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.

As the Sales Operations Lead, Capacity Planning, you will play a critical role in shaping the global sales organization  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.

Qualificati…