Customer Account Executive, Strategic 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. As a Braze Customer Account Executive, you will be responsible for managing and growing existing relationships within our customer base. You will own specific customer relationships and serve as the account lead. You will work closely with cross-functional teams, including Customer Success, Solutions Consulting, Services and Product, to drive account growth, retention, and overall customer satisfaction. This role requires a strong understanding of the digital marketing ecosystem, customer engagement solutions, complex organizations and the ability to build long-term relationships in a fast-paced environment. WHAT YOU'LL DO • 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 (onboarding, success, commercials, procurement, legal, org structure, etc.) • 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 WHAT YOU’LL HAVE • 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 For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $121,500 and $191,000/year, with an expected On Target Earnings (OTE) between $243,000 and $347,000/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. WHAT WE OFFER Braze benefits vary by location, and we encourage you to review our specific benefits offerings for each country at here. More details on benefits plans will be provided if you receive an offer of employment. From offering comprehensive benefits to fostering hybri