Senior Account Executive, Emerging Enterprise

Braze•New York, NY

6d•$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 through close, focusing exclusively on net-new customer acquisition. The role is dedicated to opening untapped accounts in the Emerging Enterprise segment, defined as companies with 1,000 to 2,000 employees, and does not include account management or existing-customer responsibilities. General Business includes organizations across verticals such as 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 act 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. The role is part of a scaling, diverse, and collaborative team. Braze describes its culture as approachable, kind, passionate, collaborative, and committed to high standards, equity, opportunity, autonomy, accountability, learning, and work-life harmony. The position is offered with a comprehensive Total Rewards package, including equity grants of restricted stock units. Compensation and benefits may vary by location and individual factors.

Requirements

At least 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 customer accounts and driving deals to close.
Ability to generate and manage a pipeline through outbound prospecting and internal collaboration.
Consultative selling approach, with strong discovery skills and the ability to understand customer business pain and desired outcomes.
Excellent verbal, written, and presentation skills.
Ability to navigate large organizations, identify decision-makers, understand purchasing processes for substantial SaaS investments, and mobilize distributed global organizations.
Proven forecasting accuracy and operational rigor, including maintaining opportunity details and leading deal reviews.
Experience with Salesforce.com CRM or another CRM system to manage sales pipelines.
Ability to adapt quickly to new 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 and testing and iteration.
Comfort learning new technology, processes, and ways of working in a fast-changing environment.
Positive contribution to the team and broader company culture.

Nice To Haves

Background in enterprise sales for Marketing Technology.
Knowledge of the MEDDPICC framework.
Command of the Message experience.

Responsibilities

Own the full sales cycle, from prospecting through closing.
Focus exclusively on net-new customer acquisition and breaking into untapped Emerging Enterprise accounts.
Identify, prioritize, and conduct outreach to prospective customers, and close new business.
Generate and manage a sales pipeline through outbound prospecting and collaboration with business development, marketing, and technology and agency partners.
Serve as a trusted advisor to prospective clients, working with Marketing, Product, and Technical executives and their teams.
Lead consultative discovery to understand business pain, desired outcomes, and how Braze can provide differentiated value.
Navigate large organizations, identify decision-makers, understand buying processes, and mobilize distributed global organizations to accelerate sales cycles.
Maintain accurate forecasts and current opportunity details, lead productive deal reviews, and regularly update MEDDPICC scorecards.
Keep internal stakeholders informed about deal progress through Slack updates and/or internal notes.
Lead and strategically manage internal cross-functional stakeholders through complex sales motions, including Solutions Consulting, executive alignment, and Value Consulting.
Contribute positively to the team and broader Braze culture through active participation and engagement.

Benefits

Competitive compensation that may include equity.
Retirement and Employee Stock Purchase Plans.
Flexible paid time off.
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.
Comprehensive Total Rewards package including restricted stock unit equity grants.