Account Manager, Enterprise

WHAT YOU’LL DO

Team Overview:

The Braze ANZ Account Management team drives commercial growth and retention across our existing customer base. In this enterprise role you will act as the senior commercial owner of our largest and most complex customers in the region, operating as a strategic partner to the executives who set their engagement agenda. You will orchestrate teams across Braze to convert product adoption into measurable business outcomes, and turn those outcomes into multi year commercial growth.

Responsibilities:

• Own commercial strategy and performance for a portfolio of Braze's largest enterprise customers in ANZ, with full accountability for renewal, expansion and long term revenue growth
• Build and sustain relationships at C suite and functional leadership level, positioning Braze as a strategic partner
• Multi thread across business units, brands and markets so that coverage holds through stakeholder change and reorganisation
• Partner with Customer Success, Solutions Consulting, Services and Partners to run joint account plans and executive business reviews that connect Braze performance to enterprise business outcomes
• Lead complex commercial negotiations, including multi year, multi product and consumption based structures, working with Deal Desk, Legal and Finance through formal procurement processes
• Build the commercial case for expansion, translating usage data, whitespace mapping and maturity assessment into proposals that stand up to executive and finance scrutiny
• Identify and mitigate retention risk early, using account health, adoption signals and stakeholder mapping to protect the base
• Achieve and exceed quarterly and annual expansion and retention targets
• Maintain accurate renewal and expansion forecasts, with a clear view of deal progression, risk, timing and dependencies
• Coordinate Braze executive sponsorship, aligning senior sponsors to the accounts where they carry the most weight
• Lead customer meetings virtually and in person, with regular domestic and occasional international travel

WHO YOU ARE

You are a commercially minded enterprise Account Manager who is credible in the boardroom and rigorous in the detail. You have a proven record of growing and defending large SaaS accounts, you are comfortable navigating complex organisations and long procurement cycles, and you thrive in a high performance, cross functional environment.

Requirements:

• 8+ years of progressive experience in SaaS sales, account management or similar, with demonstrated success driving revenue growth, retention and strategic value for enterprise customers
• Minimum 5 years owning complex enterprise relationships end to end, including full accountability for renewals, upsell and expansion across multi product, multi brand or multi region portfolios
• Experience managing portfolios or individual accounts with annual contract values from 500K to 2M+
• Proven success negotiating multi year enterprise agreements through procurement, legal and finance, including commercial restructures and consumption based models
• Demonstrated ability to influence at C suite level, with a clear track record of value based selling and enterprise account growth
• Experience in the Martech, Adtech or broader CX space is highly regarded, including CRM, marketing automation, customer analytics, email or content marketing
• Strong commercial and financial fluency, with the ability to build ROI and value cases that survive executive scrutiny
• Excellent collaborator with a proven ability to work across Customer Success, Services, Marketing, Partnerships and Sales to drive customer outcomes and commercial impact
• Exceptional communicator, a confident presenter, persuasive writer and trusted relationship builder with strong verbal, written and numerical fluency
• Strong organisational discipline, comfortable holding several complex commercial cycles in motion at once
• Self starter with a high level of accountability, drive and commercial judgement