Sales Operations Lead

As the Sales Operations Lead, Capacity Planning, you will play a critical role in shaping the global sales organization at Braze. You will be responsible for designing and optimizing our sales capacity, headcount planning, coverage models, role structures, and compensation plans to ensure we achieve our ambitious growth targets. This highly analytical and strategic role will partner closely with Sales Leadership, Finance, and the People Team to drive data-driven decisions and operational excellence across Braze’s global sales team.

Key Responsibilities

Global Capacity & Headcount Planning

• Own the global sales capacity model to ensure the global organization is scaling as planned (headcount, ramp, productivity), partnering with Regional Ops, FP&A, People Team, and Sales Leadership to maintain alignment with budget, hiring strategies, and business objectives.
• Develop and maintain models to forecast sales headcount needs based on growth targets, productivity assumptions, attrition impacts, and market opportunity for all Revenue teams (Sales, Account Management, Business Development, Solutions Consulting, Partnerships).
• Track and report on actual vs. planned headcount and capacity, identifying gaps and recommending corrective actions.

Sales Coverage Models

• Design and optimize sales coverage models (e.g., geographic, segment, vertical, named accounts) to maximize market penetration and sales productivity.
• Analyze performance data to recommend adjustments to coverage strategies as the business evolves.
• Collaborate across the Sales Operations team to ensure equitable and efficient distribution of accounts, territories, and headcount across regions and teams.

Role Design and Sales Structure

• Define and refine sales roles, responsibilities, and organizational structure to support business objectives and headcount plans.
• Partner with Regional Ops, People Team, and Sales Leadership to implement new roles or changes to the sales org structure.
• Benchmark against industry best practices and evolving GTM strategies.

Scenario Modeling

• Build and maintain robust modeling scenario models to evaluate the impact of different sales strategies, organizational changes, headcount allocations, or market conditions during annual and quarterly planning cycles.
• Provide actionable insights and recommendations to leadership based on scenario analysis.

Sales Plan Management

• Oversee the development, rollout, and ongoing management of sales plans, including quotas, targets, headcount allocation, and performance metrics.
• Ensure sales plans are aligned with company goals and are clearly communicated to the sales organization.
• Monitor plan effectiveness and recommend adjustments as needed.

Compensation Plan & Incentive Design

• Design and implement sales compensation and incentive plans that drive desired behaviors and align with business objectives.
• Partner with the Commissions team to model plan outcomes to ensure fairness, competitiveness, and cost-effectiveness.
• Partner with Sales Leadership, the People Team and Finance to manage plan governance, communication, and administration.

Qualifications

• 5+ years of experience in Revenue Operations, Sales Operations, Sales Strategy, or related field, preferably in SaaS or technology.
• Strong analytical and modeling skills; advanced proficiency in Excel/Google Sheets and experience with BI tools (e.g., Tableau, Looker).
• Demonstrated experience with sales capacity and headcount planning, coverage modeling, and compensation design.
• Excellent communication and stakeholder management skills.
• Ability to thrive in a fast-paced, dynamic, and global environment.
• Bachelor’s degree in Business, Finance, Economics, or related field preferred; MBA or similar advanced degree a plus.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $108,000 and $135,000/year, with an expected On Target Earnings (OTE) between $120,000 and $153,000/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.