Sales Operations Lead

Braze • New York, NY

5d • $108,000 - $135,000 • Hybrid

About The Position

As the Sales Operations Lead, Capacity Planning, you will play a critical role in shaping the global sales organization at Braze. You will be responsible for designing and optimizing our sales capacity, headcount planning, coverage models, role structures, and compensation plans to ensure we achieve our ambitious growth targets. This highly analytical and strategic role will partner closely with Sales Leadership, Finance, and the People Team to drive data-driven decisions and operational excellence across Braze’s global sales team.

Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, Sales Strategy, or related field, preferably in SaaS or technology.
• Strong analytical and modeling skills; advanced proficiency in Excel/Google Sheets and experience with BI tools (e.g., Tableau, Looker).
• Demonstrated experience with sales capacity and headcount planning, coverage modeling, and compensation design.
• Excellent communication and stakeholder management skills.
• Ability to thrive in a fast-paced, dynamic, and global environment.
• Bachelor’s degree in Business, Finance, Economics, or related field preferred; MBA or similar advanced degree a plus.

Responsibilities

• Own the global sales capacity model to ensure the global organization is scaling as planned (headcount, ramp, productivity), partnering with Regional Ops, FP&A, People Team, and Sales Leadership to maintain alignment with budget, hiring strategies, and business objectives.
• Develop and maintain models to forecast sales headcount needs based on growth targets, productivity assumptions, attrition impacts, and market opportunity for all Revenue teams (Sales, Account Management, Business Development, Solutions Consulting, Partnerships).
• Track and report on actual vs. planned headcount and capacity, identifying gaps and recommending corrective actions.
• Design and optimize sales coverage models (e.g., geographic, segment, vertical, named accounts) to maximize market penetration and sales productivity.
• Analyze performance data to recommend adjustments to coverage strategies as the business evolves.
• Collaborate across the Sales Operations team to ensure equitable and efficient distribution of accounts, territories, and headcount across regions and teams.
• Define and refine sales roles, responsibilities, and organizational structure to support business objectives and headcount plans.
• Partner with Regional Ops, People Team, and Sales Leadership to implement new roles or changes to the sales org structure.
• Benchmark against industry best practices and evolving GTM strategies.
• Build and maintain robust modeling scenario models to evaluate the impact of different sales strategies, organizational changes, headcount allocations, or market conditions during annual and quarterly planning cycles.
• Provide actionable insights and recommendations to leadership based on scenario analysis.
• Oversee the development, rollout, and ongoing management of sales plans, including quotas, targets, headcount allocation, and performance metrics.
• Ensure sales plans are aligned with company goals and are clearly communicated to the sales organization.
• Monitor plan effectiveness and recommend adjustments as needed.
• Design and implement sales compensation and incentive plans that drive desired behaviors and align with business objectives.
• Partner with the Commissions team to model plan outcomes to ensure fairness, competitiveness, and cost-effectiveness.
• Partner with Sales Leadership, the People Team and Finance to manage plan governance, communication, and administration.

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: Senior