Senior Account Executive, Emerging Enterprise

Braze•Chicago, IL

6d•$105,000 - $158,000

About The Position

As an Account Executive on Braze’s Emerging Enterprise General Business team, you will own the full sales cycle from prospecting through closing, with a focus exclusively on acquiring net-new customers. You will identify, prioritize, reach out to, and close untapped companies in the Emerging Enterprise segment, defined as companies with 1,000 to 2,000 employees. The role has no account-management or existing-customer responsibilities. General Business spans several verticals, including Quick Service Restaurants, Health & Life Sciences, Travel & Hospitality, and Technology. Typical new-business deal sizes range from $200,000 to more than $1 million per year. You will serve as a trusted advisor to prospective clients, working with Marketing, Product, and Technical executives and their teams to help them build connections between consumers and the brands they love. You will join a scaling, diverse, and close-knit team focused on collaboration, growth, and success.

Requirements

At least 5 years of experience selling SaaS solutions to enterprise clients and at least 5 years of overall industry experience.
A proven track record of breaking into new customer accounts and closing deals in a greenfield environment.
Ability to generate and manage a pipeline through outbound prospecting and internal collaboration.
Strong verbal, written, and presentation skills, with consultative selling, storytelling, and attentive listening abilities.
Ability to conduct ongoing discovery, understand business pain and desired outcomes, and communicate differentiated value.
Experience navigating large organizations, identifying decision-makers, understanding purchasing processes for substantial SaaS investments, and mobilizing distributed global organizations.
Proven forecasting accuracy and operational rigor, including maintaining current forecasts and opportunity details, leading deal reviews, and regularly updating MEDDPICC scorecards.
Experience with Salesforce.com CRM or another CRM system to manage sales pipelines, and ability to adapt quickly to cloud applications and tools.
Ability to lead and strategically manage internal cross-functional stakeholders in complex sales motions.
Analytical, data-driven approach grounded in examples, testing, and iteration.
Comfort learning new technologies, processes, and ways of working in a fast-changing environment.
Positive contribution to team culture through active participation, engagement, and adding value to colleagues.

Nice To Haves

Background in enterprise sales for Marketing Technology.
Experience with the Command of the Message framework.

Responsibilities

Own the full sales cycle, from prospecting through closing, focused on net-new customer acquisition.
Identify, prioritize, and conduct outreach to untapped Emerging Enterprise prospects, and close new business.
Generate and manage a sales pipeline through outbound prospecting and collaboration with business development, marketing, and technology and agency partners.
Conduct discovery to understand prospects’ business pain, desired outcomes, and opportunities to deliver differentiated value.
Navigate complex organizations, identify decision-makers, understand buying processes, and mobilize distributed global organizations to accelerate sales cycles.
Forecast accurately, maintain opportunity details and MEDDPICC scorecards, lead productive deal reviews, and keep internal stakeholders informed about deal progress.
Lead and strategically manage internal cross-functional stakeholders through complex sales motions, including Solutions Consulting, executive alignment, and Value Consulting.
Contribute to the team and broader Braze culture through active participation, engagement, and support for colleagues.

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.
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.
Equity grants of restricted stock (RSUs).