Director of Sales, Scale for Media, Entertainment, Gaming and Sports
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. We're looking for someone passionate about helping brands communicate more effectively with their customers, building a winning team, and expanding our highly successful customer base.
The ideal candidate will have at least 5 years of successful experience leading and developing a team of mid-market/scale sellers in a high-growth, rapidly evolving, and dynamically competitive market. Your team will focus on the entire lifecycle relationship with their clients, so you should have experience helping them develop and evangelize net-new business, while nurturing and expanding the relationships with their customer base. As a front-line leader whose team addresses the problems of customers within retail, you should have strong business acumen and help prepare for, and participate directly in, customer-facing engagements. A key focus of this role is verticalization: developing and operationalizing go-to-market strategies and repeatable sales playbooks tailored to the retail and consumer goods sectors. Your leadership will have a direct impact on our customers' success, your team's development, and Braze's success.
WHAT YOU HAVE
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
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
WHAT YOU'LL DO
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
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $117,000 and $184,000/year, with an expected On Target Earnings (OTE) between $234,000 and $367,000/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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