AE - Emerging Enterprise - MEGS

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. WHAT YOU'LL DO This role is for a SaaS Sales professional with a strong track record of closing 6-figure new business deals, who has also managed upsells. It is focused on a set number of large media, entertainment, gaming, and sports companies in North America. You will own a book of new prospects and a few existing customers, where you will work with internal teams to win new logos while deepening existing partnerships. The ideal candidate will have at least 3-5+ years of enterprise experience selling SaaS Solutions to organizations with over 1,000 employees. A stronger fit exists with those who have experience working with strategic companies, understand the organizational complexity and decision-making processes of very large enterprise organizations. Ideally, your product sales experience focuses on non-ERP solutions. Experience selling analytics, CRM, marketing automation, digital media publishing, or content marketing solutions would be the best fit, especially selling to marketers in the media, entertainment, gaming, or sports (MEGS) vertical. Prior experience should include collaboration across many different internal and external cross-functional groups, as well as SIs, tech, and agency partners. WHO YOU ARE Background in Enterprise Sales for Marketing Technology, Analytics, or Digital Media/Content platforms Strong business understanding of the media, entertainment, gaming, and sports (MEGS) landscape — how these companies generate revenue and how marketing/customer engagement strategy supports that Comfortable building a go-to-market approach — entrepreneurial, creative, and motivated to help shape a brand-new sales motion Outstanding verbal, written, and stand-up presentation skills Track record closing deals of $100K+ ACV, ideally in the $200K–500K range Demonstrated experience in complex solution selling Training and practice in Value Selling, with an emphasis on creating Business Value Assessments. Experience with Command of the Message is a strong bonus Prior experience with Salesforce.com CRM, Clari, or other CRM used to manage sales pipeline is required Demonstrated ability to quickly come up to speed on new cloud apps and tools Up-to-date on digital media, streaming, and marketing technology trends Proven success in navigating large organizations and the ability to quickly identify the decision makers and the decision-making process for large SaaS investments Build strong cross-functional relationships with internal teams such as Business Development, Marketing, Deal Desk, Strategic Consulting, Customer Success & Services Classifies and prioritizes all assigned accounts, maintaining coverage across all with the support of a Business Development Representative and Account Manager Ability to travel For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $102,000 and $160,000/year, with an expected…