Description
We're seeking a Customer Account Executive, Strategic Enterprise to manage and grow existing relationships within our customer base. As a Braze Customer Account Executive, you will own specific customer relationships and serve as the account lead. You will work closely with cross-functional teams to drive account growth, retention, and overall customer satisfaction.
Responsibilities:
- Own a defined set of customer relationships, including managing all expansion and renewal activities
- Develop commercial relationships and joint business vision to increase Braze utilization and value
- Create comprehensive strategies to retain existing business with clear roadmap of joint business value and ongoing growth
- Partner closely with cross-functional partners to secure contract renewals and ensure there is a unified account vision and value story across all touchpoints
- Nurture and close account expansion deals including upsell, cross-sell, and net new lines of business
- Educate and activate internal executive stakeholders to operationalize multi-threaded account alignment
- Effectively communicate and evangelize customer feedback to Braze product team
- Document and manage complex technology architecture knowledge within book of business including awareness of competitive threats and critical partnership strategies
- Achieve quarterly upsell and renewal targets
- Cross-department collaboration, including but not limited to Customer Success, Sales, RevOps, Product, Legal and Marketing
- Coordinate resources to drive feature adoption
- Develop, maintain and grow Braze and Braze Ecosystem product knowledge
- Establish deep knowledge of accounts across all areas
- Proactively analyze customer product usage, develop whitespace analysis and identify growth opportunities
- Quarterly whitespace mapping to increase revenue predictability
- Work with Customer Success and OTS to seamlessly transition clients from pre-sales, through onboarding and into ongoing Service usage
Requirements:
- 10+ years of experience in Account Management, SaaS sales, or similar quota-carrying roles
- 5+ years of experience closing and/or managing global relationships with large and complex strategic customers
- Background in Enterprise SaaS sales for Mobile and/or Marketing Technology
- Ability to research account(s), develop a point of view (POV) on the value your technology can drive for the account, and prioritize global client needs to maximize revenue
- Proven success navigating large organizations and ability to quickly identify the decision makers and the decision-making process for large SaaS investments
- Executive-level business acumen and proven ability to establish credibility as a trusted advisor at the top levels of an organization
- Proven ability to develop retention strategies to protect client relationship and grow partnership in highly competitive environments
- Outstanding verbal, written, and stand-up presentation skills, with experience in owning and presenting value propositions to executive teams
- Ability to handle high-demand clients and multiple competing priorities
- Prior experience with salesforce.com CRM, Clari, or other CRM used to manage sales pipeline
- Excellent organizational skills and time management abilities
- Drive, determination, creativity, and accountability
- Proven ability to quickly get up to speed on new cloud apps and tools
- A proven networker in your daily life
- Up-to-date on digital trends, especially in the mobile, web and email space
- Prior experience in a startup technology company is a plus
- Ability to travel to customer/prospect sites, marketing events, and to company and regional gatherings
What We Offer:
- Competitive compensation that may include equity
- 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®