Sales Director, Scale Retail

About this role

<div class="content-intro"><p>At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew.</p> <p>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.</p> <p>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.</p> <p>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.</p> <p>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.</p></div><p><strong>WHAT WE'RE LOOKING FOR</strong></p> <p>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.</p> <p>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.</p> <p><strong>WHAT YOU HAVE</strong></p> <ul> <li>Minimum of 7 years of proven experience in sales</li> <li>At least 5 years of successful experience leading a team of at least five quota-carrying mid-market Account Executives</li> <li>A proven ability to recruit, retain, inspire, and develop top talent</li> <li>Proven experience in leading teams through the full lifecycle of a SaaS customer: prospecting, acquisition, retention, and long-term relationship growth</li> <li>Demonstrated success developing vertical go-to-market strategies and sales playbooks, ideally within retail and/or consumer brand segments</li> <li>Ability to coordinate and work cross-functionally with internal constituencies, including Business Development, Marketing, Customer Success, Legal, and Sales Operations</li> <li>Outstanding verbal, written, and in-person presentation skills</li> <li>Excellent commercial and legal negotiation skills</li> <li>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</li> <li>Up-to-date on digital and application trends, especially in the mobile space</li> <li>Prior experience selling Mobile or Marketing Technology is a strong plus</li> <li>Prior experience selling into retail and/ or consumer brand prospects is a strong plus</li> <li>Prior experience in a startup technology company is a plus</li> </ul> <p><strong>WHAT YOU'LL DO</strong></p> <ul> <li>Hire, nurture, and lead a team of world-class sales talent</li> <li>Set and execute an aggressive customer acquisition and expansion strategy for the region</li> <li>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</li> <li>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</li> <li>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</li> <li>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</li> <li>Be the "voice of Braze" in prospect, customer, and industry forums, including retail-specific conferences and trade events</li> <li>Plan and manage at both the strategic and operational levels</li> <li>Be a proactive voice within our global sales leadership team</li> </ul> <p><span data-sheets-root="1">For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $114,000 and $171,000/year, with an expected…