Senior 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 organization. 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. Partner-influenced deals at Braze close at a significant multiple of the rate and deal size of direct-only deals.

As Senior Director, Partner Sales, you will own the partner sales motion across AMER and LATAM. This is a true ownership role: you set the regional strategy, define how the partner sales function operates across both markets, and are accountable for the commercial outcomes. You report directly into the SVP, Partnerships, and operate as a peer to the VP Sales for AMER and the VP Sales for LATAM — embedding partner-first selling as a structural part of how those revenue teams operate, not an adjacency to them. 

You will lead a team of four Partner Sales Managers (PSMs) covering Enterprise, General Business, Commercial, and LATAM segments. This is not a player-coach role in the tactical sense — your job is to set the operating model, hold the team and the Sales org accountable, and engage directly at the VP and C-suite level with senior partner contacts and Sales leadership to drive the motion forward.

WHAT YOU'LL DO

• 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 the 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
• Own the partner-first field motion across AMER and LATAM, operating as a commercial peer to VP Sales leadership — you are a standing participant in their pipeline reviews, forecast calls, and QBR narratives, not an invited guest
• Own and govern partner attach rates on new business opportunities across both regions, accountable for the company's objective of 80% of new business onboarded by delivery partners, and for making the commercial case to Sales leadership when that target is under threat
• Support Partner Account Directors with Platinum-tier partners, including Deloitte, Accenture, WPP, Publicis, and Merkle - building and maintaining senior relationships relevant to your region
• Define how the partner sales function operates across AMER and LATAM — including territory-to-partner mapping methodology, rules of engagement with Sales, and PQL qualification standards — and hold both markets accountable to a consistent playbook
• 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

WHO YOU ARE

• 10+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 3-5 years at Director level or above — you have owned a multi-regional partner revenue number and can speak clearly to the pipeline and commercial outcomes you drove
• Demonstrated experience operating as a peer to VP-level Sales leadership — you have changed how a VP or Sales AVP thinks about the partner motion, not just earned their goodwill
• 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 prioritize co-sell motions
• Influential - able to earn trust and drive behavior 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
• Builds structure where it doesn't exist — you are energized by owning something that isn't fully defined yet, and you have a track record of creating operating models and playbooks from scratch, not just inheriting them
• 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.