AVP, Partner Sales

What You'll Do

The Partner Sales function is the commercial engine connecting Braze's global partner ecosystem - spanning Delivery, Technology, Marketplace, and Channel partners - to the Revenue organization. Partnerships has been named a core strategic pillar by Braze leadership, and the commercial case is clear: partner-influenced deals close at a significant multiple of the rate and deal size of direct-only deals. The AVP, Partner Sales owns making that true globally.

This is a new role at Braze and a genuine opportunity to define what global Partner Sales leadership looks like here. You will sit between the VP, Partnerships and three regional Director-level leaders - covering AMER, EMEA, and APJ - and be accountable for a single global partner revenue number. You will set the strategy, build the operating model, and hold three experienced regional leaders accountable to it. You will also carry the executive relationship layer with Braze's most strategic global partners and represent Partner Sales at VP and C-suite level, both internally and externally.

Responsibilities

• Own the global Partner Sales function: set strategy, build the operating model, and hold three regional Directors accountable to a consistent global approach across AMER, EMEA, and APJ
• Lead, develop, and performance-manage three Director and Senior Director-level direct reports, each managing their own regional teams of Partner Sales Managers - total team of approximately 15
• Own global partner-influenced and partner-sourced revenue targets, consolidating regional performance into a single view for the VP, Partnerships and CRO office
• Define and implement a consistent global partner coverage framework: territory-to-partner mapping methodology, rules of engagement with Sales, and PQL qualification standards across all regions
• Drive the partner-first field motion at VP and CRO level - shaping how Revenue leadership thinks about the partner motion, not just enabling the field
• Own and govern partner attach rates on new business globally, directly enabling the company objective of having 80% of new business onboarded by delivery partners
• Carry executive relationships with Braze's most strategic global partners - including Deloitte, Accenture, WPP, Publicis, Merkle, AWS, and Google Cloud - at VP and C-suite level, including joint business planning and executive QBRs
• Partner directly with VP, Partnerships, the CRO office, and Sales AVP leadership to embed partner-first selling as a structural part of the Revenue org
• Collaborate cross-functionally with Partner Experience, Partner Services, Partner Marketing, and GTM Operations to ensure the partner commercial motion is supported by a coherent global ecosystem strategy
• Travel regularly across AMER, EMEA, and APJ to maintain regional presence, build partner relationships, and support regional Sales leadership engagement

Who You Are

• 10+ years in partner sales, alliances, or channel sales in B2B SaaS, with at least 3 years at Director level or above managing other managers - not just individual contributors
• Demonstrated experience owning a multi-regional or global partner sales function: you can speak clearly to how you set strategy across markets at different maturity levels and how you held regional leaders accountable to it
• Track record of influencing VP and C-suite level decisions in a Sales organization - you have shaped how a CRO or Sales VP thinks about the partner motion, not just earned trust with AEs and Sales Directors
• Deep familiarity with all major partner types - SI/Delivery, Technology/ISV, cloud hyperscalers, and agency/holding company partners - at an executive relationship level, not just an operational one
• Experience building or significantly redesigning a Partner Sales operating model, including coverage frameworks, rules of engagement with Sales, and performance management for regional Directors
• Strong understanding of the MarTech ecosystem and how Braze sits within a composable customer engagement stack; you can speak credibly to both technical and commercial partner audiences
• Leader of leaders - you know how to develop, challenge, and hold accountable Directors who are themselves experienced, tenured, and have strong opinions about their markets
• Global strategist - you think at function level, not territory level; you can set a coherent global Partner Sales strategy that accounts for regional differences without becoming regionally inconsistent
• Organizationally influential - you can shape how a revenue organization thinks about partners without a direct reporting line, and you have done it before
• Executive gravitas - you operate credibly at VP and C-suite level both internally and externally; this is not a role that stops at Director-level relationships
• Accountable - you own the global number and build a culture of ownership in the leaders beneath you
• Comfortable with ambiguity and building structure where it doesn't yet exist - Braze is a fast-growing company and this is a brand new function; someone who needs a fully settled environment won't succeed here
• Comfortable with significant global travel as a core part of the role

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $111,000 and $166,000/year, with an expected On Target Earnings (OTE) between $186,000 and $278,000/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.