Director, Partner Sales

The Partner Sales team is the connective tissue between Braze's partner ecosystem - spanning Delivery, Technology, Marketplace, and Channel partners - and the revenue organisation. We exist to ensure that Braze's most strategic partners are embedded in the right deals, at the right moments, driving measurable impact on pipeline and revenue across AMER and LATAM. Partner-influenced deals at Braze close at a significant multiple of the rate and deal size of direct-only deals. This Director's job is to scale that motion across AMER - the most mature partnerships market in the business - and LATAM - an emerging market. 

As Director, Partner Sales, you will lead a team of four Partner Sales Managers (PSMs) covering Enterprise, General Business, Commercial, and LATAM segments. This is a player-coach role: you set the strategy, hold the team accountable to targets, and engage directly with senior partner contacts and Sales leadership to move deals forward.

• 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

• 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 conversations

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $97,000 and $145,000/year, with an expected On Target Earnings (OTE) between $162,000 and $243,000/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.