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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.
Role Overview
As an Strategic Account Executive, you will manage a small portfolio of high-value strategic accounts and actively pursue net-new opportunities. In this role, you will work directly with some of the world's most exciting household-name brands across media, entertainment, gaming, and sports.
You will drive the overarching POV and strategic vision on the evolving state of streaming, sports, sports betting, video games, and news media brands, serving as a trusted advisor and guide to activating customer engagement at the highest levels of global organizations.
Operating comfortably within a dynamic industry landscape frequently impacted by M&A, you will be pivotal in both retaining our existing account ecosystem and footprint while driving aggressive top-line growth. Your success will hinge on exceptional business acumen, high EQ, creativity, leadership with humility, and the ability to craft a cohesive strategy that empowers cross-functional teams to execute multi-threaded plans seamlessly—even when you aren't in the room.
What You'll Do
• Executive Partnership: Build and nurture trusted relationships with C-suite executives at top-tier brands, understanding their complex organizational dynamics.
• Thought Leadership & Strategy: Serve as an industry advisor, driving POV and vision on the state of streaming, sports, sports betting, gaming, and news media to activate customer engagement strategies across client organizations.
• Account Retention & Expansion: Manage high-profile, household-name accounts to retain existing account footprints while identifying and pursuing strategic expansion opportunities.
• New Business Development: Identify and pursue net-new strategic enterprise accounts through targeted prospecting and outbound efforts.
• Consultative Value Selling: Implement a consultative sales approach to uncover priority business challenges and utilize value-based solution selling.
• Multi-Threaded Execution: Develop cohesive account plans and strategies that align internal and external stakeholders, enabling teams to execute seamlessly across multiple workstreams.
• Cross-Functional Collaboration: Partner closely with internal leadership, customer success, and product teams to ensure a seamless, high-touch client experience.
• Market Insight Integration: Educate clients on digital and engagement trends, positioning Braze as an essential strategic partner.
• Pipeline & Forecasting: Utilize Salesforce.com, Clari, and modern revenue management tools to manage sales pipelines and maintain accurate forecasting.
Who You Are & What You Have
• Experience: 10+ years in strategic SaaS sales focusing on large enterprise clients, with a total of 10+ years of overall industry experience.
• Domain & Industry Focus: Proven track record working with household-name brands in media, entertainment, gaming, or sports, with deep domain familiarity in streaming, news media, or sports betting.
• Business Acumen & EQ: Exceptional business acumen paired with high emotional intelligence (EQ), essential for driving trust and rapport both internally and externally.
• Multi-Threaded Leadership: Skilled at setting a compelling vision and strategy that enables team members to activate and execute across multiple threads, even when you aren't present.
• M&A Agility: Comfortable navigating fast-moving, highly dynamic industry environments frequently reshaped by mergers, acquisitions, and restructuring.
• Growth & Retention Mastery: Proven ability to defend and retain high-value account ecosystems while simultaneously uncovering net-new revenue streams.
• Sales Methodology: Deep expertise in complex solution selling, Business Value Assessments, and Value Selling frameworks.
• Strategic Prospecting: Demonstrated skill in sourcing, cold-outreach, and landing net-new enterprise logos through targeted outbound strategies.
• Communication: Outstanding verbal, written, and executive presentation skills for articulating complex technical and business concepts.
• Tech & Tool Adaptability: Proficient with Salesforce.com or similar CRMs, sales technology stacks, and emerging cloud applications.
• Enterprise Navigation: Strong networking capabilities with a knack for navigating matrixed enterprise organizations to identify key decision-makers.
• Trend Awareness: Fully up-to-date on digital, application, and mobile engagement trends.
• Mobility: Willingness to travel as needed for key client engagements.
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $123,000 and $194,000/year, with an expected On Target Earnings (OTE) between $243,000 and $382,000/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, t