Sales Director, Scale Retail

About the role

This is a SaaS midmarket/scale sales leadership role, managing a team of midmarket/scale Account Executives for Braze's market-leading Customer Journey Orchestration platform.

Responsibilities

• Hire, nurture, and lead a team of world-class sales talent
• Set and execute an aggressive customer acquisition and expansion strategy for the region
• Lead the verticalization strategy for retail and consumer goods, developing and continuously refining sales playbooks, messaging frameworks, and industry-specific value propositions that enable your team to sell with precision and speed
• Partner cross-functionally with Marketing, Product, and Customer Success to build out a robust retail vertical go-to-market motion, including industry event presence, thought leadership, and targeted outbound strategies
• Align go-to-market teams (BDR, marketing, value engineering, SolCon, executive) to execute the FY plan and represent a clear, single vision to customers and the marketplace
• Coach your team through the overall sales process, participate where appropriate in a hands-on manner in deals, and provide detailed and accurate sales forecasting
• Be the "voice of Braze" in prospect, customer, and industry forums, including retail-specific conferences and trade events
• Plan and manage at both the strategic and operational levels
• Be a proactive voice within our global sales leadership team

Requirements

• Minimum of 7 years of proven experience in sales
• At least 5 years of successful experience leading a team of at least five quota-carrying mid-market Account Executives
• A proven ability to recruit, retain, inspire, and develop top talent
• Proven experience in leading teams through the full lifecycle of a SaaS customer: prospecting, acquisition, retention, and long-term relationship growth
• Demonstrated success developing vertical go-to-market strategies and sales playbooks, ideally within retail and/or consumer brand segments
• Ability to coordinate and work cross-functionally with internal constituencies, including Business Development, Marketing, Customer Success, Legal, and Sales Operations
• Outstanding verbal, written, and in-person presentation skills
• Excellent commercial and legal negotiation skills
• Strong technical and business acumen; the ability to engage with multiple customer personas across a wide variety of industries and within both technical and marketing functional roles
• To be up-to-date on digital and application trends, especially in the mobile space
• Prior experience selling Mobile or Marketing Technology is a strong plus
• Prior experience selling into retail and/or consumer brand prospects is a strong plus
• Prior experience in a startup technology company is a plus

Qualifications

• Proven track record of success in a high-growth, rapidly evolving, and dynamically competitive market
• Experience helping brands communicate more effectively with their customers
• Strong business acumen and ability to prepare for, and participate directly in, customer-facing engagements
• Passion for building a winning team and expanding the highly successful customer base

Skills

• Strong leadership and management skills
• Exceptional verbal, written, and presentation skills
• Strong negotiation and communication skills
• Ability to work collaboratively with cross-functional teams
• Ability to develop and implement sales strategies and playbooks
• Strong understanding of customer journey orchestration and related technologies

Benefits

Braze offers a comprehensive Total Rewards package that includes:

• 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

Pay

The pay range for this position at the start of employment is expected to be between $109,000 and $163,000/year, with an expected On Target Earnings (OTE) between $218,000 and $324,000/year (including bonus or commission).

Schedule

Details on benefits plans will be provided if you receive an offer of employment.