Senior Account Executive, Emerging Enterprise

Braze • Chicago, IL

2d • Hybrid

About The Position

As an Account Executive on Braze's Emerging Enterprise General Business team, you will own the full sales cycle from prospecting to close. You will act as a relentless "hunter" focused entirely on net-new customer acquisition within Braze's Emerging Enterprise segment (companies with 1,000-2,000 employees). This role is dedicated 100% to breaking into untapped logos, with no account management or existing-customer responsibilities. You will identify, prioritize, outreach to, and close new business. Braze's "General Business" segment includes companies in verticals such as Quick Service Restaurants (QSR), Health & Life Sciences, Travel & Hospitality, and Technology. Typical new-business deal sizes range from $200K to $1M+ per year. You will serve as a trusted advisor to prospective clients, working directly with Marketing, Product, and Technical executives and their teams to help them forge human connections between consumers and brands. You will join a scaling, diverse, and tight-knit team united by mutual collaboration, a growth mindset, and relentless optimism.

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.
• Consultative and human selling approach.
• Natural storyteller and attentive listener, with 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 understand buying processes for substantial SaaS investments.
• Proven track record of forecasting accuracy and operational rigor.
• Experience with Salesforce.com CRM or other CRM systems is required.
• Knowledge of the MEDDPICC framework.
• Analytical and data-driven approach.
• 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.
• Experience with AI-assisted tools in recruitment process.

Responsibilities

• Own the full sales cycle from prospecting to close.
• Act as a relentless "hunter" focused entirely on net-new customer acquisition.
• Break into untapped logos within Braze's Emerging Enterprise segment.
• Identify, prioritize, outreach to, and close new business.
• Operate as a trusted advisor to prospective clients.
• Work 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 strong and ongoing discovery, understanding business pain, desired outcomes, and Braze's differentiated value.
• Navigate large organizations, identify key decision-makers, and understand 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.
• Adapt quickly to new cloud applications and tools.
• 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.
• Be a positive contributor to the team and broader Braze culture through active participation, engagement, and adding value.

Benefits

• Equity grants of restricted stock (RSUs).
• Competitive compensation.
• Retirement and Employee Stock Purchase Plans.
• Flexible paid time off.
• Comprehensive benefit plans covering medical, dental, vision, life, and disability.
• Fertility benefits.
• Equal paid parental leave.
• Professional development supported by 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 to your community, including an annual company-wide Volunteer Week and donation matching.
• Employee Resource Groups.
• Collaborative, transparent, and fun culture recognized as a Great Place to Work®.

What This Job Offers

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