Sales Director, ScaleNew$171K–$245K

Braze
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The opportunity

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew.

What you'll do

  • Own the strategy, execution, and performance of the SMB sales segment,: including revenue attainment, pipeline generation, conversion, sales productivity, and forecast accuracy.

  • Build and lead a high-performing team of Account Executives

  • Create a clear and repeatable SMB sales motion across inbound, outbound,: partner-led, and sales-assisted acquisition channels.

  • Establish the business operating cadence, including pipeline reviews,: forecast calls, deal inspection, performance management, quarterly planning, and executive business reviews.

  • Recruit, onboard, coach, develop, and retain exceptional sales talent; build: the management bench and career paths required to scale the organization.

  • Develop sales playbooks, enablement programs, prospecting standards,: qualification methodologies, discovery frameworks, and objection-handling tools that improve consistency and conversion.

What they're looking for

  • + years of progressive SaaS sales and go-to-market experience, ideally: including SMB, commercial, velocity, growth, or emerging-business segments.
  • At least 3+ years of direct people-management experience leading SMB sales: teams, including Account Executives and preferably SDR, BDR, or outbound prospecting organizations.
  • Demonstrated success building or materially scaling an SMB sales team, sales: motion, or revenue segment within a high-growth or large-scale SaaS environment.
  • A strong record of hiring, coaching, developing, and retaining quota-carrying: sales talent and frontline sales managers.
  • Experience owning meaningful revenue targets and consistently delivering: against new-business, pipeline, productivity, and forecast goals.
  • Deep knowledge of SaaS sales metrics and levers, including ARR, ACV, pipeline: coverage, conversion rates, sales-cycle length, quota attainment, productivity, CAC efficiency, retention, and expansion.
  • Experience creating and improving sales processes, performance-management: systems, forecasting cadences, qualification standards, and sales enablement programs.
  • Proven ability to lead both an outbound prospecting function and a full-cycle SMB Account Executive team.