Braze Sales Director, SMB at Braze leads and scales the Braze For Startups sales organization, focusing on SMB sales strategy and execution. This role involves building a high-performing team and developing external ecosystems to accelerate growth.
Responsibilities
Own the strategy, execution, and performance of the SMB sales segment, including revenue attainment, pipeline generation, conversion, sales productivity, and forecast accuracy
Build and lead a high-performing team of Account Executives
Create a clear and repeatable SMB sales motion across inbound, outbound, partner-led, and sales-assisted acquisition channels
Establish the business operating cadence, including pipeline reviews, forecast calls, deal inspection, performance management, quarterly planning, and executive business reviews
Recruit, onboard, coach, develop, and retain exceptional sales talent; build the management bench and career paths required to scale the organization
Develop sales playbooks, enablement programs, prospecting standards, qualification methodologies, discovery frameworks, and objection-handling tools that improve consistency and conversion
Partner with Sales Operations to design territory and account-assignment models, lead routing, pipeline definitions, capacity plans, compensation structures, dashboards, and forecasting processes
Work closely with Marketing to improve demand generation, campaign conversion, account targeting, lead quality, lifecycle programs, and attribution across the SMB funnel
Collaborate with Customer Success and Account Management to ensure smooth handoffs, strong customer activation, retention, adoption, and expansion opportunities
Build and operationalize relationships with venture capital firms, startup ecosystems, accelerators, agencies, consultants, system integrators, and technology partners
Develop partner-led and ecosystem-led growth motions, including referral, co-sell, implementation, marketplace, and portfolio-company programs
Represent the company with customers, partners, industry communities, and senior stakeholders; bring market, customer, and competitive insights back to the broader go-to-market organization
Qualification
A strong record of hiringExperience selling marketing technology
Required
7+ years of progressive SaaS sales and go-to-market experience, ideally including SMB, commercial, velocity, growth, or emerging-business segments
At least 3+ years of direct people-management experience leading SMB sales teams, including Account Executives and preferably SDR, BDR, or outbound prospecting organizations
Demonstrated success building or materially scaling an SMB sales team, sales motion, or revenue segment within a high-growth or large-scale SaaS environment
A strong record of hiring, coaching, developing, and retaining quota-carrying sales talent and frontline sales managers
Experience owning meaningful revenue targets and consistently delivering against new-business, pipeline, productivity, and forecast goals
Deep knowledge of SaaS sales metrics and levers, including ARR, ACV, pipeline coverage, conversion rates, sales-cycle length, quota attainment, productivity, CAC efficiency, retention, and expansion
Experience creating and improving sales processes, performance-management systems, forecasting cadences, qualification standards, and sales enablement programs
Proven ability to lead both an outbound prospecting function and a full-cycle SMB Account Executive team
Strong cross-functional leadership skills, with experience partnering closely with Marketing, Customer Success, Account Management, Product, Sales Operations, Finance, and Partnerships
Experience building relationships with venture capital firms, accelerators, startup communities, agencies, system integrators, consultants, and/or technology partners
Demonstrated ability to develop partner-sourced or partner-influenced pipeline through co-sell, referrals, agency relationships, technology integrations, and ecosystem programs
Experience selling marketing technology, customer engagement, marketing automation, CRM, email, mobile, analytics, data, or related SaaS solutions is strongly preferred
Preferred
This person is not simply a manager of an established sales team. They are a builder who can create structure without unnecessary bureaucracy, maintain urgency without sacrificing quality, and turn an evolving SMB opportunity into a predictable, scalable revenue business.
They should be equally credible coaching an AE through a strategic deal, reviewing funnel conversion with Sales Operations, shaping demand-generation priorities with Marketing, meeting with a VC platform team, or building a co-sell motion with an agency or technology partner.
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $90,500 and $162,500/year, with an expected On Target Earnings (OTE) between $181,000 and $325,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company.
