Account Executive, Emerging Enterprise

WHAT YOU'LL DO

As an Account Executive on our Emerging Enterprise General Business team, you will manage the full sales cycle from prospecting to close. Your portfolio will include both prospective and existing customers within Braze’s Emerging Enterprise segment, defined as companies with between 1,000 and 2,000 employees. Braze’s “General Business” segment is composed of companies that fall within several verticals, including Quick Service Restaurants (QSR), Health & Life Sciences, Travel & Hospitality, and Technology, among others.

This role is designed for a SaaS Sales professional with a proven track record in generating new business and strong prospecting and business development skills. Ideal candidates will have 5+ years of experience selling SaaS solutions to enterprise clients, with typical deal sizes ranging from $200K to $1M+ per year. Additionally, candidates should possess at least 5 years of overall industry experience.

We are particularly interested in individuals who have worked with enterprise companies and understand the dynamic culture of a smaller enterprise sales organization. Experience selling solutions that engage stakeholders across IT and business departments is highly valued. Familiarity with analytics, CRM, marketing automation, digital media publishing, or content marketing solutions would be an excellent fit. 

WHO YOU ARE

• Background in Enterprise Sales for Marketing Technology preferred.
• Excellent verbal, written, and presentation skills, including the ability to effectively storytell.
• Strong ability to generate demand through outbound prospecting efforts and collaboration with internal teams, such as business development, marketing, and technology & agency partners. 
• Demonstrated success in navigating large organizations, with the ability to quickly identify key decision-makers and understand their buying processes for substantial SaaS investments.
• Manage a customer portfolio of 12 - 15 accounts, proactively identifying expansion opportunities and churn risks, collaborating closely with internal customer success, product, and technology teams. 
• A proven track record of forecasting accuracy, including operational rigor in ensuring forecasts and opportunity details are kept up to date on a regular basis. 
• Exemplify operational excellence and organization, including but not limited to: keeping internal stakeholders appropriately informed on deal progress via Slack updates and/or internal notes documents; leading productive deal reviews; keeping MEDDPICC scorecards updated regularly. 
• Experience with Salesforce.com CRM or other CRM systems is required to manage sales pipelines. Ability to quickly adapt to new cloud applications and tools.
• Knowledge of the MEDDPICC framework; Command of the Message experience a plus.
• A proven ability to lead and strategically manage a group of internal cross-functional stakeholders as part of a complex sales motion (Solutions Consulting, executive alignment, Value Consulting, Customer Success, etc.)
• Awareness of current trends in the digital and application industries.
• Positive contributor to the team and broader Braze culture through active participation, engagement, and adding value in order to uplevel those around you.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $112,500 and $137,000/year, with an expected On Target Earnings (OTE) between $225,000 and $275,000/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, Braze offers full and part-time employees a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that all Braze employees own a piece of our company.

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