Account Executive, Enterprise
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 very 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 that is 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 that is weighted heavily toward net-new acquisition, while also growing and protecting the existing relationships already in the book.
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.
WHAT YOU'LL DO
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
WHO YOU ARE
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
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $115,000 and $180,000/year, with an expected On Target Earnings (OTE) between $227,000 and $355,000/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.
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