Account Executive, Enterprise

About the role

This is an Enterprise-level role within the Enterprise team in Braze's MEGS (Media, Entertainment, Gaming & Sports) organization. You will own a book spanning NHL, NBA, MLB, and MLS clubs and league-level entities — a mix of existing team/league relationships to grow and protect, combined with a strong mandate to acquire net-new logos across all four leagues. This is one of the first dedicated, vertical-native seats built for professional sports, with a ~110-day sales cycle unique to how teams and leagues plan and budget.

The ideal candidate will have at least 7+ years selling SaaS solutions into enterprise accounts, with deep comfort running long, multi-stakeholder sales cycles from a standing start. Experience selling into professional sports, media, or live-events organizations is a strong plus, but not required — what matters most is the ability to translate a complex, cross-departmental buying process (marketing, ticketing, digital, data/analytics, and business intelligence functions) into a coherent, value-based pitch, largely from scratch.

You'll operate as the "GM" of your book — building account strategy across a relatively small, high-value universe of teams and league offices, partnering closely with Marketing, Business Development, and Customer Success to build a pipeline weighted heavily toward net-new acquisition, while also growing and protecting existing relationships.

Core to your pitch will be Braze's Fan Equity framework: every team and league shares the same lifecycle marketing problem — fan attention peaks hard around game days, season openers, trades, and playoff runs, then falls off in the gaps between. Your job is to show how Braze's cross-channel orchestration and BrazeAI-powered personalization keep fans engaged through those valleys, turning single-game buyers into season-long, multi-year relationships.

Responsibilities

• Own and build pipeline across a named set of NHL, NBA, MLB, and MLS accounts, with a strong emphasis on net-new prospecting and acquisition alongside growth of existing relationships
• Build and execute account plans across the book, mapping decision-makers across marketing, ticketing/revenue, digital, and data/analytics functions
• Run a consultative, value-based sales process — from discovery through negotiation and close — typically over a ~110-day cycle
• Partner with a Business Development Representative and Marketing to build and prioritize pipeline coverage across the full book
• Develop and deliver executive-level business value assessments that connect Braze's platform capabilities to team/league-specific outcomes: ticket revenue, sponsorship activation, membership/season-ticket retention, and direct-to-fan digital engagement
• Collaborate cross-functionally with Deal Desk, Strategic Consulting, Customer Success, and Services to structure deals and ensure successful onboarding
• Represent Braze at relevant industry events, league meetings, and sports-tech forums to build brand presence in the vertical
• Maintain accurate forecasting and pipeline hygiene in Salesforce

Requirements

• Background in Enterprise SaaS sales, ideally in Marketing Technology, CDP, CRM, or adjacent categories
• Demonstrated experience in complex, multi-stakeholder solution selling
• Training and practice in value-based selling, with an emphasis on building Business Value Assessments; experience with Command of the Message a plus
• Genuine passion for and working knowledge of the professional sports landscape — how teams and leagues make money, and how fan engagement ties to revenue
• Prior experience with Salesforce.com CRM or a comparable platform to manage pipeline, required
• Demonstrated ability to quickly ramp on new product surface area and cloud tools
• Proven track record navigating organizations with non-traditional buying committees and decision processes
• Strong verbal, written, and executive presentation skills
• Ability to travel for in-market meetings and industry events

Pay

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $98,000 and $154,000/year, with an expected On Target Earnings (OTE) between $193,000 and $304,000/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.

Benefits

• 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®