Description
We are seeking an experienced, entrepreneurial SaaS sales leader to build, scale, and lead our Braze For Startups (SMB) sales organization.
As a Sales Director, Scale, you will own the strategy, execution, and performance of the SMB sales segment, including revenue attainment, pipeline generation, conversion, sales productivity, and forecast accuracy.
Responsibilities:
- 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
- Develop sales playbooks, enablement programs, prospecting standards, qualification methodologies, discovery frameworks, and objection-handling tools
- 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
Requirements:
- 7+ years of progressive SaaS sales and go-to-market experience
- At least 3+ years of direct people-management experience leading SMB sales teams
- Demonstrated success building or materially scaling an SMB sales team, sales motion, or revenue segment within a high-growth or large-scale SaaS environment
- 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
Preferred qualifications:
- Experience selling marketing technology, customer engagement, marketing automation, CRM, email, mobile, analytics, or related SaaS solutions
- Prior experience in a startup, scale-up, or high-growth technology company
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $95,000 and $136,000/year, with an expected On Target Earnings (OTE) between $190,000 and $272,000/year.