Partner Sales Director

Braze•San Francisco, CA

2d•$149,000 - $234,000

About The Position

The Partner Sales Director owns the direct partner sales motion for a specific AMER territory. The role aligns Braze Technology, Delivery, and Marketplace partners with the needs of high-value customers and prospects, including complex accounts that may involve GSIs, specialist SI partners, senior partner executives, and executive sponsors. Reporting to the AVP, Partner Sales AMER, the director sets partner strategy for the territory and provides guidance to other Partner Sales Managers and Senior Partner Sales Managers in the region. The role focuses on generating pipeline and revenue through partner-engaged opportunities by building deep knowledge of territory accounts and the partner ecosystem, mapping relationships, and bringing partners into customer opportunities at the right time. It also supports customer value and retention, leads complex joint business plans, advises sales leadership on partner opportunities and risks, develops executive partner relationships, coaches the sales field on partner engagement, identifies ecosystem coverage gaps, and provides regional mentorship. The role requires influence across teams without formal authority and strong account, partner, and relationship management.

Requirements

10+ years of experience in a partner, alliances, channel, agency, or vendor-facing role at a B2B SaaS or technology company.
Track record of driving revenue through partner-engaged deals, rather than partner administration alone.
Direct experience with account mapping and co-sell motions using tools such as Crossbeam, and comfort working deal by deal alongside Account Executives.
Strong, current relationships across the territory's Delivery, Technology, and Marketplace partner ecosystem, including GSIs and specialist SIs.
Credibility to bring senior partner executives into conversations quickly.
A point of view on martech architecture and composability, with the ability to explain how a partner adds value to a particular customer.
Ability to operate independently in a territory-owning, high-agency role without a large team.
Track record of building senior, executive-level partner relationships and influencing Sales leadership without a direct reporting line.
Highly organized and self-directed, with the ability to manage territory accounts, partners, and joint business plans reliably.

Responsibilities

Build and maintain a deep understanding of customers and prospects in the territory, the partners engaged with them, and areas where partner introductions could improve outcomes.
Work with Account Executives to activate the appropriate Delivery, Technology, or Marketplace partners on live opportunities, including pipeline generation, competitive displacement, and stalled deals.
Partner with Account Managers and Customer Success Managers to identify customer underuse of Braze and engage partners who can address gaps through implementation, composable integrations, or managed services.
Build and run complex, high-stakes joint business plans with priority partners, including shared targets, stakeholder alignment, and review cadence.
Advise Sales leadership on the partner landscape in the territory and proactively identify partner relationship assets or risks on specific deals.
Build durable relationships with partner executives and executive sponsors, grounded in a point of view on martech architecture and customer value from composability.
Coach Account Executives on partner engagement, including incumbent partner knowledge, timing, and how to run partner motions.
Identify partner coverage gaps in the territory and lead efforts to close them, contributing to broader partner coverage strategy.
Mentor Partner Sales Managers and Senior Partner Sales Managers in the region and represent the market in the AVP's absence when needed.

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 the 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®.
Equity grants of restricted stock (RSUs).