sales
Posted 1 weeks agoSenior Director, Partner Sales
at Braze
New York City, United StatesHybrid
You are nearing today's limit. Upgrade for unlimited access.
Responsibilities
- Lead, develop, and performance-manage a team of four PSMs across AMER and LATAM, setting clear targets and actively coaching for growth
- Own partner-qualified lead (PQL) generation, partner-influenced pipeline, and partner-sourced revenue across AMER and LATAM - reporting directly into the Revenue org pipeline and quota attainment targets
- Build and execute territory-level partner strategies across key segments, ensuring the right partners are activated on the right opportunities
- Own the partner-first field motion across AMER and LATAM, operating as a commercial peer to VP Sales leadership — you are a standing participant in their pipeline reviews, forecast calls, and QBR narratives, not an invited guest
- Own and govern partner attach rates on new business opportunities across both regions, accountable for the company's objective of 80% of new business onboarded by delivery partners, and for making the commercial case to Sales leadership when that target is under threat
- Support Partner Account Directors with Platinum-tier partners, including Deloitte, Accenture, WPP, Publicis, and Merkle - building and maintaining senior relationships relevant to your region
- Define how the partner sales function operates across AMER and LATAM — including territory-to-partner mapping methodology, rules of engagement with Sales, and PQL qualification standards — and hold both markets accountable to a consistent playbook
- Collaborate cross-functionally with Marketing, BDR, Account Management, and Customer Success to accelerate partner-led growth and remove blockers
Requirements
- Use Salesforce, Crossbeam, Clari, and Looker to maintain pipeline visibility, track partner attach and influence, and report on performance to senior leadership WHO YOU ARE
- experience operating as a peer to VP-level Sales leadership — you have changed how a VP or Sales AVP thinks about the partner motion, not just earned their goodwill
- Deep understanding of how to activate partner value within a direct sales deal cycle: you know when and how to bring a partner in to move a deal forward, not just manage the relationship •
- Experience working across both SI/Delivery partners (agencies, implementation firms) and Technology partners (cloud hyperscalers, ISVs)
- Strong Salesforce proficiency for pipeline tracking, partner sales record (PSR) management, and reporting
- MarTech or adjacent SaaS ecosystem knowledge strongly preferred, with an emphasis on how composable tech stacks create partnership opportunities
- Built on a foundation of composable intelligence, BrazeAI™ allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the Braze Customer Engagement Platform for smarter, faster, and more meaningful customer engagement.
- Braze is also proudly certified as a Great Place to Work® in the U.S., the UK, Australia, and Singapore.
- OUR AI-POWERED BRAZE RECRUITMENT PROCESS
- To help our recruitment teams focus on what matters most — the person behind each application — we use AI-assisted tools at certain stages of our recruitment process.
- This includes using AI to analyze the experience, skills and
- We also use AI for administrative support, like scheduling and recording interviews and summarizing interview notes.
- Depending on where you are located, you may have the right to request further information about how AI is used in our recruitment process, to opt out of AI-assisted review, to request a manual review of any decision made or to contest a decision.
Experience
- 10+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 3-5 years at Director level or above — you have owned a multi-regional partner revenue number and can speak clearly to the pipeline and commercial outcomes you drove Demonstrated
Benefits
- 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.
- For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $138,000 and $206,000/year, with an expected On Target Earnings (OTE) between $230,000 and $344,000/year (including bonus or commission).
- 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
- Competitive compensation that may include equity
- Flexible paid time off
- Comprehensive benefit plans covering medical, dental, vision, life, and disability
- benefits and equal paid parental leave
- Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend
- Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching
- experience – regardless of age, color, disability, gender identity, marital status, maternity, national origin, pregnancy, race, religion, sex, sexual orientation, or status as a protected veteran.
Additional details
- At Braze, we have found our people. We’re a genuinely approachable, exceptionally kind, and intensely passionate crew.
- 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.
- The Partner Sales team is the connective tissue between Braze's partner ecosystem — spanning Delivery, Technology, Marketplace, and Channel partners — and the revenue organization.
- We exist to ensure that Braze's most strategic partners are embedded in the right deals, at the right moments, driving measurable impact on pipeline and revenue.
- Partner-influenced deals at Braze close at a significant multiple of the rate and deal size of direct-only deals.
- As Senior Director, Partner Sales, you will own the partner sales motion across AMER and LATAM.