Senior Account Executive, Emerging Enterprise

Braze•Chicago, IL

3d•$105,000 - $158,000•Hybrid

About The Position

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. 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. 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. 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. 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. As an Account Executive on our Emerging Enterprise General Business team, you will own the full sales cycle from prospecting to close, working as a relentless "hunter" focused entirely on net-new customer acquisition. This role is dedicated 100% to breaking into untapped logos within Braze's Emerging Enterprise segment — defined as companies with between 1,000 and 2,000 employees — with no account management or existing-customer responsibilities. You will dedicate all of your energy to identifying, prioritizing, outreaching to, and ultimately closing new business. Braze's "General Business" segment is composed of companies that fall within several verticals, including Quick Service Restaurants (QSR), Health & Life Sciences, Travel & Hospitality, and Technology, among others. Typical new-business deal sizes range from $200K to $1M+ per year. You will operate as a trusted advisor to prospective clients as they look to Braze to grow and scale their business, working directly with Marketing, Product, and Technical executives and their teams to help them forge human connections between consumers and the brands they love. Join a scaling, diverse, and tight-knit team united by mutual collaboration, a growth mindset, and relentless optimism in pursuit of success.

Requirements

5+ years of experience selling SaaS solutions to enterprise clients.
At least 5 years of overall industry experience.
Proven track record of breaking into new logos and driving deals across the finish line.
Excel at generating and managing your own pipeline through outbound prospecting and collaboration with internal teams.
Selling consultative and human approach to customers.
Excellent verbal, written, and presentation skills.
Strong and ongoing discovery skills.
Solid understanding of business pain and desired outcomes.
Ability to navigate large organizations and identify key decision-makers and their buying processes.
Proven track record of forecasting accuracy and operational rigor.
Experience with Salesforce.com CRM or other CRM systems.
Adapt quickly to new cloud applications and tools.
Knowledge of the MEDDPICC framework.
Analytical and data-driven approach, grounded in examples and defined by testing and iterating.
Comfortable learning new things and navigating high-change environments.

Nice To Haves

Background in Enterprise Sales for Marketing Technology preferred.
Command of the Message experience a plus.

Responsibilities

Own the full sales cycle from prospecting to close, working as a relentless "hunter" focused entirely on net-new customer acquisition.
Dedicate all energy to identifying, prioritizing, outreaching to, and ultimately closing new business within Braze's Emerging Enterprise segment (companies with 1,000-2,000 employees).
Operate as a trusted advisor to prospective clients, working directly with Marketing, Product, and Technical executives and their teams.
Generate and manage your own pipeline through outbound prospecting and collaboration with internal teams (business development, marketing, technology & agency partners).
Demonstrate the mechanics of a value-first conversation, including discovery, understanding business pain, desired outcomes, and Braze's differentiated value.
Navigate large organizations, identifying key decision-makers and understanding their buying processes.
Mobilize distributed, global organizations to accelerate cycles.
Maintain forecasting accuracy and operational rigor, keeping forecasts and opportunity details up to date.
Lead productive deal reviews and keep MEDDPICC scorecards updated regularly.
Keep internal stakeholders informed on deal progress via Slack updates and/or internal notes documents.
Lead and strategically manage a group of internal cross-functional stakeholders (Solutions Consulting, executive alignment, Value Consulting, etc.) as part of a complex sales motion.
Actively participate, engage, and add value to contribute positively to the team and broader Braze culture.

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®