Senior Account Executive, Emerging Enterprise

United States Digital Space LLC; Chicago (IL); On-site; USD 105,000 - 158,000; Full time

Benefits offered by this job

Competitive compensation

Equity opportunities

Hybrid/Office flexibility

Comprehensive benefits

Learning and development stipend

Volunteer weeks and community programs

Employee Resource Groups

Job summary

Braze is seeking an Account Executive on our Emerging Enterprise General Business team. You will own the full sales cycle from prospecting to close, focusing on net-new logos in the 1,000–2,000 employee range and collaborating with Marketing, Product, and Technical executives to drive meaningful outcomes.

You will work with global teams, forecast with MEDDPICC, and build trusted advisor relationships. The role offers a competitive compensation package with potential equity and a strong Total

Qualifications

• 5+ years of experience selling SaaS to enterprise clients.
• Proven track record of breaking into new logos and closing deals.
• Experience with managing complex, multi-stakeholder sales motions.
• Strong discovery, value-based selling, and storytelling skills.
• Knowledge of MEDDPICC framework and forecast discipline.

Responsibilities

• Own the full sales cycle from prospecting to close for net-new logo acquisitions.
• Identify, prioritize, outreach to, and close new business in Emerging Enterprise.
• Collaborate with Marketing, Product, and Technical executives to align on customer outcomes.
• Maintain accurate pipeline, MEDDPICC scorecards, and timely deal updates.

Skills

Enterprise SaaS sales

Hunter mindset

Pipeline management

Storytelling

Discovery & value

MEDDPICC

Salesforce CRM

Cross-functional leadership

Analytical

Adaptability

Tools

Salesforce

Job description

At the company, 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 the company 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 own the full sales cycle from prospecting to close, working as a relentless "hunter" focused entirely on net-new customer acquisition. This role is dedicated 100% to breaking into untapped logos within the company's Emerging Enterprise segment — defined as companies with between 1,000 and 2,000 employees — with no account management or existing-customer responsibilities. You will dedicate all of your energy to identifying, prioritizing, outreaching to, and ultimately closing new business.

The company'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. Typical new-business deal sizes range from $200K to $1M+ per year.

You will operate as a trusted advisor to prospective clients as they look to the company to grow and scale their business, working directly with Marketing, Product, and Technical executives and their teams to help them forge human connections between consumers and the brands they love. Join a scaling, diverse, and tight-knit team united by mutual collaboration, a growth mindset, and relentless optimism in pursuit of success.

WHO YOU ARE

• You have 5+ years of experience selling SaaS solutions to enterprise clients, plus at least 5 years of overall industry experience. Background in Enterprise Sales for Marketing Technology preferred

• You are a true net-new hunter who thrives in a greenfield environment, with a proven track record of breaking into new logos and driving deals across the finish line

• You excel at generating and managing your own pipeline through outbound prospecting and collaboration with internal teams — business development, marketing, and technology & agency partners — thinking both strategically and creatively about how to drive desired outcomes through effective and persistent outreach

• Your customers describe your selling as consultative and human. You're a natural storyteller and an attentive listener, with excellent verbal, written, and presentation skills

• You demonstrate the mechanics of a value-first conversation, including the steps necessary to get there: strong and ongoing discovery, a solid understanding of the business pain, what outcomes they are hoping to achieve, and how the company is best positioned to provide differentiated value

• You know how to navigate large organizations — quickly identifying key decision-makers and understanding their buying processes for substantial SaaS investments — and how to mobilize distributed, global organizations to accelerate cycles

• You bring a proven track record of forecasting accuracy and operational rigor, ensuring forecasts and opportunity details are kept up to date, leading productive deal reviews, and keeping MEDDPICC scorecards updated regularly. You keep internal stakeholders appropriately informed on deal progress via Slack updates and/or internal notes documents

• Experience with Salesforce.com CRM or other CRM systems is required to manage sales pipelines. You adapt quickly 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 Consulting, executive alignment, Value Consulting, etc.)

• You're analytical and data-driven. Your approach is grounded in examples and defined by testing and iterating. You harbor a desire to understand and make sense of complex systems and concepts

• Being a fast-growth company, things here change pretty fast. You're comfortable learning new things (tech, process, people) and navigating high-change environments

• Positive contributor to the team and broader the company culture through active participation, engagement, and adding value in order to uplevel those around you

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $105,000 and $158,000/year, with an expected On Target Earnings (OTE) between $214,000 and $321,000/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

the company benefits vary by location, and we encourage you to review our specific benefits offerings for each country here. More details on benefits plans will be provided if you receive an offer of employment.

From offering comprehensive benefits to fostering hybrid ways of working, we’ve got you covered so you can prioritize work-life harmony. the company offers benefits such as:

• Competitive compensation that may include equity

• Retirement and Employee Stock Purchase Plans

• Flexible paid time off

• Comprehensive benefit plans covering medical, dental, vision, life, and disability

• Family services that include fertility benefits and equal paid parental leave

• Professional development supported by formal career pathing, learning platforms, and a yearly learning stipend

• A curated in-office employee experience, designed to foster community, team connections, and innovation

• Opportunities to give back to your community, including an annual company-wide Volunteer Week and donation matching

• Employee Resource Groups that provide supportive communities within the company

• Collaborative, transparent, and fun culture recognized as a Great Place to Work®

ABOUT the company

the company is the leading customer engagement platform that empowers brands to Be Absolutely Engaging™. the company helps brands deliver great customer experiences that drive value both for consumers and for their businesses. Built on a foundation of composable intelligence, BrazeAI™ allows marketers to combine and activate AI agents, models, and features at every touchpoint throughout the the company Customer Engagement Platform for smarter, faster, and more meaningful customer engagement. From cross-channel messaging and journey orchestration to Al-powered decisioning and opti