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.