Senior Director, Partner Sales

About the role

As Senior Director, Partner Sales at Braze, you will own the partner sales motion across AMER and LATAM. This is a true ownership role: you set the regional strategy, define how the partner sales function operates across both markets, and are accountable for the commercial outcomes. You report directly into the SVP, Partnerships, and operate as a peer to the VP Sales for AMER and the VP Sales for LATAM — embedding partner-first selling as a structural part of how those revenue teams operate. You will lead a team of four Partner Sales Managers (PSMs) covering Enterprise, General Business, Commercial, and LATAM segments. Your focus is on setting the operating model, holding the team and the Sales org accountable, and engaging directly at the VP and C-suite level with senior partner contacts and Sales leadership to drive the motion forward.

Responsibilities

• Lead, develop, and performance-manage a team of four PSMs across AMER and LATAM, setting clear targets and actively coaching for growth
• Own partner-qualified lead (PQL) generation, partner-influenced pipeline, and partner-sourced revenue across AMER and LATAM, reporting directly into the Revenue org pipeline and quota attainment targets
• Build and execute territory-level partner strategies across key segments, ensuring the right partners are activated on the right opportunities
• Own the partner-first field motion across AMER and LATAM, operating as a commercial peer to VP Sales leadership — participating in pipeline reviews, forecast calls, and QBR narratives
• Own and govern partner attach rates on new business opportunities across both regions, accountable for the company's objective of 80% of new business onboarded by delivery partners
• Support Partner Account Directors with Platinum-tier partners, including Deloitte, Accenture, WPP, Publicis, and Merkle — building and maintaining senior relationships relevant to your region
• Define how the partner sales function operates across AMER and LATAM, including territory-to-partner mapping methodology, rules of engagement with Sales, and PQL qualification standards
• Collaborate cross-functionally with Marketing, BDR, Account Management, and Customer Success to accelerate partner-led growth and remove blockers
• Use Salesforce, Crossbeam, Clari, and Looker to maintain pipeline visibility, track partner attach and influence, and report on performance to senior leadership

Requirements

• 10+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 3-5 years at Director level or above
• Demonstrated experience operating as a peer to VP-level Sales leadership — you have influenced how a VP or Sales AVP thinks about the partner motion
• Deep understanding of how to activate partner value within a direct sales deal cycle
• Experience working across both SI/Delivery partners (agencies, implementation firms) and Technology partners (cloud hyperscalers, ISVs)
• Strong Salesforce proficiency for pipeline tracking, partner sales record (PSR) management, and reporting
• MarTech or adjacent SaaS ecosystem knowledge strongly preferred, with an emphasis on how composable tech stacks create partnership opportunities
• Comfortable using account mapping tools such as Crossbeam or equivalent to prioritize co-sell motions

Skills

• Influential — able to earn trust and drive behavior change in a Sales org without formal authority
• Strategic — you build proactive, territory-based partner coverage plans
• Data-driven — you ground decisions in pipeline data and Crossbeam insights
• Accountable — you own the number and build a culture of ownership in your team
• Builds structure where it doesn’t exist — you create operating models and playbooks from scratch
• Executive presence — you represent Braze credibly at partner QBRs, industry events, and senior partner conversations

Pay

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $120,000 and $179,000/year, with an expected On Target Earnings (OTE) between $220,000 and $299,000/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).

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®