As an Enterprise BDR Leader, you will lead a high-performing team of Business Development Representatives focused on driving commercial growth across North America. Your team sits at the center of Adyen’s new business engine, generating pipeline through targeted outbound and inbound activity, and partnering closely with Sales, Marketing and Partnerships to move the right merchants through the funnel. You will work hand-in-hand with the North America commercial leadership team and the Global BDR function to align on strategy, exceed pipeline goals, and continue to raise the bar for how Enterprise BDR operates in the region. What you’ll do * Lead, develop, and grow a team of 8-10 Enterprise BDRs by recruiting top talent, coaching for performance, and creating an environment where people do their best work. * Serve as a key member of the North America BDR Leadership team, owning regional pipeline generation and driving execution against quarterly targets with a clear understanding of top-of-funnel metrics, pipeline quality, and revenue influence across verticals. * Set the standard for outbound excellence by guiding your team through consultative campaign design, prospect strategy, and hands-on execution that converts activity into qualified pipeline. * Shape regional go-to-market strategy by contributing thought leadership on messaging, targeting, and vertical plays and feeding those insights back into how we approach the market. * Own team reporting and turn data into decisions by tracking what matters and translating metrics into clear actions that improve productivity and outcomes. * Build for scale by developing frameworks for account targeting, lead management, and BDR productivity that make the team more effective over time. * Partner cross-functionally with Sales, Marketing, and Partnerships to co-create acquisition plays and align on how we approach key verticals. * Invest in your team’s growth by supporting individual development paths and helping your team members build toward the next step in their careers at Adyen. Who you are * You have at least 2 years of experience leading a BDR team of 5+ reps, with at least 3 years in an outbound sales or BDR role prior to that. * You are a builder and a multiplier who elevates the people around you through coaching, operational clarity, and genuine investment in their success. * You have strong commercial instincts and a solid understanding of enterprise sales cycles, inbound and outbound strategy, and what it takes to generate and qualify high-quality pipeline at scale. * You are data driven and comfortable owning reporting, diagnosing performance gaps, and making decisions grounded in metrics. * You know your tools well - Salesforce, LinkedIn Sales Navigator, ZoomInfo, Clay, Gong, etc. - and you are knowledgeable about how AI and emerging technology can make your team sharper and faster. * You communicate clearly and with purpose, whether you are coaching a rep, presenting to commercial leadership, or aligning with stakeholders across the business. * You bring energy and focus to a fast-moving environment and know how to balance multiple priorities without losing sight of what matters most. * Experience in payments or fintech is a plus, but not required. Compensation OTE for this role is $200k–$230k annually, plus RSUs. To learn more about our compensation philosophy, please click here. Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility. Adyen is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. All your information will be kept confidential according to EEO guidelines. SAN FRANCISCO  Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. This role is based in our San Francisco office, with an expectation of three days per week in-office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

Adyen

This is Adyen Adyen provides payments, data, and financial products in a single solution for customers like Meta, Uber, H&M, and Microsoft - making us the financial technology platform of choice. At Adyen, everything we do is engineered for ambition. For our teams, we create an environment with opportunities for our people to succeed, backed by the culture and support to ensure they are enabled to truly own their careers. We are motivated individuals who tackle unique technical challenges at scale and solve them as a team. Together, we deliver innovative and ethical solutions that help businesses achieve their ambitions faster. Enterprise Business Development Representative Join one of the most innovative and fast-growing fintech companies of the last decade. At Adyen, we’re building the future of payments, and we want you to be a part of it. This is a unique opportunity to launch or elevate your career in sales, working at a truly global company known for pushing boundaries. As an Enterprise Business Development Representative, you'll be on the front lines of Adyen’s growth in North America. You'll play a critical role in driving new business opportunities while developing the skills and experience needed to grow into a future Enterprise Account Executive or other client-facing leadership roles. Why this role is exciting * You'll gain first-hand experience working with a world-class sales organization in a high-growth environment. * Collaborate with teams across sales, marketing, and partnerships, building a holistic understanding of the fintech ecosystem. * You'll receive continuous coaching and development from experienced leaders and have a clear path for career progression. * Be part of a culture that values autonomy, innovation, and fun. What you’ll do * Generate qualified leads by running strategic outbound and inbound campaigns across key industries and segments. * Be the first point of contact for prospects, helping shape their first impression of Adyen. * Set up high-quality sales meetings and help move prospects through the sales funnel. * Partner closely with Sales, Marketing, and Partnerships to optimize our go-to-market strategies. * Research target markets and accounts to uncover key decision-makers and business opportunities. * Share insights with the wider team on trends and needs in the payments and fintech space. * Represent Adyen at industry events and customer meetings — both virtual and in-person. * Embrace continuous learning: develop deep expertise in Adyen’s solutions and the broader payments landscape. Who you are * A driven, strategic self-starter with a proven track record in customer-facing environments. Whether you have business development experience, are a recent graduate, or are transitioning from a different industry, we are looking for individuals with the grit and communication skills to thrive in a fast-paced sales environment. * You manage your time effortlessly and bring energy to everything you do. * You’re a creative and curious communicator, able to engage thoughtfully with a range of stakeholders — from first outreach to executive conversations. * You’re not just hungry to hit targets — you’re eager to learn, grow, and carve your path within a global organization. * You’re a natural connector who loves building relationships and working collaboratively across departments. * Curious and proactive about exploring new sales technologies and tools to improve efficiency and performance. * Full professional proficiency in English (verbal and written) is required. Ready to take the next step in your sales career and make an impact at a global fintech leader? Apply now and join us in shaping the future of payments. The annual base salary range for this role is $95,000 - $110,000; to learn more about our compensation philosophy, please click here. Our Diversity, Equity and Inclusion commitments  Our unique approach is a product of our diverse perspectives. This diversity of backgrounds and cultures is essential in helping us maintain our momentum. Our business and technical challenges are unique, and we need as many different voices as possible to join us in solving them - voices like yours. No matter who you are or where you’re from, we welcome you to be your true self at Adyen.  Studies show that women and members of underrepresented communities apply for jobs only if they meet 100% of the qualifications. Does this sound like you? If so, Adyen encourages you to reconsider and apply. We look forward to your application! What’s next? Ensuring a smooth and enjoyable candidate experience is critical for us. We aim to get back to you regarding your application within 5 business days. Our interview process tends to take about 4 weeks to complete, but may fluctuate depending on the role. Learn more about our hiring process here. Don’t be afraid to let us know if you need more flexibility. Adyen is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. All your information will be kept confidential according to EEO guidelines. This is a hybrid role based out of our San Francisco office. We are an office-first company and value in-person collaboration; we do not offer remote-only roles.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. We’re looking for a candidate that is eager to demonstrate their ability to manage, coach, mentor, and motivate a team of driven Business Development Representatives. You should bring a proven track record of success in achieving lead generation targets and previous experience motivating teams.  Okta’s Demand Generation team holds position at the top of the funnel for the global sales org and is the talent pipeline that feeds our Account Executives. You will align outbound lead generation goals, strategy, and tactics to our go-to-market initiatives in the marketing organization and collaborate closely with marketing, sales, and enablement groups to maximize pipeline creation. Core Responsibilities * Hire, onboard, and develop new Business Development Representatives * Set and define the Business Development strategy * Maintain a strong focus on outcomes and impact * Develop your team’s skills for prospecting, qualifying, and Opportunity creation * Provide regular coaching, feedback, and professional development * Closely monitor metrics with the aim to increase productivity * Work closely with sales managers and account executives to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off * Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends Requirements/Qualifications Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies: * Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.           * Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses. * Develops Talent: Developing people to meet both their career goals and the organization’s goals. * Drives Results: Consistently achieving results, even under tough circumstances. * Minimum 1+ years directly managing a team of SDR/BDR’s (startup/growth-stage experience highly preferred) * Strong executive presence and the ability to maintain confidentiality and business ethics * Excellent leadership, interpersonal, communication and conflict resolution skills * Expert in using Salesforce.com and other sales tools/products to drive productivity * Proven ability to effectively hire and train new BDRs * Effective presentation and listening skills * Comfort working in fast-paced environments and ability to work through unknowns Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies: * Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.           * Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses. * Develops Talent: Developing people to meet both their career goals and the organization’s goals. * Drives Results: Consistently achieving results, even under tough circumstances. * Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies. Okta is an Equal Opportunity Employer. #LI-OnSite P5411 The OTE range for this position for candidates located in the San Francisco Bay area is between: $140,000—$192,500 USD Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.  The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $140,000—$192,500 USD The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.