Sales Director, Scale

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew.

We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization.

To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success.

Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture.

If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you.

We are seeking an experienced, entrepreneurial SaaS sales leader to build, scale, and lead our Braze For Startups (SMB) sales organization. This highly visible leadership role is for someone who has successfully built and scaled an SMB or velocity-sales business within a high-growth or enterprise-scale SaaS company.

The ideal candidate combines hands-on sales leadership with the strategic and operational depth to build a repeatable growth engine. They will lead a team of SMB Account Executives and outbound prospecting professionals while defining the sales motion, coaching methodology, performance standards, hiring plan, and operating cadence necessary to scale efficiently.

This leader will have a strong understanding of the SMB buyer journey and a demonstrated ability to create demand, convert pipeline, improve sales productivity, and drive predictable new-business revenue. They will be comfortable operating with meaningful autonomy, making informed decisions quickly, and partnering cross-functionally to build the systems and programs needed to grow the segment.

The successful candidate will also bring experience developing external ecosystems that accelerate growth. This includes building relationships with venture capital firms and their portfolio companies, digital agencies, consultants, system integrators, technology partners, and other influential partners that can generate pipeline, improve customer adoption, and expand market reach.

Experience selling marketing technology, customer engagement, marketing automation, CRM, email, mobile, analytics, or related SaaS solutions is strongly preferred.

WHAT YOU'LL DO

• Own the strategy, execution, and performance of the SMB sales segment, including revenue attainment, pipeline generation, conversion, sales productivity, and forecast accuracy.
• Build and lead a high-performing team of Account Executives
• Create a clear and repeatable SMB sales motion across inbound, outbound, partner-led, and sales-assisted acquisition channels.
• Establish the business operating cadence, including pipeline reviews, forecast calls, deal inspection, performance management, quarterly planning, and executive business reviews.
• Recruit, onboard, coach, develop, and retain exceptional sales talent; build the management bench and career paths required to scale the organization.
• Develop sales playbooks, enablement programs, prospecting standards, qualification methodologies, discovery frameworks, and objection-handling tools that improve consistency and conversion.
• Partner with Sales Operations to design territory and account-assignment models, lead routing, pipeline definitions, capacity plans, compensation structures, dashboards, and forecasting processes.
• Work closely with Marketing to improve demand generation, campaign conversion, account targeting, lead quality, lifecycle programs, and attribution across the SMB funnel.
• Collaborate with Customer Success and Account Management to ensure smooth handoffs, strong customer activation, retention, adoption, and expansion opportunities.
• Build and operationalize relationships with venture capital firms, startup ecosystems, accelerators, agencies, consultants, system integrators, and technology partners.
• Develop partner-led and ecosystem-led growth motions, including referral, co-sell, implementation, marketplace, and portfolio-company programs.
• Represent the company with customers, partners, industry communities, and senior stakeholders; bring market, customer, and competitive insights back to the broader go-to-market organization.
• Identify opportunities to improve SMB packaging, pricing, onboarding, product adoption, and go-to-market efficiency through direct customer insight and data-driven analysis.
• Operate as a strategic business leader with the autonomy to prioritize investments, improve execution, and build the programs necessary to make SMB a durable growth engine.

WHO YOU ARE

• 7+ years of progressive SaaS sales and go-to-market experience, ideally including SMB, commercial, velocity, growth, or emerging-business segments.
• At least 3+ years of direct people-management experience leading SMB sales teams, including Account Executives and preferably SDR, BDR, or outbound prospecting organizations.
• Demonstrated success building or materially scaling an SMB sales team, sales motion, or revenue segment within a high-growth or large-scale SaaS environment.
• A strong record of hiring, coaching, developing, and retaining quota-carrying sales talent and frontline sales managers.
• Experience owning meaningful revenue targets and consistently delivering against new-business, pipeline, productivity, and forecast goals.
• Deep knowledge of SaaS sales metrics and levers, including ARR, ACV, pipeline coverage, conversion rates, sales-cycle length, quota attainment, productivity, CAC efficiency, retention, and expansion.
• Experience creating and improving sales processes, performance-management systems, forecasting cadences, qualification standards, and sales enablement programs.
• Proven ability to lead both an outbound prospecting function and a full-cycle SMB Account Executive team.
• Strong cross-functional leadership skills, with experience partnering closely with Marketing, Customer Success, Account Management, Product, Sales Operations, Finance, and Partnerships.
• Experience building relationships with venture capital firms, accelerators, startup communities, agencies, system integrators, consultants, and/or technology partners.
• Demonstrated ability to develop partner-sourced or partner-influenced pipeline through co-sell, referrals, agency relationships, technology integrations, and ecosystem programs.
• Experience selling marketing technology, customer engagement, marketing automation, CRM, email, mobile, analytics, data, or related SaaS solutions is strongly preferred.
• Executive-level communication skills, including the ability to lead compelling customer conversations, executive presentations, QBRs, internal business reviews, and partner discussions.
• Strong business acumen and the ability to navigate complex organizations, identify economic buyers and decision-makers, and guide stakeholders through the SaaS buying process.
• A data-driven operating style, sound judgment, high accountability, and comfort making decisions in an evolving, ambiguous environment.
• Strong external presence and a natural ability to build trusted relationships through professional communities, social channels, events, and industry networks.
• Familiarity with current digital, mobile, AI, customer-engagement, and application-market trends.
• Prior experience in a startup, scale-up, or high-growth technology company is strongly preferred.

Preferred Success Profile

This person is not simply a manager of an established sales team. They are a builder who can create structure without unnecessary bureaucracy, maintain urgency without sacrificing quality, and turn an evolving SMB opportunity into a predictable, scalable revenue business.

They should be equally credible coaching an AE through a strategic deal, reviewing funnel conversion with Sales Operations, shaping demand-generation priorities with Marketing, meeting with a VC platform team, or building a co-sell motion with an agency or technology partner.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $90,500 and $129,000/year, with an expected On Target Earnings (OTE) between $181,000 and $258,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company.

#LI-Hybrid

WHAT WE OFFER

Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country at here. More details on benefits plans will be provided if you receive an offer of employment.

From offering comprehensive benefits to fostering hybrid ways of working, we've got you covered so you can prioritize work-life harmony. Braze offers benefits such as:

• Competitive compensation that may include equity
• Retirement and Employee Stock Purchase Plans
• Flexible paid time off
• Comprehensive benefit plans covering medical, dental, vision, life, and disability
• Family services that include fertility benefits and equal paid parental leave
• Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
• A curated in-office employee experience, designed to foster community, team connections, and innovation
• Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
• Employee Resource Groups that provide supportive communities within Braze
• Collaborative, transparent, and fun culture recognized as a Great Place to Work®

ABOUT BRAZE

Braze is the leading customer engagement platform that empowers brands to Be Absolutely Engaging™ Braze helps brands deliver great customer experiences that drive value both for consumers and for their businesses. Built on a foundation of composable intelligence, BrazeAI™ allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the Braze Customer Engagement Platform for smarter, faster, and more meaningful customer engagement. From cross-channel messaging and journey orchestration to Al-powered decisioning and optimization, Braze enables companies to turn action into interaction through autonomous, 1:1 personalized experiences.

The company has repeatedly been recognized as a Leader in marketing technology by industry analysts, and was voted a G2 “Best of Marketing and Digital Advertising Software Product” in 2025.

Braze was also named a 2025 Best Companies To Work For by U.S. News and World Report, a 2025 America’s Greatest Companies by Newsweek, and a 2025 Fortune Best Workplace in Technology™ by Great Place To Work®, among other accolades. Braze is also proudly certified as a Great Place to Work® in the U.S., the UK, Australia, and Singapore.

The company is headquartered in New York with offices in Austin, Berlin, Bucharest, Chicago, Dubai, Jakarta, London, Paris, San Francisco, São Paulo, Singapore, Seoul, Sydney and Tokyo.

BRAZE IS AN EQUAL OPPORTUNITY EMPLOYER

At Braze, we strive to create equitable growth and opportunities inside and outside the organization.

Building meaningful connections is at the heart of everything we do, and that includes our recruiting practices. We're committed to offering all candidates a fair, accessible, and inclusive experience – regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran. When applying and interviewing with Braze, we want you to feel comfortable showcasing what makes you you.

We know that sometimes different circumstances can lead talented people to hesitate to apply for a role unless they meet 100% of the criteria. If this sounds familiar, we encourage you to apply, as we’d love to meet you

OUR AI-POWERED BRAZE RECRUITMENT PROCESS

At Braze, we’re committed to a fair and transparent candidate experience. To help our recruitment teams focus on what matters most — the person behind each application — we use AI-assisted tools at certain stages of our recruitment process.

This includes using AI to analyze the experience, skills and qualifications in your application materials to help with screening and prioritizing candidates. Such screening may amount to a form of solely automated decision-making. We also use AI for administrative support, like scheduling and recording interviews and summarizing interview notes. Our recruiting teams remain responsible for all hiring decisions and are involved throughout the process.

Depending on where you are located, you may have certain rights available to you in relation to Braze’s use of AI:

• To opt out of AI-assisted review of your application, please click the “Learn More” at the end of the application form below and follow the instructions before submitting your application. Please note, if you apply to multiple roles at Braze, you will need to opt out in relation to each application.
• To exercise other types of rights, such as rights to request further information about how AI is used in our recruitment process, to request a retroactive manual review of any decision made or to contest a decision, please contact us at talentdata.privacy@braze.com. 

Please contact us at talentdata.privacy@braze.com with any questions. To find out more about our hiring process, check out this page.

Notice Regarding Automated Employment Decision Tool (NYC Local Law 144)

Our use of AI during the application review process may include the use of automated employment decision tools. Pursuant to New York City Local Law 144, for roles based in New York City, or if you reside in New York City, you have the right to request an alternative selection process or a reasonable accommodation instead of AI-assisted review. 

To opt out of AI-assisted review of your application, please click the “Learn More” button below and follow the instructions before submitting your application. Please note, if you apply to multiple roles at Braze, you will need to opt out in relation to each application. Please submit any other request to our Talent Acquisition team at talentdata.privacy@braze.com promptly after applying. Summaries of the most recent bias audit results for such tools are available here.

Please see our Candidate Privacy Policy for more information on how Braze processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise any privacy rights.