Sales Director, Scale Retail

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you. WHAT WE'RE LOOKING FOR 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 the success of our customers, the development of your team, and the success of Braze. 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 $109,000 and $163,000/year, with an expected On Target Earnings (OTE) between $218,000 and $324,000/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. #LI-Hybrid WHAT WE OFFER Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country here . More details on benefits plans will be provided if you receive an offer of employment. From offering comprehensive benefits to fostering hybrid ways of working, we’ve got you covered so you can prioritize work-life harmony. Braze offers benefits such as: Compe