Account Executive Emerging Enterprise

At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew. We seek to ignite that passion by setting high standards, championing teamwork, and creating work-life harmony as we collectively navigate rapid growth on a global scale while striving for greater equity and opportunity – inside and outside our organization. To flourish here, you must be prepared to set a high bar for yourself and those around you. There is always a way to contribute: Acting with autonomy, having accountability and being open to new perspectives are essential to our continued success. Our deep curiosity to learn and our eagerness to share diverse passions with others gives us balance and injects a one-of-a-kind vibrancy into our culture. If you are driven to solve exhilarating challenges and have a bias toward action in the face of change, you will be empowered to make a real impact here, with a sharp and passionate team at your back. If Braze sounds like a place where you can thrive, we can’t wait to meet you. WHAT YOU'LL DO As an Account Executive on our Emerging Enterprise General Business team, you will manage the full sales cycle from prospecting to close. Your portfolio will include both prospective and existing customers within Braze’s Emerging Enterprise segment, defined as companies with between 1,000 and 2,000 employees. Braze’s “General Business” segment is composed of companies that fall within several verticals, including Quick Service Restaurants (QSR), Health & Life Sciences, Travel & Hospitality, and Technology, among others. This role is designed for a SaaS Sales professional with a proven track record in generating new business and strong prospecting and business development skills. Ideal candidates will have 5+ years of experience selling SaaS solutions to enterprise clients, with typical deal sizes ranging from $200K to $1M+ per year. Additionally, candidates should possess at least 5 years of overall industry experience. We are particularly interested in individuals who have worked with enterprise companies and understand the dynamic culture of a smaller enterprise sales organization. Experience selling solutions that engage stakeholders across IT and business departments is highly valued. Familiarity with analytics, CRM, marketing automation, digital media publishing, or content marketing solutions would be an excellent fit. WHO YOU ARE Background in Enterprise Sales for Marketing Technology preferred. Excellent verbal, written, and presentation skills, including the ability to effectively storytell. Strong ability to generate demand through outbound prospecting efforts and collaboration with internal teams, such as business development, marketing, and technology & agency partners. Demonstrated success in navigating large organizations, with the ability to quickly identify key decision-makers and understand their buying processes for substantial SaaS investments. Manage a customer portfolio of 12 - 15 accounts, proactively identifying expansion opportunities and churn risks, collaborating closely with internal customer success, product, and technology teams. A proven track record of forecasting accuracy, including operational rigor in ensuring forecasts and opportunity details are kept up to date on a regular basis. Exemplify operational excellence and organization, including but not limited to: keeping internal stakeholders appropriately informed on deal progress via Slack updates and/or internal notes documents; leading productive deal reviews; keeping MEDDPICC scorecards updated regularly. Experience with Salesforce.com CRM or other CRM systems is required to manage sales pipelines. Ability to quickly adapt to new cloud applications and tools. Knowledge of the MEDDPICC framework; Command of the Message experience a plus. A proven ability to lead and strategically manage a group of internal cross-functional stakeholders as part of a complex sales motion (Solutions Consu