Senior Account Executive, Emerging Enterprise

Braze•Chicago, IL

2d•$214,000 - $321,000•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, acting 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.
Experience with Salesforce.com CRM or other CRM systems.
Knowledge of the MEDDPICC framework.

Nice To Haves

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

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 (companies with 1,000-2,000 employees).
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).
Think strategically and creatively about how to drive desired outcomes through effective and persistent outreach.
Demonstrate the mechanics of a value-first conversation, including 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.
Keep internal stakeholders informed on deal progress via Slack updates and/or internal notes documents.
Manage sales pipelines using Salesforce.com CRM or other CRM systems.
Adapt quickly to new cloud applications and tools.
Lead and strategically manage a group of internal cross-functional stakeholders as part of a complex sales motion (Solutions Consulting, executive alignment, Value Consulting, etc.).
Be analytical and data-driven, grounding your approach in examples and defined by testing and iterating.
Understand and make sense of complex systems and concepts.
Be comfortable learning new things (tech, process, people) and navigating high-change environments.
Be a positive contributor to the team and broader Braze culture through active participation, engagement, and adding value to uplevel those around you.

Benefits

Competitive compensation that may include equity
Equity grants of restricted stock (RSUs)
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®