Partner Sales Director

As Partner Sales Director, you own the direct partner sales motion across a specific territory in AMER, aligning Braze's Technology, Delivery, and Marketplace partners to the needs of the highest-value customers and prospects. You report to the AVP, Partner Sales AMER, set the partner strategy for your territory, and are often the go-to person for other Partner Sales Managers and Senior Partner Sales Managers in the region. Pipeline sourced through partners is the outcome; the role is about knowing your accounts and partner ecosystem well enough to connect the two. For candidates based in the United States, the pay range is expected to be between $80,400 and $126,000/year, with expected On Target Earnings (OTE) between $134,000 and $210,000/year (including bonus or commission). Exact offers may vary based on market location, job-related knowledge, skills, and experience.

Responsibilities

Build and maintain a deep understanding of customers and prospects within your territory, including partners already engaged and white space for partner introductions; Work alongside Account Executives to activate Delivery, Technology or Marketplace partners on live opportunities; Partner with AMs and CSMs to identify underused Braze capabilities and bring in partners who close those gaps; Build and run the most complex, highest-stakes Joint Business Plans (JBPs) in the region with priority partners, working with Partner Account Directors; Act as trusted advisor to Sales leadership on the partner landscape and flag where partner relationships are an asset or risk on specific deals; Build and hold executive partner relationships that go beyond a single deal; Coach AEs on partner engagement; Identify ecosystem gaps in the territory and lead work to close them, shaping the partner coverage strategy; Act as go-to mentor for Partner Sales Managers and Senior Partner Sales Managers in the region and represent the market in the AVP's absence when needed; Own the direct partner sales motion across a specific territory in AMER, aligning Technology, Delivery and Marketplace partners to the highest-value customers and prospects

Requirements

10+ years of experience in a partner, alliances, channel, agency or vendor-facing role at a B2B SaaS or technology company, with a track record of driving revenue through partner-engaged deals, not just partner administration; Direct experience with account mapping and co-sell motions using tools like Crossbeam, and comfortable working deal by deal alongside AEs; Strong, current relationships across the partner ecosystem in your territory (Delivery, Technology and Marketplace), including GSIs and specialist SIs, and the credibility to bring senior partner executives into a conversation quickly; A point of view on martech architecture and composability that lets you speak credibly to why a given partner adds value to a given customer; Comfortable operating without a large team around you: this is a territory-owning, high-agency role; A track record of building senior, executive-level partner relationships, and of influencing Sales leadership's thinking on partners, even without a direct reporting line; Highly organised, self-directed, and able to manage a full territory's worth of accounts, partners and JBPs

Benefits

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, including an annual company-wide Volunteer Week and donation matching; Employee Resource Groups; Collaborative, transparent, and fun culture recognized as a Great Place to Work; Restricted stock units (RSUs) equity grants as part of Total Rewards for this role