Customer Account Executive, Strategic Enterprise
As a Braze Customer Account Executive, you will be responsible for managing and growing existing relationships within our customer base. You will own specific customer relationships and serve as the account lead. You will work closely with cross-functional teams, including Customer Success, Solutions Consulting, Services and Product, to drive account growth, retention, and overall customer satisfaction. This role requires a strong understanding of the digital marketing ecosystem, customer engagement solutions, complex organizations and the ability to build long-term relationships in a fast-paced environment.
WHAT YOU'LL DO
Own a defined set of customer relationships, including managing all expansion and renewal activities
Develop commercial relationships and joint business vision to increase Braze utilization and value
Create comprehensive strategies to retain existing business with clear roadmap of joint business value and ongoing growth
Partner closely with cross-functional partners to secure contract renewals and ensure there is a unified account vision and value story across all touchpoints
Nurture and close account expansion deals including upsell, cross-sell, and net new lines of business
Educate and activate internal executive stakeholders to operationalize multi-threaded account alignment
Effectively communicate and evangelize customer feedback to Braze product team
Document and manage complex technology architecture knowledge within book of business including awareness of competitive threats and critical partnership strategies
Achieve quarterly upsell and renewal targets
Cross-department collaboration, including but not limited to Customer Success, Sales, RevOps, Product, Legal and Marketing
Coordinate resources to drive feature adoption
Develop, maintain and grow Braze and Braze Ecosystem product knowledge.
Establish deep knowledge of accounts across all areas (onboarding, success, commercials, procurement, legal, org structure, etc.)
Proactively analyze customer product usage, develop whitespace analysis and identify growth opportunities
Quarterly whitespace mapping to increase revenue predictability
Work with Customer Success and OTS to seamlessly transition clients from pre-sales, through onboarding and into ongoing Service usage
WHAT YOU’LL HAVE
10+ years of experience in Account Management, SaaS sales, or similar quota-carrying roles, 5+ years of experience closing and/or managing global relationships with large and complex strategic customers
Background in Enterprise SaaS sales for Mobile and/or Marketing Technology
Ability to research account(s), develop a point of view (POV) on the value your technology can drive for the account, and prioritize global client needs to maximize revenue
Proven success navigating large organizations and ability to quickly identify the decision makers and the decision-making process for large SaaS investments
Executive-level business acumen and proven ability to establish credibility as a trusted advisor at the top levels of an organization
Proven ability to develop retention strategies to protect client relationship and grow partnership in highly competitive environments
Outstanding verbal, written, and stand-up presentation skills, with experience in owning and presenting value propositions to executive teams
Ability to handle high-demand clients and multiple competing priorities
Prior experience with salesforce.com CRM, Clari, or other CRM used to manage sales pipeline
Excellent organizational skills and time management abilities
Drive, determination, creativity, and accountability
Proven ability to quickly get up to speed on new cloud apps and tools
A proven networker in your daily life
Up-to-date on digital trends, especially in the mobile, web and email space
Prior experience in a startup technology company is a plus
Ability to travel to customer/prospect sites, marketing events, and to company and regional gatherings
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $109,500 and $171,500/year, with an expected On Target Earnings (OTE) between $219,000 and $312,000/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.