Director, Partner Sales

Braze • New York City, NY

3d • Hybrid

About The Position

The Partner Sales team acts as a crucial link between Braze's partner ecosystem (including Delivery, Technology, Marketplace, and Channel partners) and the revenue organization. The team's objective is to ensure that Braze's most strategic partners are integrated into the right deals at the opportune moments, thereby driving significant and measurable impact on pipeline and revenue across the AMER and LATAM regions. Deals influenced by partners at Braze close at a substantially higher rate and deal size compared to direct-only deals. This Director role is responsible for scaling this partner-driven approach across AMER, the most developed partnerships market, and LATAM, an emerging market. The Director will lead a team of four Partner Sales Managers (PSMs) responsible for Enterprise, General Business, Commercial, and LATAM segments. This is a player-coach position, requiring the Director to establish strategy, hold the team accountable to targets, and directly engage with senior partner contacts and Sales leadership to advance deals.

Requirements

• Proven track record leading a regional partner sales, alliance sales, or channel sales team in B2B SaaS, with the ability to articulate pipeline and revenue outcomes personally driven.
• Deep understanding of how to activate partner value within a direct sales deal cycle, knowing when and how to involve a partner to advance a deal.
• Experience working with both SI/Delivery partners (agencies, implementation firms) and Technology partners (cloud hyperscalers, ISVs).
• Strong Salesforce proficiency for pipeline tracking, partner sales record (PSR) management, and reporting.
• Comfortable using account mapping tools such as Crossbeam or equivalent to prioritize co-sell motions.
• Influential, able to earn trust and drive behavior change in a Sales organization without formal authority.
• Strategic, capable of building proactive, territory-based partner coverage plans.
• Data-driven, grounding decisions in pipeline data and Crossbeam insights.
• Accountable, owning the number and fostering a culture of ownership within the team.
• Ability to thrive in ambiguity, as Braze is a fast-growing company with evolving processes around partner-first selling.
• Executive presence, representing Braze credibly at partner QBRs, industry events, and senior partner conversations.

Nice To Haves

• MarTech or adjacent SaaS ecosystem knowledge strongly preferred, with an emphasis on how composable tech stacks create partnership opportunities.

Responsibilities

• Lead, develop, and performance-manage a team of four PSMs across AMER and LATAM, setting clear targets and actively coaching for growth.
• Own partner-qualified lead (PQL) generation, partner-influenced pipeline, and partner-sourced revenue across AMER and LATAM, reporting directly into the Revenue org pipeline and quota attainment targets.
• Build and execute territory-level partner strategies across key segments, ensuring the right partners are activated on the right opportunities.
• Drive field adoption of partner-first selling across AE and BDR populations, earning a seat in pipeline reviews, forecast calls, and deal strategy conversations with Sales AVPs and Senior Directors.
• Own and govern partner attach rates on new business opportunities, contributing to the company objective of having 80% of new business onboarded by delivery partners.
• Support Partner Account Directors with Platinum-tier partners including Deloitte, Accenture, WPP, Publicis, and Merkle, building and maintaining senior relationships relevant to the region.
• Collaborate cross-functionally with Marketing, BDR, Account Management, and Customer Success to accelerate partner-led growth and remove blockers.
• Use Salesforce, Crossbeam, Clari, and Looker to maintain pipeline visibility, track partner attach and influence, and report on performance to senior leadership.

Benefits

• Competitive compensation that may include equity
• Retirement and Employee Stock Purchase Plans
• Flexible paid time off
• Comprehensive benefit plans covering medical, dental, vision, life, and disability
• Family services that include fertility benefits and equal paid parental leave
• Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
• A curated in-office employee experience, designed to foster community, team connections, and innovation
• Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
• Employee Resource Groups that provide supportive communities within Braze
• Collaborative, transparent, and fun culture recognized as a Great Place to Work®

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed