Sales Director, Scale

Braze•San Francisco, CA

12d•Hybrid

About The Position

Braze is seeking an experienced, entrepreneurial SaaS sales leader to build, scale, and lead its Braze For Startups (SMB) sales organization. This highly visible leadership role combines hands-on sales management with the strategic and operational leadership needed to create a repeatable growth engine. The role leads SMB Account Executives and outbound prospecting professionals while defining the sales motion, coaching methodology, performance standards, hiring plan, and operating cadence for efficient growth. The Sales Director will own the SMB segment’s strategy, execution, and performance, including revenue attainment, pipeline generation, conversion, productivity, and forecast accuracy. The leader will develop demand and partner ecosystems, improve the SMB buyer journey, and work across teams to build the processes, programs, and systems needed to grow the segment. The role calls for meaningful autonomy, sound judgment, and the ability to make decisions quickly in an evolving environment. The position is suited to a builder who can create structure without unnecessary bureaucracy and turn an evolving SMB opportunity into a predictable, scalable revenue business. The role represents Braze with customers, partners, industry communities, and senior stakeholders, and brings customer, market, and competitive insights to the broader go-to-market organization. For candidates based in the United States, the stated starting base pay range is $95,000–$136,000 per year, with expected on-target earnings of $190,000–$272,000 per year, including bonus or commission. Exact offers may vary based on factors including location, job-related knowledge, skills, and experience. The role also qualifies for restricted stock unit equity grants. Braze describes its working approach as hybrid; benefits vary by location.

Requirements

At least 7 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.
Strong cross-functional leadership skills and experience partnering with Marketing, Customer Success, Account Management, Product, Sales Operations, Finance, and Partnerships.
Experience building relationships with venture capital firms, accelerators, startup communities, agencies, system integrators, consultants, and/or technology partners.
Demonstrated ability to develop partner-sourced or partner-influenced pipeline through co-selling, referrals, agency relationships, technology integrations, and ecosystem programs.
Executive-level communication skills, including leading customer conversations, executive presentations, QBRs, internal business reviews, and partner discussions.
Strong business acumen and ability to navigate complex organizations, identify economic buyers and decision-makers, and guide stakeholders through the SaaS buying process.
Data-driven operating style, sound judgment, high accountability, and comfort making decisions in an evolving, ambiguous environment.
Strong external presence and ability to build trusted relationships through professional communities, social channels, events, and industry networks.
Familiarity with current digital, mobile, AI, customer-engagement, and application-market trends.

Nice To Haves

Experience selling marketing technology, customer engagement, marketing automation, CRM, email, mobile, analytics, data, or related SaaS solutions.
Prior experience in a startup, scale-up, or high-growth technology company.

Responsibilities

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, repeatable SMB sales motion across inbound, outbound, partner-led, and sales-assisted acquisition channels.
Establish the operating cadence, including pipeline reviews, forecast calls, deal inspection, performance management, quarterly planning, and executive business reviews.
Recruit, onboard, coach, develop, and retain sales talent; build management capacity and career paths as the organization scales.
Develop sales playbooks, enablement programs, prospecting standards, qualification methodologies, discovery frameworks, and objection-handling tools.
Partner with Sales Operations on territory and account-assignment models, lead routing, pipeline definitions, capacity plans, compensation structures, dashboards, and forecasting processes.
Work with Marketing to improve demand generation, campaign conversion, account targeting, lead quality, lifecycle programs, and funnel attribution.
Collaborate with Customer Success and Account Management to support customer handoffs, activation, retention, adoption, and expansion opportunities.
Build and operationalize relationships with venture capital firms, startup ecosystems, accelerators, agencies, consultants, system integrators, and technology partners.
Develop partner-led and ecosystem-led growth motions, including referral, co-sell, implementation, marketplace, and portfolio-company programs.
Represent Braze with customers, partners, industry communities, and senior stakeholders; share market, customer, and competitive insights with the go-to-market organization.
Identify opportunities to improve SMB packaging, pricing, onboarding, product adoption, and go-to-market efficiency using customer insight and data analysis.
Prioritize investments, improve execution, and build programs that make SMB a durable growth engine.

Benefits

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