Sales Operations Lead

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.

WHAT YOU'LL DO

As a Sales Operations Lead, you will be the operational and analytical partner to our Global Account Management and AI Sales leadership team, owning the planning, process, and data foundations that drive expansion at scale. This role blends hands-on execution with a strategic lens: you’ll keep today’s data and processes running, while shaping how we scale them and build the team to support continued growth.

Territory, Quota & Capacity Planning

- Own the annual territory and account-assignment process for Global AM and AI Sales, ensuring accuracy and equitability, and recommend structures that drive focus while giving reps a realistic path to attainment

- Collaborate with regional Sales Ops leaders to align on coverage and rules of engagement between Account Management, AI Sales, and Account Executives, including account assignment, crediting, and handoffs

- Build capacity models that translate growth targets into global headcount, coverage, and quota scenarios, and partner with Finance and Sales Leadership on quota and comp plan inputs

Scaling Our Processes

- Run the operating cadence and turn tribal-knowledge processes into ones that are documented and repeatable

- Lead cross-functional initiatives from scoping to adoption to evolve our sales processes, identifying bottlenecks before they slow down the business

Data & Reporting Infrastructure

- Define the metrics framework and reporting for Global AM and AI Sales that give leadership real time visibility into performance

- Analyze sales data, KPIs, and trends to surface insights and provide recommendations to leaders on where to focus

- Partner with Sales Leadership on forecasting cadences and own forecast data quality and accuracy

AI-Driven Process Improvement

- Collaborate with Sales Ops leaders to drive the AI strategy for Sales Ops, identifying and prioritizing opportunities to use AI to automate manual workflows

- Design AI-driven workflows to improve efficiency across the Global AM and AI Sales team, partnering with our in-house AI architect team to bring them to life and measure impact

WHO YOU ARE

- Bachelor's degree in a quantitative or business-oriented field, or equivalent practical experience

- 6+ years of experience in Go-to-Market Operations, Sales Strategy and Operations, or Revenue Operations at a high growth B2B SaaS company

- Experience with overlay or specialist sales models and supporting a global team across regions a plus

- Technically savvy, with a solid understanding of Salesforce flows and automations; you’ll translate business needs into requirements and own prioritization with Business Systems

- Hands-on experience with Sales tech stack tools such as Clay, ZoomInfo, Clari, Gong, Outreach, or Fullcast

- Proficient with Google Sheets and BI tools such as Tableau or Looker, with experience building dashboards from scratch

- Comfortable using AI tools to speed up