Director, Partner Sales

Responsibilities

• RESPONSIBLITIES
• 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 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
• Drive field adoption of partner-first selling across AE and BDR populations - earning a seat in pipeline reviews, forecast calls, and deal strategy conversations with Sales AVPs and Senior Directors
• Own and govern partner attach rates on new business opportunities, contributing to the company objective of having 80% of new business onboarded by delivery partners
• Support Partner Account Directors with Platinum-tier partners including Deloitte, Accenture, WPP, Publicis, and Merkle - building and maintaining senior relationships relevant to your region
• Collaborate cross-functionally with Marketing, BDR, Account Management, and Customer Success to accelerate partner-led growth and remove blockers
• Use Salesforce, Crossbeam, Clari, and Looker to maintain pipeline visibility, track partner attach and influence, and report on performance to senior leadership

Requirements

• Proven track record leading a regional partner sales, alliance sales, or channel sales team in B2B SaaS - you can speak clearly to pipeline and revenue outcomes you personally drove
• 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
• Comfortable using account mapping tools such as Crossbeam or equivalent to prioritise co-sell motions
• Influential - able to earn trust and drive behaviour change in a Sales org without formal authority
• Strategic - you build proactive, territory-based partner coverage plans; you don't just respond to what comes in
• Data-driven - you ground your decisions in pipeline data and Crossbeam insights, not gut feel alone
• Accountable - you own the number and build a culture of ownership in your team
• Thrives in ambiguity - Braze is a fast-growing company where the processes and norms around partner-first selling are still being built; someone who wants a fully settled environment won't succeed here
• Executive presence - you represent Braze credibly at partner QBRs, industry events, and senior partner convers

Benefits

Additional Information

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.

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