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Salary: USD 133,000 - 165,000 / annual
Braze is seeking a Director of Specialist Sales to lead a team of Enterprise Account Managers across North America. This is a SaaS enterprise sales leadership role focused on driving upsells, cross-sells, and AI adoption within Braze's customer base.
In this role, you will manage a team of quota-carrying specialists responsible for the entire post-sales cycle with clients. You'll focus on identifying and prioritizing install-base growth opportunities, evangelizing additional products, executing transactions with high velocity and operational rigor, and nurturing key relationships across the customer base and internally. As a front-line leader, you'll have strong business acumen and will participate directly in customer-facing engagements. Your leadership will directly impact customer success, team development, and Braze's growth.
Key responsibilities include:
- Leading and developing Account Managers to execute upsells and cross-sells in a rapidly evolving technology ecosystem
- Systematically identifying and prioritizing key install-base growth opportunities
- Evangelizing additional products and driving AI sales and adoption
- Executing with high velocity and operational rigor
- Nurturing key relationships within Braze and throughout the customer base
- Coordinating cross-functionally with Sales Directors, Account Executives, Renewal Managers, Marketing, Customer Success, Legal, and Sales Operations
- Building teams and processes from the ground up
- Recruiting, retaining, inspiring, and developing top talent
Braze is the leading customer engagement platform that empowers brands to deliver great customer experiences. Built on composable intelligence, BrazeAI allows marketers to combine and activate AI agents, models, and features at every touchpoint for smarter, faster, and more meaningful customer engagement. The company has been recognized as a Leader in marketing technology by industry analysts and was voted a G2 "Best of Marketing and Digital Advertising Software Product" in 2025. Braze is headquartered in New York with offices globally.
REQUIREMENTS:
- Minimum 2 years of successful experience in SaaS or AI sales, leading a team of quota-carrying Overlay Sellers or AI/Product Specialists Sellers, ideally in the Enterprise sector
- Proven ability to recruit, retain, inspire, and develop top talent
- Proven experience leading teams through full-cycle SaaS upsells: prospecting, whitespace mapping, upsell/cross-sell execution, and long-term relationship growth
- Ability to coordinate and work cross-functionally with internal constituencies
- Experience building teams and processes from the ground up
- Outstanding verbal and written communication skills
- Excellent commercial and legal negotiation skills
- Strong technical and business acumen; ability to engage with multiple customer personas across industries and within technical and marketing functional roles
- Experience selling agentic solutions or selling Marketing Technology is a strong plus
